No defence equipment company can expect to succeed without maintaining a significant level of business in its domestic national market. With national identity still a source of competitive advantage against foreign competitors, domestic suppliers should have the following attributes:
- A clear view of potential business beyond the order book
- Baseline/core business
- A source of development funding
- Insight into military operational requirements and applications
- Early indications of changes in military doctrine and in the security environment
- Credibility in export markets
- Channels to export markets through collaboration domestically with suppliers of imported equipment or services
To achieve this objective, defence contractors need to focus on four main capabilities:
- Understanding local procurement processes
- Maintaining insight into national military doctrine, operational requirements and applications
- Working effectively with the right partners
- Sustaining an excellent delivery performance that is open to public scrutiny
How PricewaterhouseCoopers can help you
At PricewaterhouseCoopers, we can support you in developing, structuring and submitting the right bid with the right partners and in ensuring that delivery meets expectations.
