Industry Capability Network. Industry Capability Network

Transcription

1 Industry Capability Network Industry Capability Network Craig Wilson Project Engineering Specialist Supported By

2 Who is Industry Capability Network (ICN)? A national business network (100+ technical experts) We introduce local capabilities to large/small projects Services are Government-funded

3 ICN Gateway

4 Suppliers matched to Opportunities Supplier 1 Supplier 2 ICN Gateway Company Profile Project Opportunities Project 1 Project 2 Supplier X Capabilities Products Services Contact details High-level Definition Scope Project-specific requirements/ questions Project Y

5 ICN Queensland -Services Information Sessions Project Embedment Eligible Goods and Services LIPP ICN Gateway Listings Business Matching BBF Super Users Major Project Supplier Program (MPSP) Tier Barometer

6 ICN Queensland -Stats Customer The Department State Development Infrastructure and Planning (DSDIP) Suppliers - Approx. 20,000 Toowoomba - Approx. 1,500 North Q (Bowen Ingham) - Approx. 1,000 Working hard on quality profiles through verification, DSDIP investing in the database. Projects in Qld on Gateway 48 ($135bl) EOI s from Oct 1 st to Dec 31 st for Queensland projects - 15,073 suppliers Wins for Queensland Companies since 2006 Approx. $2.6billion

7 National Statistics Operating Years In our 30 th year Offices 27 Australia 3 New Zealand Contracts awarded to local companies last year (Dec 2012 Dec 2013) $3.4 billion Contracts awarded to local companies since inception More than $26 Billion Suppliers on Gateway More than 73,000 Current value of projects listed on Gateway $347 billion Number of projects on Gateway Around 180 Technical consultants More than 100 National sector managers 9

8 National Statistics Page Statistics Page views/month Visitors /month 763,460 92,483 Country % AUS +NZ 68 China 10 USA 7 World(others) 15 Suppliers Searched (per month) : 288,200 Project Searches (per month) : 37,400 New companies on gateway (per month) : 580 New companies on gateway ; : 37,423

9 General Advice Catch Buyer s attention Be brief, be clear, differentiate

10 Aspect Company Profile considerations (Current, Complete, Accurate) Company Contact Scope Product/Services Comment i.e. Business Development Manager, Sales Manager What capabilities do you offer? Primary search function: Be as comprehensive as you can Facilities/equipment Indication of what you can do Major Clients Major Projects Website Notifications List comparable clients List comparable projects Your digital Business Card and Capability Statement Confirm industry sectors, regions and recipients

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12 Quad Chart Template Date Area of Capability COMPANY NAME PRODUCT Product/technology images can be inserted here in this quadrant Use short bullet points Total entry should not be more than a single A4 sheet. Do not use text smaller than 11 point CAPABILITIES Describe capabilities. Don't be vague, provide quantitative measures of your capabilities if possible (how many, how big, etc) DISCRIMINATORS What is it that sets your capabilities apart from other providers? How do your capabilities provide value to customers? What are the innovative features? What benefits would it provide? Competitiveness/Value for Money/Delivered Advantage Supportability/Sustainability (Through Life Costs) KEY CUSTOMERS Names of discerning customers will demonstrate your track record It can be more informative/persuasive if you can briefly mention what they have sourced from you Identify Customers by name/program, project or capability Do not simply state a company; note a program/platform Do not simply state Department of Defence or RAAF note the project/platform Partners Suppliers Parent company KEY PARTNERS QUALITY STANDARDS AND OTHER ACCREDITATIONS List internationally recognised standards/certifications first List certificates and awards that are relevant to the capability eg. AS9100 or ISO9000:2000 Certified by XYZ CONTACT/ADDRESS DETAILS Contact address: include a name, postal and/or street address Phone, fax, and Website Attach Business card if it is a handout. Note: While generic quad charts are suitable for an un-researched audience, it is advisable to develop specific quad charts for each customer, focussing on their possible requirements. g=afqjcnhskmg640k7sjma8uqzlzvkrfblsa

13 Defence -Capability Index Aeronautical Engineers/Consultants Aerospace Air Freight Services Aircraft Charter & Hire Aircraft Sales Airlines Airport Operations Airport Services Apparel (Textiles & Clothing) Autonomic Logistics Aviation Fuel Supplies Communications (Command & Control - C3I/C4I) Communications (Radio Systems) Component Manufacture, Replacement & Repair Computer Hardware Computer Software Development, Analysis & Upgrades Defence Engineers/Consultants Electronic Systems Engineering/Fabrication Evaluation, Analysis, Calibration & Test Flight Operations & Training Garrison Support (Catering/Food & Equipment) Ground Support Equipment Intellectual Property & Legal Land Systems (vehicles) Logistics Support & Analysis Logistics/Transport Maintenance, Repair, Overhaul & Upgrades Maritime Systems Mission & Electronic Systems Personnel Support Platform/Vehicle Systems Prognostic & Health Management (PHM) Propulsion Systems Research & Development (Defence) Intelligence & Security Sensor Systems Software Development, Analysis & Upgrades Soldier Systems/Personal Equipment Spare Parts & Equipment Structural Integrity & Failure Management Systems Engineering & Integration Systems Integration Through Life Support (TLS) Training & Simulation Unmanned Vehicles Weapons Systems

14 Where do You fit in to the Supply Chain?

15 ICN Project Partners

16 Tier Barometer SUPPLIER EXPECTATIONS - THE TIER BAROMETER The Tier Barometer is: Designed for Suppliers to provide an indication of the Company s position in a tiered supply chain to a Major Project It is Self-Assessment based on yes/no evidence It provides a reportwith a series of signpost methods for achieving advancement The Tier Barometer was supported by ICN Queensland and the Queensland Government Decreasing Number of Suppliers Increasing Value Project Proponent Tier 1 Contractor Tier 2 Contractor / Supplier Tier 3 Contractor / Supplier Tier 4 Supplier

17 Tier Barometer

18 Tier Barometer -Signposting

19 Major Project Supplier Program (MPSP) Testimonial Feedback from 52 firms Customer Satisfaction improved 49% Revenue up 38% Market share up 29% Profit higher 27% Original - Eligible SME s headquartered in Queensland On-line -(replaces old tool) access after September Report (Gap analysis) and suggested Improvement Actions Follow up by ICN Consultants

20 Black Business Finder -BBF

21 Other uses of ICN Gateway Know Competitors Identify potential Clients Monitor trends

22 Conclusion Create/Update Profile on ICN Gateway What we do Premium Gateway Stand out from the crowd Tier Barometer Where do I fit? MPSP How do I improve? ICN Queensland Craig Wilson c.wilson@icnqld.org.au