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News from Linda Wolstencroft, Aerospace BizDev
Newsletter #63 – Sep
15th, 2016

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

Yes it’s Complicated: Let’s acknowledge this truth and get on with it

It’s easy for people to consider many things complicated; cancer treatment, mental health disorders, computer programs, weather forecasting, even cell phone plans.

So why does the media, including some of our industry experts, fail to see defence procurement as complex? 

Indeed, there are some subjects more complicated than others so it’s understandable that mistakes happen. But when the media is relied upon to provide truthful, comprehensive and unbiased reporting and doesn’t deliver, it is counterproductive and seriously detriments the public support of defence procurement.

Having the public believe that purchasing equipment for our armed forces is a simple task is far from the truth. Purchasing military equipment is anything but simple. If we don’t acknowledge its complexity, defence procurement will continue to face criticism.

Fundamentally, we know that our armed forces play a major role in domestic and international security. Domestic and international security is a complex subject itself; so, it’s only logical that the people, the process, and the equipment that serve this cause are also complex.

The complex issues of defence procurement include the technical solution, management, logistics and manufacturing, equipment design, engineering support, contractual obligations, pricing and payment, and economic benefits to Canada. Each of these areas is so complex that experts are required to develop and manage them.

Some of our procurements may be broken, but not all of them. Let’s not let a few bad apples spoil the rest. Let’s be honest about what is working and what is not, and not fall into the trap of trying to simplify what is complex by its very nature.

There is good work being done by Government, associations and industry to improve procurement. This good work should be continued and applauded - not criticized.

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NEW – WHAT’S YOUR WIN RATE?

Best practices tell us that measurements matter. We can’t manage what we can’t measure.

Do you want to measure and improve your win rate?

Contact Linda for help with this.

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PROPOSAL HELP

Do you have a big new opportunity on the horizon? We can help with your strategy, approach, solution, and preparation of the document. We work with your team to do whatever it takes to develop a winning solution.

Most successful proposals contain a mix of having the right customer value proposition and the right solution. From there, a win campaign and proposal can be built. You provide the vision, we provide the rest.

Contact Linda for a consultation.

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BUSINESS DEVELOPMENT PROCESS AUDIT

Assess how robust your business development, sales and/or marketing processes are. This audit is performed with the backdrop of 25+ years of determining what does and does not work in the business development process.

You will learn which primary areas require improvement, and by correcting these main deficiencies, your business results will improve substantively.

Apply best practices that are tried and true, and have helped many businesses improve their results.

Contact Linda for a consultation.

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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 currently declining sector are now considering diversification. The low Canadian dollar presents huge new opportunities for Canadian companies to excel in export markets. We are seeing Canada’s trade with the US increase. Now is the time.

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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