Expertise
BD/Sales People, Processes and Pipeline
Outstanding BD/sales personnel and the supporting processes are everything to winning new work… Do you have the right people, properly sized and structured? How are they incentivized? Should you utilize external resellers or full time employees or both? Are your capture processes robust with competitive Pwins? How “real” is your pipeline and has it been truly vetted?
Customer and Program Intelligence
We have detailed insights because we recently came from industry and remain intimately engaged. From engineers, to supply chain, to PMs, to executives, we have relationships with all the Tier 1’s/OEMs as well as the Tier 2-4 suppliers that support them. We can provide insights into major programs – the competitive landscape, the acquisition plans, and the funding outlook.
Technology
The electronics industry is technically complex and only getting more challenging. The technical underpinnings of Radar, EW, SIGINT, Communications, and Space systems are what we understand exceptionally well. What are the differentiated products in the market, where is the market headed, are there lurking disruptors, and how can a well-vetted R&D plan overcome the risks?
Strategy
Strategy is too often a nebulous concept only thought about once per year… What do you want your company to look like in the future, why? How does this contrast with your competitors and the market? Do you have both the tactical and long-term game plan and resources to make this vision a reality? Is your BD and technology approach aligned with this strategy?
Partnerships
Sometimes 1 + 1 does equal 3… No business competes in a market in total isolation. How are you positioned in the industry? To what degree do you leverage other companies in chasing work? How do you structure a joint venture or IP license? How do you carve out work on an opportunity that brings differentiated value to the customer?
M&A DILIGENCE
Strategy first, M&A second, so true… With a well thought out strategy, how can M&A be used to accelerate your vision? We can help idenitfy gaps and candidates to fill those voids. We can support you in diligence, especially in the areas of technology vetting, competitive analyses, and assessing the strength of the target’s pipeline/forecasts. Lastly, we can help you during the integration and post acquisition transition process.