Commercial R&D Management

Client – Specialised Defence Equipment Manufacturer


Brief – The defence equipment manufacturer needed to create technology to enable future products to be developed in line with market changes.  A very limited R&D budget was available and so customer funding was required.


Contribution – Opportunities were identified in which major customers were effectively outsourcing very specialised R&D.  These opportunities were pursued with a very commercially focused R&D approach with the full range of business processes applied.  The process spectrum covered:  prospect identification; identifying potential Invitations To Tender (ITTs); bid / no-bid decision; proposal writing; price setting and contract negotiation.


Outcome – A profitable R&D business stream was generated that in addition to producing revenues also established technologies for future products.