OVERVIEW
This seminar will be delivered by three accomplished presenters with decades of front-line SME experience in Australia’s Defence Industry.
Defence Business Development provides valuable information to help aspiring businesses prepare for their entry into the defence market by engaging a thoughtful strategy, identifying tenders, following a logical response process, and making the best use of trade shows.
WHO SHOULD ATTEND
- Those entering the market and wanting to know more about it.
KEY DETAILS
Mode
Virtual
SEMINAR STRUCTURE
- Virtual workshops x 7
- Podcasts x 1
Duration
7 weeks
WHAT TOPICS ARE COVERED?
- How to ensure your company strategy identifies your prime targets, including 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
- SME case studies
EXPECTED OUTCOMES
- Using strategy to identify market targets
- How defence processes acquisitions
- Best practice marketing and defence marketing
- Best practice presentation of capabilities
- Where to find the market
SEMINAR MODULE OUTLINES
TIMING
On Demand
LEARNING MODULE
- Introduction to seminar and facilitator
- Description of seminar bundle incl learning outcomes
FORMAT
Podcast
EST. TIME TO COMPLETE
30mins
TIMING
Virtual Workshop
LEARNING MODULE
- Review of the relevant Introduction Series client information
- What do Defence clients value?
- Introduce the Business Canvas Templates
- Introduce the Value Proposition Templates
FORMAT
Virtual Workshop + eLearning Templates
EST. TIME TO COMPLETE
30min bump in, 60mins, plus 30mins optional chat room participation
TIMING
Virtual Workshop
LEARNING MODULE
- Case review of Business Canvass and Value Proposition Canvass
- E-Learning: develop your Value Proposition
FORMAT
Virtual Workshop
EST. TIME TO COMPLETE
60mins, plus 30mins optional chat room participation
TIMING
Virtual Workshop
LEARNING MODULE
- The cross-over between marketing and BD
- Brand
- Messaging
- Positioning
- Channels to utilise
FORMAT
Virtual Workshop
EST. TIME TO COMPLETE
60mins, plus 30mins optional chat room participation
TIMING
Virtual Workshop
LEARNING MODULE
- Who are the big Defence clients
- Doing business with Primes
- Doing business with US companies
- Supply Chains and Subcontracting
- MSPs and Panels
FORMAT
Virtual Workshop
EST. TIME TO COMPLETE
60mins, plus 30mins optional chat room participation
TIMING
Virtual Workshop
LEARNING MODULE
- Lead and client acquisition
- The role of digital marketing in BD
- Creating a marketing strategy that supports BD efforts
FORMAT
Virtual Workshop
EST. TIME TO COMPLETE
60mins, plus 30mins optional chat room participation
TIMING
Virtual Workshop
LEARNING MODULE
- How do we create interest in our products or services?
- How to grow a Defence network
- How to leverage Defence trade shows and conferences
- Using Defence Industry Groups
FORMAT
Virtual Workshop
EST. TIME TO COMPLETE
60mins, plus 30mins optional chat room participation
TIMING
Virtual Workshop
LEARNING MODULE
- Contracting approaches in Defence
- Pricing in Defence
- Costs to bid on Defence work
- Defence responsiveness and the impact on an SME
- IP implications
- Feedback
FORMAT
Virtual Workshop
EST. TIME TO COMPLETE
60mins, plus 30mins optional chat room participation
TOTAL COURSE DURATION
7 hours instructions, 4 hours bump in and chat room
FACILITATORS
Bret began a career in the Canadian Air Force as an aeronautical engineer flight testing military aircraft and systems. He progressed to working with the US Air Force flight testing F-16 systems and subsequently moved to Australia in 2004 to help a start-up Defence consulting business, Nova Systems, grow into its significant position today.
Bret has dedicated his career to the defence, aerospace and engineering sectors. Bret is recognised as a proactive leader, has held several executive roles, run operations across APAC including the establishment of a new business in the Asia market.
Bret is currently the Chief Executive Officer of the Goal Group which is a professional services business focused on the Defence and security sector. Goal Group operates Australia’s largest and unique “Complementary SME Model” helping Defence optimise capability and assets.
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 the company.
COURSE SCHEDULE
EOI cut-off: 4 August
Successful applicants notified: 5-11 August
Course joining instructions issued: 11 August
Course timing: 25 August – 6 October – Weekly 1-hour workshops on a Wednesday. Time TBC.
The Defence Ready Seminar Series is being delivered thanks to funding and collaboration with the Centre for Defence Industry Capability (CDIC) and, for each seminar, forty (40) funded places are being made available to SMEs.
The Defence Department has set very clear guidance around the criteria for access to one of the forty funded places within each of the thirteen courses, and priority will be given to Hunter and regional-NSW based SMEs, building capability to potentially partner on Defence projects in the future.
With the full seminar series rolling out over the next twelve-months, Hunter Defence will be scheduling ongoing communications as each course gets close to commencing. If your organisation has been successful in achieving a funded place in one of these courses, Hunter Defence will let you know three (3) weeks before your selected seminars(s) of interest are due to start.
