NETWORKING, FACILITATING & BROKERING
Assisting developing & ASPIRING SPACE nations to obtain space technology
First of all, before presenting the services the company can provide, it is important to justify why one should consider using our service. After all, the space industry is relative small with few clients and even fewer suppliers. So, if an invitation to tender (ITT) or request for proposal (RFP) is issued, all the pertinent suppliers automatically know who the clients are and before long the client know who the suppliers are.
So, why use a middle man?
Some nations employ local agents whose only purpose is to act on behalf of the suppliers who present the client with an invoice with the cost of the product/service plus an additional percentage which then gets shared around by a number of beneficiaries. We do not employ this philosophy. Our main aim is to assist in protecting our client's interest and ensure that the most advanced technology can be procured at an affordable price in order to benefit the development of your nation. So, we class ourselves more as providers of 'programmatic solutions' not a mere middle man. Whatever money is returned to the nation is usually offered in the form of professional and educational scholarships.
Suppliers can only furnish clients with technologies authorised by export control and that does not necessarily mean they will be in a position to give you what you need or desire. Geopolitical sensitivities often deter a supplier to giving higher resolution optical instruments for Earth observation. Since we do not export technology, we are not bound by the same rules and regulations since we seek the most appropriate international supplier that will be in a position to export such technologies and this does not necessarily mean the client will pay a higher price because we also ensure that the cost of the product remains very affordable and competitive. After all, we are still liable to compete via an ITT/RFP or competitive process.
It is important to note that on most occasions, we do not charge extra for our service so if the client approaches the supplier directly or via our company, the final cost of the turn-key solution is usually the same. The only difference is, without our service, your interest cannot be protected.
Our company's philosophy is based on a three phased approach; networking, facilitating and brokering.
Networking: Believe it or not, over 90% of our activities account for working free of charge. One of the principal reasons is that our job description in the "grand scheme of things" never really existed within this industry so we felt it necessary to offer our services in order to build confidence with potential clients. Since we have cordial relations with a number of satellite suppliers and related service providers, we are in a position to refer any enquiries directly to the supplier that we feel is appropriate. After supplying the requested information, a number of clients conducted their own research and found that other potential bidders could not supply the same specifications and those that do are over twice as expensive.
Facilitating: Should the client be content with the initial service, then our company may be commissioned to conduct a feasibility or requirement study. Should such a report exist, then the client may ask our company to acquire a superior proposal in preparation for a bid process. The client will informally keep our company informed of the ongoing process in order to ensure that their exact requirements are met. Should the tender be successful, then standard practise would be for the client to sign an agreement directly with the supplier.
Brokering: On some occasions, clients do not wish to advertise their intentions so they will appoint our company as the sole agent or broker to act on its behalf. In such circumstance, there is no ITT or RFP and all transactions are performed via our company where we will act in the best interest of the client and negotiate and secure the specific requirements on behalf of the client. By circumventing the bid process gives our company the added flexibility to secure the more advanced and cost effective proposal since we have both the confidence of the client and are in total control of the finances.
Developing nations often face a number of hurdles before they can pursue space projects. Apart from pro-active nations such as Algeria, Nigeria, Egypt and Turkey, to name a few, all other developing nations must first of all secure interest from national decision makers. The process can broadly be as follows;
1. Concept marketing: Securing interest from national decision makers who will authorise national organisations to pursue space projects
2. Feasibility/requirement study: Determine the requirement of the satellite system or the type of research to be conducted by an astronomical observatory
3. Seek supplier/issue RFP or ITT: Either seek a supplier directly or issue a request for proposal/invitation to tender to select the most appropriate supplier
4. Ground Station Simulators/Data Management Systems: Train your ground control staff to cater for any known scenario and once your satellite is in space, establish a data management system which can organise all acquired images in a logical fashion.
1. concept marketing
In a number of cases pertaining to developing nations, we found a great deal of enthusiasm from national space organisations but their country's decision makers seem apathetic to wanting to support space projects. This, in our experience, is not due to prioritisation of national projects but more so a lack of appreciation of how the investment of space technology can benefit not only the nation's space activities but also the contribution that space applications and therefore development programs within the country. Our company has experience in marketing 'space concepts' or convincing the nation's decision makers to take a more pro-active stance in supporting space projects.
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2. Earth observation satellites (turn-key solutions)
Our company has mutual agreements with a number of internationally renowned satellite suppliers. Irrespective of the client nation's geopolitical status, our company is in a position to locate and secure interest from the most appropriate commercial satellite suppliers willing to supply clients with exact national requirements.
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3. Comprehensive engineering technology transfer
One of the principal reasons for an increased interest from developing nations to participate in small satellite programs is the thought of acquiring the knowledge to one day develop an in-house satellite engineering research and development program. A number of small satellite companies employ clever marketing techniques to dupe potential clients into thinking that the participation of a training program will afford comprehensive knowledge whereas what they will receive is in fact only the first part of a three phase effort.
Our principal aim and objective is to ensure that the supplier we appoint offer comprehensive training to accompany the development of a turn-key solution so clients may participate in just one intensive technology training and transfer process. Thereafter, the supplier may remain on standby and act as consultants - if required.
This is a principal that works against a standard business model of many satellite suppliers since their philosophy is to generate and ensure future business.
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4. Satellite Assembly, Integration & Verification (AIV) Facilities
So you've just participated in the most advanced know-how technology transfer program and your forty engineers have knowledge on all aspects of designing and developing satellite subsystems. But, there's a problem. You have no facility to employ the knowledge acquired. One of the principal reasons is that many satellite suppliers are either unable or unwilling to supply satellite AIV facilities because that would only contribute to commercial suicide since satellite suppliers seek continuing contracts from you. To state the obvious, if you have your own AIV facility, there will be no need to employ foreign satellite manufacturers.
Our comprehensive programmatic solutions afford a three phased approach with an ultimate objective of obtaining your own in-house capability. The first two phases are listed above (turn key solutions and technology transfer) and third is to broker the supply of satellite AIV facilities.
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5. ASTRONOMICAL OBSERVATORIES
Satellite related services are but one aspect of what we broker. We have also been involved with facilitating introductions to and work closely with suppliers of astronomical observatories. Many satellite turn-key and know-how training providers do not include the knowledge transfer of the satellite payload since they tend to focus on satellite subsystems. We therefore encourage our clients that have existing satellite engineering programs to take full advantage of training programs offered by astronomical observatory suppliers simply because the physics and engineering involved with the design and development of optical instruments for telescopes is identical to those used in Earth observation (optical) instruments.
Of course, many clients are simply interested in astronomical observatories and we are in a position to facilitate introductions to our preferred supplier in order to supply 1m, 2m, 2.5m, 3m or 4m robotic telescopes.
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6. GROUND STATION SIMULATORS/DATA MANAGEMENT SYSTEMS
Prior to your satellite being launched, management may wish to train the ground station staff and prepare them for any eventualities. INTERPLANETARY EXPEDITIONS can facilitate an introduction to a supplier that can define, into its model, the precise specifications of the national satellite system and as many real-life scenarios as can be imagined. Once a satellite has been launched, the data acquired will have to be managed in an organised fashion. Data Management Systems can handle such workloads with ease and our company has pertinent connections with such a supplier.