How to develop a Drone Strategy

Aleks Kowalski
Director of Strategy and Innovation
CONSORTIQ.COM
Revolutionizing Autonomy – Part 1
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COMMERCIAL IN CONFIDENCE

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Like the internet and GPS before them, drones are evolving
beyond their military origin to become powerful business
tools. They’ve already made the leap to the consumer
market, and now they're being put to work in commercial and
civil government applications from firefighting to farming.
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Drones – The New Business Tools of Autonomy

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$100bn Market Opportunity in Drones alone…

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A starting point to become part of an autonomous future.
Transcending disciplines to generate and utilize data.
We can’t stop drones from impacting all parts of a business

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Today’s Digital Business Environment
Digital
Transformation
of Every Industry
Increasing Pace
of Innovation
(or Disruption)
Convergence of
Products and
Technology
Fundamental
Shifts in the
Workforce
Higher Stakes and
Increased Complexity…

Consider a sky full of drones…where do we start?
But I need to do something so I don’t get left out

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Budgetary pressures, or lack of knowledge, resulting in a
‘Leisure approach’ to an operational requirement
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Who’s going to pay for all this?

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In addition, many organizations find it hard to envisage what ROI a
drone can bring when looked at in isolation for their part of the business.
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Who’s going to pay for all this?

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Internal Politics and Poor Communication to overcome

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Big fish in a little pond.
Perception of expertise.
Amateur vs Expert Approach
Don Dalrymple

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The company, subsidiaries, or different
departments all get together on a committee.
They all sit around discussing and planning.
5 ppl x 40/hr x 1hr
= 200
Months go by with amateurish research done
by simple Google searches on topics like "How
can drones make money" or "drone uses."
5 ppl x 40/hr x 1hr
= 200
How most companies start with drones…

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A series of emails and outlines are sent
around by the Committee to each other which
then leads to even more research.
5 ppl x 40/hr x 2hr
= 400
Then people reach out to industry experts and
for consultations in the hope they can figure out
some more things during the “free” phone calls.
3 ppl x 40/hr x 1hr
= 120
This WRONG Approach to getting started costs a lot

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More hours get wasted by researching topics
brought up during those expert phone calls.
Members look into airframes, sensors, and
regulations to clarify what is legal or what is not.
The WRONG Approach continues…
5 ppl x 40/hr x 2hr
= 400
A couple of members go to conferences
while paying for travel, hotel, and any cost
of admission to get industry intelligence.
2 ppl x 350/day
= 700
Legal Dept Fees x 2hr
= 400

Cost-Benefit Paralysis
• Drones are still NOT integrated
• Money for conferences, R&D
• Committee employees who know little
about drones to research drones
• Committee employees didn’t work on
existing responsibilities
The end result is the "drone committee" becomes a talking shop for weeks, months, or
years, and has at best an amateur level understanding of the different parts of the industry.
• Cost savings ( 0 )
• Cost savings ( -ve)
• Cost savings (-ve)
• Lost business

Conservative Total Spent to go nowhere = 2420+…
• In what other industries would a company take this approach?
• Where do people who know little about a topic get sent to
conferences, Google search, free consultations to get insight?
• Does a company do that with its legal / HR departments?
But it’s worse than that…
+ 6 or more months loss of cost savings from drones
+ Lost opportunities for 6 or more months
+ Higher potential of going down the wrong path

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● Set Up & Logging
○ Records are often paper-based
○ Setup is slow
○ Almost impossible to track more than one of them effectively
○ Legality issues with accountability
● Risk & Safety
○ Sites of operation are dynamic in risk
○ Multiple unverified data sources used for planning
○ UAS performance trend analysis not possible
● Compliance & Regulation
○ Regulations around emerging technologies are always changing, and drones are
no exception. Keeping abreast of the updates and changes to airspace is not easy
And then how do we all manage such a big project?

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Surely I can use spreadsheets to do most of this work?
Or can you… as when you make a data error – deliberate or not it can have severe repercussions

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Surely I can use spreadsheets to keep myself legal
Or can you, as when you make a data error – deliberate or not it can have severe repercussions

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Surely I can use spreadsheets to keep myself legal
Or can you, as when you make a data error – deliberate or not it can have severe repercussions

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And what if a contractor lets you down
Keeping control of a business transformation if key – else it can have severe repercussions

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Then the final blocker of legislation
Infrastructure
Regulation
Technology
Public Acceptance Economic Drivers
RegTech
Finding a route through regulation
and technology to provide an
infrastructure for this new era of
business starts to feel overwhelming
Credit: McKinsey

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The way we’ve been
taught to work is perfectly
suited for a world that no
longer exists.
There are too many pitfalls
along the journey we need
to take.
Help!

