Brainstorming Through Mind Mapping

1 Introduction

• Carl Selfe, President of The Proposal Center • Venue for Creative Proposal Development • Fortune 100’s - Chasing $100+M Contracts • Mind Map Brainstorming Process • Methodical Proposal Step-Build Process

2 5-Year Win Rates TPC vs. Industry Average* 90%

83% 80%

70%

60% 56% 50% 44% 40% 33% 30% 30% 36% 20%

10% 2007 0% 2008

* Industry Average derived from Grant Thornton Reports 2009-2011 Annual Survey of 26 states and District of Colombia

3 In the last 5 years:

$11. 4Billion BACKLOG

5 In the last 5 years:

$253Million AVERAGE CONTRACT VALUE

6 In the last 2 years:

15Won OUT OF THE LAST 18 Awarded

7 In the last 2 years:

15Won OUT OF THE LAST 18 Awarded

7 Mind Mapping Success 26 Proposals Won Worth $2.2 Billion

Prev. Maint. & Inspec"on: DOD Hospitals $40M DESC Ramstein AB Fuel Terminal $1.55M Mod., Repair, & Renova"on: DOD Hospitals $23M Privately Owned Veh. Stg. (POV) East U.S. $41M Facili"es Repair & Renova"on $12M POV West U.S. $55M Spain Base Maintenance Contract $111M POV Hawaii $24M West Sound Base Opera"ng Support (BOS) $475M Defense Reutiliztion & Mtkg.Office, SWA (6 sites) $330M Defense Depot Guam Opera"ons $17M Manas AB BOS $7M Far East Fuels: Guam Fuel Terminal $55M USMC Central Storage Points (22 sites) $140M Def. Energy Supt. Ctr. (DESC) Lajes Fuel Term. $1.5M NAMSA Camp Services $33M DESC Incirlik Fuel Terminal $1.5M NAMSA Food Services $33M DESC Osan AB Fuel Terminal $1.5M IPV 1 Le#erkenny, Priva"zed Parts Supply $27M DESC Anderson AB Fuel Terminal $1.5M IPV 2 Tobyhana, Priva"zed Parts Supply $233M DESC Kadena AB Fuel Terminal $1.5M Defense Depot Kuwait SWA Opera"ons $315M DESC Misawa AB Fuel Terminal $1.5M 3PL Clothing $15M

8 TPC and Brainstorming

9 Genesis of the term “Brainstorming”

When a group works together, the members should engage in a “brainstorm” which means “using the brain to storm a creative problem and doing so in a commando fashion, with each stormer attacking the same objective”

Alex Osborn - B.B.D.O Advertising Agency Partner, inspires admen to generate 87 ideas in 90 minutes.

1948 Best Seller

10 TPC’s Challenges for Team- Based Collaboration

Capture Team Proposal Team Project Team ‣ Business Dev. Director ‣ Proposal Manager ‣ Operations ‣ Business Dev. Manager ‣ Production Support ‣ Human Resources ‣ Subject Matter Experts ‣ Volume Managers ‣ Contracts ‣ Key Personnel Candidates ‣ Estimating & Pricing ‣ Finance ‣ Subcontractors ‣ Subject Matter Experts ‣ Transportation

3-7 Different Companies

11 IPTs Fuse Complex Data

Capture Team

Proposal Project Team Team

12 IPTs Fuse Complex Data

12 1948 Osborn-Parnes Creative Problem Solving Technique

PROCESS STAGE STEPS Objective Finding (identify the goal, wish or challenge) Explore the Fact Finding (gather the relevant data) Challenge Problem Finding (clarify the problems that need to be solved in order to achieve the goal)

Generate Ideas Idea Finding (generate ideas to solve the identiﬁed problem)

Solution Finding (move from idea to implementable solution) Prepare for Action Acceptance Finding (plan for action)

13 Yale University 1958TAYLOR, BERRY & BLOCK’S EMPIRICAL TEST OF OSBORN’S TECHNIQUE

Taylor, D. W., Berry, P. C., & Block, C.H. (1958); Administrative Science Quarterly, 6, 22-47

14 Group Brainstorm vs. Solo

Individual students came up with twice the number of ideas as brainstorming groups

15 8

WORK SOLO FOR FIRST IDEAS LIST Idea (MIND MAPPING ROUND 1)

