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News from Linda Wolstencroft, Aerospace BizDev
Newsletter #57 – March 15th, 2016

Linda Wolstencroft’s monthly Newsletter offers business leaders insights on achieving the next big win.

Dispelling Myths About Canada’s Defence Procurement Strategy

It is disconcerting when we see pieces in the media that are misleading and don’t get the facts right. For the most part, I think our trusted media sources do a pretty good job; but when it comes to something that has not been studied much by the pubic eye and has some complexity to it, our trusted sources can miss the point.

Yes, defence procurement in Canada has a long history of trouble and wastage. Yes, it is a big problem right now, as it has been for years, and yes, it needs to be fixed. On this point, what we read in the media is spot on.

But to completely disregard the good work that has been done over the past two years by government and industry and to publish pieces that miss the point, well? Well that’s just not right. It risks fostering a perception that nothing has been done and that nothing is being done.

To be clear, Canada’s Defence Procurement Strategy contains mechanisms that specifically address the criticisms put forward:

a. It addresses the objective of procuring the right equipment,
b. It addresses the objective of procuring more quickly,
c. It addresses the issue of price (but not at all costs), and
d. It addresses the objective of bringing economic benefits to Canada.

In fact, in recent RFPs we have seen a procurement approach where a competition fosters getting the “best deal” based on a flexible evaluation formula. With this formula, Canada customizes the evaluation based on characteristics of the procurement. So for example, in procurements for products and services that are a strength for Canadian industry and have the potential to bring a high level of benefits to Canada, more emphasis can be placed on the economic benefits in the evaluation formula. And for products and services that have similar characteristics but are from outside of Canada, price may be emphasized as a larger factor.

Now, some might say the mechanisms in place are too complex because the formula does not provide a singular focus on any one product, price or economic benefits. But this is a simplistic view, and what has been developed over the last couple of years is slightly more complex but truly more beneficial.

All we need to do is peel away the first layer of the onion to reveal the second layer of complexity and we are there. We have a solution. It is not as simple as some would like, but it is also not as complex as some would think. Let us not mess this up by spreading misinformation.

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NEW CALGARY LOCATION

I am pleased to announce Calgary! The new downtown Calgary location provides closer access for our Alberta-based companies. Our contact information has not changed:
Call 604.839.5504
Email linda@aerospacebizdev.com

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BUSINESS STRATEGY FOR GROWTH

Economic shifts in our economy of late are causing businesses to re-think their approach. Businesses that were over-reliant on a sector that is now declining are considering diversification. The low Canadian dollar presents huge new opportunities for Canadian companies to excel in export markets.

Accelerate business results through developing a corporate strategy for growth. An effective corporate strategy often makes the difference in exceeding business growth objectives. Understand how to position your company amongst market drivers and competitors' strategies. Orchestrate your company activities to drive results. Power your company’s growth while engaging your people to learn, grow and participate in a fulfilling journey.

Contact Linda for more information.

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“RED TEAM REVIEW” - LINDA WOLSTENCROFT’S
PROPOSAL EXPOSÉ: Dramatically Growing Sales

This unique service is offered by one of the few experts in business development in aerospace. Learn from over two decades of developing and reviewing proposals – dramatically improving clients’ success rates of winning new business from government and the military, airlines, helicopter operators, OEMs and prime contractors, throughout North America and internationally.

This essential service will change the game for your business development efforts and significantly increase your probability of winning.

Outcomes you will gain:

Set a winning strategy
Align your entire proposal with your strategy
Boost your technical, management and past performance scores
Identify key areas of weakness and make them irrelevant
Mitigate risk areas
Avoid the business killer: being non-compliant
Add dynamic material that captivates the evaluators
Escape the doldrums of boring sections
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Make it easy for the evaluators to see your value

Your proposal will be dramatically improved AND you will be able to generate better proposals in the future.

This service is available when, where, and through the best medium for you.

Contact Linda for more information.

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