So let’s begin this dialogue in a smarter way

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People want to understand how can drones act as a starting point to
prepare their organizations for autonomy, and catalyse action to
remain fiscally competitive in this new digital data-driven era.
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What we’ve discovered from our conversations

We need to set up an Enterprise Architecture, in order to…
Determine the Required Change
Strategy
Business Capability Gaps
Specify Changes in…
People
(sometimes)
Process
(often)
Technology
(always)
Deliver the
Required Change
Project
Management

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Pick a single internal champion to
conduct research to identify 3-4
experts in their particular areas.
(Legal, hardware, software,
training, etc.)
Unlocking the drone industry – so what’s a better way to start
Many of the ideas companies have are not legally, technologically, or economically viable.
So let’s find out sooner rather than later, to not waste time and money.
Internal
Champion
Software
Hardware
Training
Legal
How do we determine the required change to set up that Enterprise Architecture

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Get on the phone – talk to experts
Internal
Champion
Software
Hardware
Training
Legal
The internal champion pays
for 1 hour of time with each
of the experts to work out a
road map for the company.
1person x 40/hr x 4hrs
to identify the experts
= 160
1person x 40/hr x 4hrs
four hours of calls
= 160

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Don’t be cheap when trying to extract information
4 experts at 300/hr answering questions = 1,200
(You could even be strategic and put all 4 experts on the phone at the same time and let
them talk among themselves to develop a strategy for you!)
If you pay for the experts time, you have a much higher chance of getting
useful intelligence faster – avoid wasting time and money
Many experts know the game we try to play where we fish for information in
in the hope the expert will "spill their guts" as he tries to wow the company
Any insight gathered from free expert phone calls with be marginal at best.

Conservative Total Spent with a smarter approach = 1520…
• Good idea of what to do to immediately start integrating drones
• Higher level of understanding of the key issues
• More confidence because the experts will tell you, "that is a bad
idea and here is why....“ and save you days of research
• Using the experts to network and extract productivity from their
partnerships to drive down your costs
And it gets better…
+ Only 1 month loss of cost savings from drones (vs 6)
+ Lost opportunities for 1 month only (vs 6)
+ Higher potential of going down the right path after expert insight

RegTech
Software
To bring about a true business transformation requires the buy in from
many different stakeholders in an organization
Hardware
Training
C-Level Management
IT & Cyber Security
Operators
Risk and Safety
Line of Business
Legal

We have to win hearts and minds to influence those around us
It’s not just our own organization we have to transform but in addition the outside
world around you and us to come on this journey

Considerations for the outside world
We need to help our staff, clients and
the outside world in creating a journey
to achieve the ROI on the business
transformation drones can bring.
Local Authority Specifications for Smart Cities and Drones
That means addressing these types
of questions

Running a complex Drone Operation is like a Mini-Airline
Flying drones are not as simple in an organization as for an individual

A Complex Drone Operation is like running a Mini-Airline
Typical Leisure/Light Commercial User
Cheap internet purchase ($100s)
Mass produced & Easy operation
Significant flight automation
Poor redundancy & op capabilities
Benign operating conditions only
Little regulatory oversight
Minimal compliance
Likely to be self-taught or introductory training
Services Required/Used
Examples
• Estate Agents
• Roofing Contractors
• Wedding Photographers
Purpose: Sales through imagery

A Complex Drone Operation is like running a Mini-Airline
Heavy Operational User
B2B investment ($10,000s)
Very high quality build
Some flight automation but also flown through joysticks
Significant redundancy & op capabilities
Day, Night, Wind, Rain
High profile activity
Significant regulatory oversight
Complete compliance
Formal Remote Pilot Training
Services Required/Used
Examples
• High Risk Inspection – Oil & Gas, Nuclear
• Governmental users
• Police, Fire, Ambulance, Coastguard
Purpose: Operational Decision Making

