Hunter Defence

Defence Business Development 101

A one-day seminar that provides valuable information to help aspiring businesses prepare for their entry to the Defence market by engaging a thoughtful strategy, identifying tenders, following a logical response process, and making the best use of trade shows. There will also be the opportunity to meet with experienced regional Industry network leads for a tailored one-on-one consultation following the seminar from either Hunternet or AIDN NSW. An Expression of Interest application will be provided at the Seminar. This seminar will include information on:
  • How to ensure your company strategy identifies your prime targets, including such items as who you need to meet and what you need to discuss;
  • How Defence issues Tenders for Products and Services to SMEs;
  • Defence Industry Associations, AIDN NSW and Hunternet assistance;
  • How to interpret tenders and their structure- follow a logical process;
  • How to best present your capabilities in Innovation, Grant and GSC Supplier submissions;
  • Why Trade Shows – best practice and pitfalls;
  • How to raise and sustain your capital to ensure longevity; and,
  • SME case studies from Goal and CE Solution
Register Interest


Alan Rankins Alan Rankins Alan is the CEO of Goal Professional Services and Managing Partner of the Goal Group. He is also a Past President of the Australian Industry & Defence Network (AIDN) retaining a role on the AIDN NSW Committee. He has significant experience from 21 years in the RAN and 26 years as a project and programme manager in complex projects. Alan has assisted major defence companies to achieve bid success. His specific areas of expertise are strategic direction, project development, bid preparation and programme management. He is a Fellow of the Institute of Management and Leaders and a Graduate of the Australian Institute of Company Directors. Alan is a past Co-Chair of the Synthetic Environment Working Group, and is a highly experienced Programme Manager, particularly in the area of major programs, complex systems engineering and Integrated Logistics Support. He is an accomplished business development manager, experienced in developing and selling solutions in defence and law enforcement markets, client relationship management, commercial negotiations, business development and sales, staff performance management and service delivery management. Local to the Novocastrian area, Alan is Senior Vice President of Swansea RSL and a Vice President of Swansea RSL Subbranch. Connect with Alan on LinkedIn. Boris NovakBoris Novak Boris Novak is a former RAAF Engineer Officer and founded a Systems Engineering business upon leaving the RAAF nearly 20 years ago. During his time in business, Boris was involved in forming collaborative alliances, and came to learn and identify collaborations that work, others that don’t, and had a close involvement with the precursor to the Defence Innovation Hub, Defence’s Rapid Prototyping Development and Evaluation (RPDE)Program. His former business participated in RPDE in every way possible, and Boris was personally seconded the program in a senior management role in the program’s earlier days, and latterly an elected representative on the RPDE Board. The business he founded won various competitive multi-million-dollar contracts, as well as multi-million-dollar sole source contracts, and received various industry, business and innovation awards. The business succeeded in its endeavours despite being regionally based. Having exited the business he founded and successfully selling all the IP globally, Boris generously offers to share the insights that he learned over the years in doing business with Defence. Connect with Boris on LinkedIn. Jacqui Daley A strategic and commercially focused marketer with a love for all things digital. Jacqui is the founder and MD of The Measured Marketer, a digital-first marketing consultancy based in Newcastle, NSW, Australia. In her 18 year career she has successfully lead teams to develop and deliver effective integrated marketing strategy across digital and traditional platforms, including web, social media, media, outdoor, mobile, e-marketing, Search Engine Marketing, content, and managed the development of multiple websites and bespoke IT systems. Jacqui’s experience includes international campaign management, event coordination, PR, issues management, crisis communications, internal communications, brand management, negotiation, developing bespoke reporting frameworks, reporting to boards and public speaking. It’s not all about the marketing though – any opportunity to focus on weaving corporate social responsibility within an organisation’s marketing activities and she’ll go for it! Jacqui strives to improve not only the (very important) stuff the CEO cares about – like ROI and profit – but also staff morale and the culture of company. Connect with Jacqui on LinkedIn. Presented by Hunter Defence, AIDN NSW (Australian Industry & Defence Network – NSW Incorporated) and Goal Group. Hunter Defence Task Force acknowledges the commitment of the NSW Government, HunterNet, Hunter Business Chamber, RDA – Hunter, AiG, AIDN, ICN, Goal Group, University of Newcastle and Hunter TAFE in the cooperative development of the Defence Readiness series of seminars for SMEs.

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