generic ability areas needed for new business development personnel

Role D1 Opportunity Generator
Able to articulate business concepts with key stakeholders in ways that are relevant to the company. Communication and Networking
Able to produce white papers describing opportunities. Communication and Networking
Able to translate R&D discoveries into articulated business concepts. Communication and Networking
Able to identify, develop, test, explore and elaborate opportunities aligned with areas of declared strategic intent. Execution
Able to organize and facilitate brainstorming/idea jams. Execution
Able to scout, analyze trends and iterate with experts about imagined opportunities. Strategic Thinking
Able to shape and imagine the future and the company’s role in making it happen. Strategic Thinking
Role D2 Opportunity Domain/Platform Leader
Able to advocate for business concepts with key stakeholders in ways that are relevant to the company. Communication and Networking
Able to facilitate discussions with corporate and business leadership to ensure alignment on platform concepts Communication and Networking
Able to gain exposure to many potential opportunities that fit that Platform, with the ability to read “weak signals” that can spawn ideas. Communication and Networking
Has the organizational credibility to gain and hold leadership’s attention as a new platform begins to emerge. Communication and Networking
Able to constructively challenge and question identified opportunities within Discovery to build on strong ideas and eliminate weaker ones. Execution
Able to effective “recycle from a library of ideas as learning from Incubation and Acceleration efforts filters back to Discovery Execution
Has sufficient technical understanding to constructively challenge and question effectively (know what they don’t know). Execution
Able to build a pipeline of elaborated opportunities consistent with the Platform and the overall company strategic intent. Strategic Thinking
Able to contribute to the definition of company’s strategic intent through feedback on learnings from the Platform. Strategic Thinking
Able to build and sustain a culture that embraces constructive challenging as a positive. Talent Management
Able to build the right team without compromise. Talent Management
Able to coach and develop Opportunity Generators Talent Management
Able to effectively recognize good work within the Discovery team. Talent Management
Able to recruit Opportunity Generators and develop them so that the discovery capability is institutionalized. Talent Management
Role D3 Director, Discovery
Able to communicate possibilities based on scientific advances in order to influence strategic intent Communication and Networking
Able to communicate the company’s strategic intent inward to platform leaders and keep them in check Communication and Networking
Able to demonstrate an understanding of New Business Creation from beginning through to commercialization Communication and Networking
Able to ensure company is engaged in ways to understand emerging scientific and technical advances Communication and Networking
Able to ensure the process of discovery and language of innovation are understood within the Discovery group and R&D community Communication and Networking
Able to interact with business unit and corporate leaders to gain support for or reshape emerging opportunities as Discovery team uncover new potential directions for each platform. Communication and Networking
Able to negotiate the integration of the innovation function and the mainstream organization, and to support the CND in championing and protecting the strategic innovation mandate within the larger organization by describing promising opportunities and progress made within each domain area, articulating opportunities in ways senior business leadership can put into context. Communication and Networking
Able to set climate and culture for “beyond incremental” opportunity generation and development, including permission to admit we don’t know due to uncertainty (what’s possible, not what’s probable) Communication and Networking
Able to determine when to recommend stopping certain initiatives and which ones to advocate for, based on cumulative learning and deep understanding of a domain area. Decision Making and Problem Solving
Able to select which of the many opportunities within each platform and across the portfolio should be presented to the innovation portfolio board, or how to articulate the direction that each platform/domain is evolving in. Decision Making and Problem Solving
Able to align activities with the company’s ability and willingness to deliver a new business or business restructuring (organizational capacity) Execution
Able to seed the company with possibilities for game changing new businesses and influence strategic direction, protecting from incrementalization creep and focused on big opportunity landscapes in domains consistent with company strategic intent. Strategic Thinking
Able to engage and motivate Discovery personnel by nurturing with accountability: planting of seeds and seeing if they have the right climate to grow as well as holding people accountable for generating new business concepts. Talent Management