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Software
Training
• E-Learning and practical flight training
• Regulatory approval by authorities
• Bespoke courses, moving to systems
training and information management
Consulting
• Niche and specialized consulting
for clients with special UAV needs
• Enabling business transformations
• Hardware and regulatory insight
Software must be supplemented with Professional Services, creating
an end-to-end solution with natural touch points for all stakeholders
within a business
• Companies need help to manage and control their pilots, aircraft and flights
• Pilots are additionally helped by reduction of manual data entry
• Software manages risk and assures safety & compliance
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So what services do we need on this journey?
RegTech

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Traditional Operations Cycle
RegTech
Re-active approach to UAS operations
● A manual process cannot
collect operational data
● No translation of any data to
improve the operations cycle
● As operations increase,
incidents will increase and the
data remains relatively small
as its not being used to review
operations

Issues to overcome and increase Operational Risk
Too Many
Not Selected
Keen Hobbyists
Training Equipment Procedures ExperiencePeople
None at all
Self-Certification
Online Only
Assessment v
Training
Continuous
Conformance
Light, Heavy User
Tablet v Stick
Too Many
Systems
All Wx Capability
Lack of
Redundancy
Single Person
Operations?
Usage of C’Lists
Maintenance
SMS & QMS
Verifying
Competency
Claims of Ability
Internal
Development

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Software
Training Consulting
CQNet – the key element to the whole package is supplemented with
Professional Services, creating an end-to-end solution with natural
touch points for all stakeholders
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So I have to find all these solutions in many places?
RegTech
… No
Consortiq was designed to have all our expertise and insight
in one place, founded on a DNA of safety and innovation

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The Consortiq Operations Management Solution
RegTech
Pro-active approach to UAS operations
● CQNet is the platform to
collect operational data
● Consortiq enable the
translation of that data into an
improvement cycle that
reduces incidents through risk
management.
● As operations increase,
useable data increases, risk
and incidents reduce.

Training and Consultancy – the building blocks
Introductory Workshops
Part 107 (USA)
UAQ Intermediate (UK)
Practical Flying Training
Simulator Course
Online Learning
Application Specific Training
(Emergency, Media, Construction, Night etc…)
Operational Safety Risk
UAS Data, Transmission and Technology
Security
Process Compliance
ROI on Business Case Development
Strategic Vision and beyond drones

● Flight Operations:
○ Pilots and accountable managers can access the tailored UAS Flight Operations Command Portal to
begin planning and assessing flights in real-time.
● Set Up & Logging
○ Records populated directly from drone flight controller data
○ Data is populated instantly
○ Real time trend analysis ensuring drone safety at all times
● Risk & Safety
○ Drawing on validated real time airspace data
○ Live team tracking
○ Controlled and structured workflow ensuring consistency and safety
○ UAS performance and maintenance management supported by trend analysis
● Compliance & Regulation
○ Centrally controlled mission checklists, assure compliance with internal, and external safety regimes
Consider a single source of information & management, giving organizations
actionable insights never before possible and delivered in partnership with all
stakeholders to create business transformation

CQNet covers every aspect of the drone operation, from one system
POST FLIGHT COMPLIANCE
POST FLIGHT ANALYSIS
PILOT CURRENCY - ADDITIONAL TRAINING
UAS PILOT COMPETENCY
ADVANCED AI RISK ASSESSMENT
AND METHOD STATEMENT TASKING
RISK MANAGEMENT
LIVE TRACKING AND AIRCRAFT
MONITORING
REAL TIME UAS MONITORING
MAINTENANCE , MONITORING , REVIEW
UAS ASSET MANAGEMENT
COMPLETE FLIGHT MANAGEMENT,
NOTAMS WEATHER CHECK, ATC
NOTIFICATION
PROJECT PLANNING
OPERATION AUDITS, NAA REPORTS , FLIGHT SAFETY
REVIEWS
SAFETY MANAGEMENT SYSTEM
01 02
03 04
0605
07 08
PREFLIGHT AND POSTFLIGHT CHECKS
DIRECT TO UAS MANAGEMENT SYSTEM
STREAMLINED FLIGHT OPERATIONS

