Business Development Tools

1. Business Development Tools CONFIDENTIAL

2. Business Development ToolsSAFETY Act • After 9/11/2001 companies threatened to remove anti-terrorism technologies and services from homeland security related deployments due to extraordinary large liability exposure • Congress enacted the Homeland Security Act of 2002, including the Support Anti-terrorism by Fostering Effective Technologies Act of 2002 (“SAFETY Act”) – www.safetyact.gov • SAFETY Act incentivizes the deployment of effective anti-terrorism technologies and services by providing liability protections

3. SAFETY ActOverview Application Process

4. Incomplete Value Migration Analysis • Deliverables • Drivers of change that will shape future. • Potential implications of change, specific to industry sectors and to individual organizations. • Assessment of an organization’s preparedness and capability to adapt. • A roadmap to pave the way to enduring success for the future. Strategic Partner: Deborah Westphal, Managing Partner, Toffler Associates (Reston, VA, USA)

5. Business Design • Integrated and self-reinforcing design for a venture with selected customers, tailored offerings, an internal and external investment plan that is prioritized and linked to strategy, and a go-to-market strategy supported by detailed capture plans. Value Migration Analysis Select EBOs* Concept Refinement Development Demonstration / Validation Production, Deployment, Operations, Support • Market segmentation • Value chain analysis and customer selection • Value propositions • Define go-to-market plan • Capabilities analysis • Competitor/ partner analysis • Capability plan • Financial analysis • Design readiness review • Target customers and pursuits • Capture strategy and execution • Lessons learned • Design improvements • Execute capabilities plan • Execute go-to-market plans through supporting capture plans Deliverables *EBO – “Emerging Business Opportunity” CONFIDENTIAL

6. Decision MAPping® A detailed, customer decision-based win strategy, proposal strategy, keep-it-sold strategy and enduring customer engagement process. Decision MAPping® helps companies engage in their customers’ decisions, enabling teams to design the right offers and to communicate them to every relevant decision maker at the right time and in the right way with individually tailored messages and meetings. Decision MAPping® explores the customer decisions a company chooses to effect by guiding capture teams through the disciplined analysis of decision-focused diagnostic questions. Teams then define and document winning offerings and design a communication strategy for decision makers and influencers at every level. Decision MAPping® also guides customer engagement after the win to keep business sold, to identify opportunities for improvements, and to provide early warning of emerging conceptual shifts that may threaten an incumbent position or create new opportunities for growth. • Deliverables • Precise definition of customer decisions that define the business opportunity • Comprehensive map of decision makers at every relevant scope and in every role • Defined customer decision process, decision status, and an inventory of potential strategic moves for all competitors • A detailed plan for addressing every decision factor • Complete inventory of resource requirements • Strategy-driven customer contact plan including detailed meeting designs Decision Mapping® is owned and licensed by The MAPping Alliance, founded by Chairman Richard Hodapp. For more information: http://www.decisionmapping.com/downloads.html