Defence business development is a long campaign built on relevance, evidence and trust

Defence business development is a long campaign built on relevance, evidence and trust.

Strong capability is only the starting point.

Organisations looking to work with Defence also need to understand the problem Defence is trying to solve, align with its priorities, build evidence and know the ecosystem in which decisions are made.

That was one of the messages our Managing Director, Jacob Kleinman DSM, shared while contributing to Curtin University’s Australian Defence Capability: Policy to Practice program.

The practical disciplines matter: engage early, maintain a disciplined pipeline, follow up, use your network and continue building your company, product and personal brand.

In Defence, opportunities rarely come from one conversation. They are earned through consistency, credibility and relationships.