Modeling, Simulation and Training

This week, Michael Blenden and I traveled to Orlando for I/ITSEC, the largest modeling, training, and simulation conference of the year. For GarageGames, it’s our first time as an exhibitor here. For me, it’s familiar turf where I worked for many years. This is my tenth time to this conference.

Six years ago before I was an employee, I wrote a blog on GarageGames.com about the opportunity for game developers in modeling, simulation, and training. And after stopping by nearly every booth on the floor I still feel like there is a lot of opportunity for Torque developers.

There were several companies that were displaying technology on the show floor that used Torque as their underlying visualization system. It’s always interesting to see practical application of game technology in domains outside of entertainment.

Why Torque?
Depending on the needs of the customer, Torque has some significant advantages for use by modeling, simulation, and training (MS&T) companies. Source access is very important to this audience. For some, it means having the ability to use third party optimization products like VTune. For others, it means not needing to compromise at any level when integrating third party simulation products like haptic devices and semi-automated forces software. Networking is another. These companies often develop trainers for teams of four, eight, and sixteen. For others, having our robust set of UI widgets goes above and beyond basic game menu systems. I spent a lot of time showing simulation companies our GUI editor.

I made a lot of friends and GarageGames was a welcome participant with both commercial companies and government organizations. I also saw about a dozen students that I helped find jobs in this industry. They were very happy with their choice to work in this space. It tends to pay better and it’s less volatile.

After writing that blog six years ago, I moved to Orlando, the development center for many simulation and training companies, with the hopes of using Torque in simulation products. I worked on projects for the Army and Air Force and several commercial organizations including a hotel and a welding company. It was a great way to earn money, grow a small business, and if you like guns, tanks, and explosions, it might be an interesting path for you too.

Tips for Consulting in the Modeling, Simulation, and Training Industry

Be Patient – This industry has a much slower acquisition process then the entertainment industry. Be patient and persistent and be willing to spend time building relationships with companies over a long period of time. A lot of time passes from the initial request until the award and the delivery. Six months of work may be spread out over an entire year.

Build a Demo- Demonstrate your team’s ability by building a small demo. Building a vehicle checkpoint with text narrative provides a sandbox for many training scenarios.

Review SBIRs and STTRs- In the US, we have small business innovation research projects;I'm sure there are similar programs in other countries. These are small business set asides that focus on research projects. It’s been a popular place for game technology start-up projects. The company that developed SpeedTree started because they worked on a SBIR focused on foliage. It takes some time to learn the process so teaming with a company who frequently does SBIRs is a great way to learn.

Learn How to Write Statements of Work (SOWs) – SOWs are common in many industries. It’s basically a proposal defining what work you will be performing. In the MS&T space, SOWs tend to be much more detailed than in the entertainment industry. Here is a template for a SOW as defined by the FAA: www.faa.gov/about/office_org/headquarters_offices/ato/service_units/acquisition/.... It’s not uncommon to attach a SOW to a development agreement provided by the client.

Learn How to Write Rough Order Magnitude Estimates (ROM Estimates) – A ROM estimate is an initial guess at the cost of a project. There are two primary models for billing clients in MS&T. Time and Materials (T&M) is a format used to bill customers on an hourly basis. It’s not as common as Firm Fixed Price (FFP) formats where you as a contractor will provide a fixed amount of work for a fixed price. A simple ROM estimate will have a line item and a cost associated with it. In many ways, a ROM estimate is similar to a menu at a restaurant with the option of revising the prices later as you better define the work in the final SOW before work begins.

Join Teams – Teaming agreements are common in this domain. A teaming agreement states the terms that you agree to when trying to win a job together. When the bidding company wins, the teaming agreement ensures the work you will be entitled to on award. In most cases, avoid exclusive teaming agreements that prohibit you from working with other companies. To work on big contracts you need contract vehicles (basically an approval to bid on big projects). Until you are large enough to be included in a contract vehicle you will need to team with companies that are already a part of a contract vehicle.

Be Creative – Your ability to provide creative solutions is a differentiating factor. The modeling, simulation and training industry is not as progressive as the entertainment industry. Your cutting edge thinking is exactly what they are looking for. Integrate Kinect or other interesting peripherals and show them the next trend in training techniques. Or, just think outside the box and provide force feedback via a stun gun belt (I’ve seen this before…please don’t try this at home…or at all).

Ask for Money Up Front- The lag time from when you do the work until you are paid can be quite long. It’s great when you win a contract, but now you need to ask yourself how you are going to make money until you receive payment. Ask for a small percentage up front so that you can make payments to yourself and your developers. It’s also a good idea to set up multiple payment milestones throughout the entire project lifecycle.

Good Luck! If you have dreams of building a game you are going to need money and experience. Working with modeling, simulation, and training companies is a great way to build both.