Delivering an Enterprise Architecture…
whatever and wherever you need it
Business
Capability
National Aviation Authority Standards
People
Theory Assessment
Flight Assessment
✔
✔
✔
×
✔
×
Online & Physical Ground School
Flight Assessment
Process Operations Manual ✔
✔
×
×
Operations Manual Guidance
(assisted and reviewed over 1000)
Technology
Hardware Knowledge
Use of Safety App (Q2 2018)
✔
✔
×
×
×
×
Part of Ops Manual, Flight Assessment
CQNet
Legal Requirements
U.K.
(PfCO)
EASA
(proposed)
U.S.A
(P107)
CQ Product
Delivering a suite of regulated products into those regions that don’t even have them yet

Step 1 - Training
● Consortiq were asked to provide media specific drone training to their new Chief Pilot,
plus 4 new pilots from the Natural History Unit
● Consortiq designed a UAQ-Media training course specifically tailored to film and
television professionals
Case Study – Business transformation with the BBC

Step 2 - Training & Consulting
● UAQ-Media provided for 5 pilots using BBC Bristol as a training site
● Consortiq were drafted to consult on a redesign of their Operations Manual to allow for
expanding operations to the wider BBC organisation
● Consortiq trained a number of the BBC's freelance operators through their CAA
approved training school and provided practical flight training to further pilots

Step 3 - Training, Consulting & Software (CQNet)
● Consortiq has a steady stream of BBC customers looking to take UAQ-M course
● Negotiations are currently in progress to provide pan-BBC in-house drone training, with
a scheme based on the UAQ-Media
● BBC has started using CQNet
● Negotiations being finalized for the BBC to adopt CQNet as a pan-BBC risk
management and fleet management system for all of their drone operations

CQNet
(Beta users and subscribers)
Professional Services
(Training and/or consultancy)
Advisory programs
(pro-bono or partnership)
30 pilots trained and operating
on some of the world’s biggest
documentary series including
Planet Earth. CQNet currently
deployed and being evaluated
Consultancy project to scope out future
national drone operations including
operational safety, cyber security and
business case development, 30 users
Each business has its own needs – no two are alike
Consortiq is managing relationships with
approximately 50 organisations in
government, public service and education
across the UK and USA.
Originating CQNet
beta user following
pilot training.
UK’s leading telecoms
inspector, UK AirComms,
deployed CQNet
to manage critical
infrastructure surveying
Supporting design of airport
wide drone and counter-
drone operations, pending
unmanned cargo
£250k consultancy
support for filming
of Transformers 5
Ongoing engagement
to educate and train pilots.
Long term relationship.
Professional services support
related to CNN Air safety audit, pilot
training and operational safety.
Early adopter of CQNet
with package
signed up in 2017
following long sales
cycle. Early adopter.
Assisting Scottish Rugby Union gain
PfCO and then implement CQNet to
manage country-wide drone
operations program for sports analysis

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Regulatory specialists who have leveraged our aviation and drone expertise to
build a drone management software platform, develop accredited training &
drive regulation at government level to enable organisations to use drones.
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What are Consortiq?
● A unique blend of aviation professionals, manned and unmanned, military and civilian, fixed wing
and rotary aviators, engineers and air traffic professionals.
● Prior individual experience in London Control Operations (ATC), USMC Flight Operations, Civilian
Airlines (ATPL), Critical Infrastructure NATS, sUAS Policy at Pentagon, CAA AUS.
● Current Company Experience AUVSI Remote Pilot Council (USA), NATE Drone Working Group
(USA), MEMA Aviation Standards (USA), Dept of Business, Energy and Industrial Strategy (BEIS)
Drone Industry Action Group (UK), Oil and Gas Standards (UK), Partner on NASA TCL3 (USA)
● Previous Company Experience: Dept for Transport Cross Govt RPAS Strategy Working Group (UK),
Civil Aviation Authority Regulation Action Group (UK), ARPAS Legislation Office (UK)

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But who are Consortiq…

Why Consortiq?

But what makes us unique?
We are integrators.
Facilitating your journey through training,
consultancy and software.

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Thank You
For more information on our consultancy services,
how we can enable data or take autonomy for you
beyond only drones…please get in touch

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I hope that this presentation has been useful and gives you a roadmap
and vision of where Consortiq are going but more importantly how our
starting insights can take your business anywhere you can imagine.
Any questions please contact our Director of Strategy and Innovation,
Aleks Kowalski (aleks@consortiq.com)

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