Business development

Each factor is evaluated on the basis of a score of 0—10. A total score of 80 points or higher statistically has resulted in eight or nine successes out of ten instances. Below 80 points, the success-to-failure ratio for new development drops off sharply. Such analyses can be made not only initially but periodically during an R D project and as the business develops. 

Don t divorce the quality system documents from other documents of your business - develop an integrated system. 

DSM Venturing Business Development, Profile Sheet 7, Hybrane , DSM, Heerlen (2002). 

Armando Aranda I think the next stage is actually the protein microarrays. Scientists got behind the times and they thought of it too late, but they are busy developing them and I think within eighteen months there will be several protein microarrays on the market. 

Mr S Collings Manager of Business Development, Electrochemical Technology Business, ICI Chlor-Chemicals, The Heath, Runcorn, Cheshire, WA7 4QF, UK. 

A chemical that can be purchased from a catalog cannot, needless to say, be patented as composihon of matter by the company that purchases it. The primary value of such com-pormds is generally to test a structure-achvity hypothesis, from which chemists and biochemists then move forward to design more specifically achve molecules. Reading the literature carefully and attending scientific conferences will keep scientists apprised of some compounds that are available from academia, but direct contact with the business development offices of major universihes will, not infrequently, alert interested parties to available substances that may not be widely known in the literature. 

Sysco, based in Houston, Texas, is the largest food marketing and distribution company in North America. SYSCO sells annually over 30 billion of food, related products, and services to over 400,000 customers through 157 separate profit centers which employ in total 46,000 employees. The magnitude of SYSCO s operations is mind-boggling. It sells over 300,000 products to over 400,000 customers and on a daily basis delivers almost 4 million cases of food and related foodservice products to 360,000 customers, 99% on-time and defect-free. Over one-half of SYSCO s 46,000 employees are hourly warehouse and delivery people, and it employs 12,000 sales and business development employees. 

Its emphasis on metrics is evidenced by the fact that SYSCO s top ten executive officers meet every Wednesday afternoon and review several hundred metrics for every one of the 157 operating units prior week s performance. SYSCO measures everything related to the receipt, movement, and delivery of products and services to its customers, to new business development, and to every expense and capital expenditure. It measures its return on equity on a weekly basis. 

Deploying the discovery driven approach, however, reqnires the agreement of those in control of resonrces and who review the plans to live with the different disciplines of this approach, as opposed to those of conventional planning. A critical middle management task is thns to create a receptive commnnity for the discovery driven approach among a coalition of powerfnl people. At Air Prodncts and Chemicals, Inc., for example, Ron Pierantozzi, the Director of New Business Development, spent considerable time orchestrating the acceptance of the discovery driven approach (see the mini-case in Table 9.5). 

Consequently, in 2000, Singapore Technologies created three investment clubs, unofficially called Tortoise Clubs. The corporate human resources department tapped approximately thirty executives from various parts of ST and asked them to form three different venture investment clubs. The mission of each was to manage a fund that would invest in companies founded by ST staff. One was Neo Kok Beng, an engineer who joined Singapore Technologies computer subsidiary and had worked in a variety of technical and business development positions. He comments ... 

Total Quality Management (TQM) is a eompany enltnre that allows it to provide qnality goods and services at the lowest cost in order to achieve cnstomers satisfaction and, at the same time, ensnre satisfactoiy business development by continuous improvements. The definition of TQM shown in this shde is taken from the British Standard 7850. 

The present contract calls for reimbursement of all allowable expenses, excluding contractor costs disallowed by the federal acquisition regulations, such as business development costs. A small base fee was negotiated as profit. The disallowed expenses must be covered by the base fee. The contractor receives a base fee during execution of the contract, and only in the most unusual circumstances is any part of this fee denied. An additional 3 percent of the contract value is set aside as an incentive fee that can be earned by superior performance. The federal acquisition regulations that govern procurement and acquisition procedures undertaken with federal funds are applicable to both materiel and contract services for closure of JACADS... 

Lockheed Martin Corporation Business Development 6801 Rockledge Drive Bethesda, MD, 20817 Ph 301.897.6000 www.lockheedmartin.com Airborne Mine Countermeasures in MH-60S helo, Pathmaker Advanced Integrated Mine Warfare System, SEAFOX Airborne Mine Neutralization System and Littoral Combat Ship (LCS). 

Midsize and small hne-chemical companies were also impacted by the slump in demand for new pharmaceutical fine chemicals. By and large, they fared better than did the large companies, which have a number of disadvantages. (For instance, a business development manager, who moved from a big to a small hne-chemical company, stated that At my previous employer, it took me three trips to the USA and one to Italy just to determine, which step should be produced at which site. )... 

In custom manufacturing, a typical project starts with the acceptance of the product idea, which comes mainly from business development, by the new product committee, followed by the preparation of a laboratory process, and ends with the successful completion of demonstration runs on industrial scale and the signature of a multiyear supply contract, respectively. The technical... 

Assigned functions Business development Controlling Legal Procurement R D QA/QC Engineering SHE... 

P. Romagnoli, Business Development in GMP Fine Chemicals, Romagnoli Consulting S.U.C., Milan, 2003, pp. 297-304. 

Both sales and business development report to the general manager, respectively to the division head in larger companies, either through the inter-mediary of a VP (vice president) of marketing and sales, or—preferably— directly. 

In many companies there is an intrinsic lack of understanding between business development and R D. Business development pretends that R D develops primarily new products for which there is no market, whereas R D s position is Our resources do not allow the development of a suitable synthesis for the kind of new products that business development proposes. In order to overcome this impasse, the creation of a new product committee has proved very useful. The committee has the task of evaluating all new product ideas following a standard checklist (see Appendix A.2). It decides whether a new product idea should be taken up in research, and thus becomes a project (see also Section 6.2, on project initiation), and whether an ongoing research project should be abandoned. A warning signal would be if the chance of both a commercial and a technical process diminish continuously over a period of several months ... 

The committee is chaired by the head of business development full-time members are experienced researches and business development managers. Ad hoc members are specialists from controlling, production, QC/QA, and the legal department. The committee should meet every 2-4 weeks. 

An interesting variety of the organization scheme is the combination of the positions of head of business development and R D in one and the same person. It eliminates the above mentioned friction. This structure is particularly suitable for small to midsize fine-chemical companies, where the total number of researches and business development managers does not exceed 10. The ideal candidate for this position is a scientist with several years of experience in industrial R D and pilot plant production, plus a commercial flair. 

Whether business development should transfer new products to sales when they become mature (e.g., once a multiyear supply contract has been concluded) is a controversial issue. From the perspective of customer orientation, the product stewardship should not be transferred, particularly if the... 

A limited competition and substantial unmet needs would describe a favorable working environment for business development. For custom manufacturing, neither is the case nowadays. The number of fine-chemical companies and the global GMP fine-chemical production capacity have increased more rapidly than demand since 2000. Also, the reluctance of pharma to outsource has increased (see Chapter 10). 

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