15 2003University of Califonia at Berkeley CHARLAN NEMETH STUDIES DEBATE

Ph.D. in Psychology, Cornell University

16 Debate

No Criticism Rule Debate Rule No Rules 7 12 6 Idea DEBATE STIMULATES THOUGHT AND SPARKS CREATIVITY Later Idea (MIND MAPPING ROUNDS 2 AND 3)

17 2007Northwestern University Kellogg School of Management BEN JONES LOOKS AT EFFICACY OF TEAM RESEARCH

Ph.D. in Economics, MIT

18 Working in Groups 19.9M Peer-Reviewed Papers 2.1M Patents

19 Working in Groups

Levels of Teamwork have increased in more than 95% OF SCIENTIFIC SUBFIELDS

20 Working in Groups

Team sizes increased 20% PER DECADE

21 Working in Groups

Multiple author papers received 2X AS MANY CITATIONS

22 Working in Groups

Home Run Papers (100+ citations) are 6X MORE LIKELY TO BE TEAM RUN

23 Working in Groups

TEAMING WORKS THE BEST “Citation” (MIND MAPPING ROUNDS 2 AND 3)

24 2010Harvard Medical School ISACC KOHANE STUDIES PROXIMITY

MD in Medicine, Brown University, Ph.D. in Computer Science, Boston University

25 Undergraduates spend 18 months: 35,000 Peer-Reviewed Papers Mapped Co-authors’ locations

Subsequent Citations Tallied

26 Proximity

Research Paper

1 kilometer or more

27 Proximity

Research Paper

Within 10 meters

28 Results: Subsequent Citations

The Best meters Research distance MOST CITED 10 or less

kilometers LEAST CITED distance 1+ or more

CREATE THE INTIMATE WORK SPACE (RESEARCH TOGETHER)

29 Proximity

Pixar Headquarters Atrium

30 Proximity

MIT Building 20

30 Brainstorming by Mind Mapping

• Tony Buzan, 1993, Deﬁnitive Work • Inventor of Mind Mapping • Leading Author (100+ Books) and Top 5 Speaker (Forbes) • Authority on Creativity/Memory/Thinking • Consultant to 4 Countries, Microsoft, Disney, and HSBC Bank

31 1993 Brainstorming by Mind Mapping

PROCESS STAGE STEPS Emersion and Fact Finding (consume all relevant data and let it incubate a day or two) Incubation Each Individual develops a list of ideas in a Mind Map Round 1: Individual Ideas recorded and aligned in a consolidated Mind Map without descussion Solo Ideas Illumination Phase (brain relief) Each Small Group debates, reorganizes, and lists the ideas or new ideas in a Round 2: Small Mind Map. (Round 1 Mind Map available.) Groups Debate Ideas With one speaker for each group, ideas recorded and aligned in a new consolidated Mind Map without discussion (3-4 People) Illumination Phase (brain relief)

Each Group debates, reorganizes, and lists the ideas or new ideas in a Mind Map. (Rounds 1&2 Mind Maps available.) Round 3: Two Groups With one speaker for each group, ideas recorded and aligned in a new Debate Ideas (split the consolidated Mind Map without discussion room in half) Gleaning process used to pick up sub-tier ideas from the two preceding Mind Map sessions Final Mind Map Publication (plan for action)

32 33 34 35 36 37 38 39 How to Mind Map® Quick Start Guide 7 Steps to Better Thinking 1. Set your purpose/goal. 2. Start in the CENTRE of blank paper turned sideways. 3. Quickly sketch an IMAGE of your focus in the centre. 4. Use at least 3 COLOURS, for emphasis, structure, texture, creativity. 5. Draw curved lines, radiating from centre (thick to thin) CONNECTING main branches to central image & at each level. 6. Use 1 key word or image per line for more power and flexibility in thinking. 7. Use images throughout as a picture paints a 1,000 words.

Drawn in imindmap Go to .com.au Go to imindmap.com.au

40 Tony Buzan at TPC

41 Tony Buzan at TPC

41 TPC Kickoff

42 TPC Kickoff

42 TPC Mind Mapping

43 TPC Mind Mapping

Round 1

44 TPC Mind Mapping

Round 1

44 TPC Mind Mapping

Round 2

44 TPC Mind Mapping

Round 2

44 TPC Mind Mapping

Round 3

44 TPC Mind Mapping

Results

44 TPC Mind Mapping

Results

44 Summary

Individuals craft ideas solo to start the session

45 Summary

Create the “Intimate Work Space

45 Summary

Work in groups to cross pollinate

45 Summary

Introduce debate (“properly managed dissent”)

45 Questions?