Original Date: 04/07/1997
Revision Date: 04/14/2003

Rock Island Arsenal (RIA) has begun taking a structured approach toward business development to achieve its goals of becoming the principal center for artillery manufacturing, and the best value center for defense-related industrial expertise and technical services. In the past, Army policies prevented the Arsenal from marketing and competing for work. Business development focused on inside sales and workload dictated by DOD. Recent changes in the laws, regulations, and policies governing defense procurement now allow limited opportunities for RIA to compete for work and market its capabilities. RIA is proactively developing new business opportunities in both the public and private market sectors. The Arsenal is actively selling goods and services, and engaging in marketing activities such as trade shows.

New marketing initiatives include the establishment of a dedicated sales office. Future Business Status Reviews were initiated in October 1996 to address the potential workload of RIA’s three mission areas manufacturing, logistics, and base operations. Participants are major Arsenal directorates, union representatives, and specific program managers. The reviews provide a structured forum for discussing known potential workload, changes in status, and evaluation of planned workload in relation to actual workload. Another initiative is the Customer Focus Meetings. These meetings provide regular monthly opportunities for RIA management and program managers to meet with major customers to discuss current initiatives, partnerships, issues, and future acquisition strategies. The meetings provide better communication with customers, a greater understanding of customer needs, and opportunities to develop new business. These new initiatives are helping increase the Arsenal’s business base and strengthen its position in a declining defense market.

For more information see the Point of Contact for this survey.