Preserving capacity, General Tom Lawson, Chief of the Defence Staff, Keys to Canadian SAR
Issue link: http://vanguardcanada.uberflip.com/i/196923
Industry Some tips: • Consistently show up where your potential partners are going to be, (preferably not always wearing the same suit). Your company needs to be represented at CANSEC, DEFSEC, WESTDEF, everywhere the primes are. • Your track record matters: when asked how long RaceRocks 3D had been in business, I happily, and obliviously, replied one year; the proper and complete answer should have been 11 years in 3D, and one year providing defence-specific services. • Recognize the importance of security. Understanding security requirements is critical. Even if you are not handling controlled goods, securing your clearance shows a potential client that you have been vetted, and is an important step in any due diligence process. • Relationships matter; you will not become a trusted member simply through phone calls. Be ready, and be happy to jump on a plane at a moment's notice to meet with potential and existing clients. People deal with you, they want to look you in the eye, and know who you really are. Once you are accepted into the industry, and assuming you deliver, you should plan on holding on to long-term relationships. Having recently been through the security certification process, I can attest to the fact that the hurdles are significant, and only worth it to the people and companies that value long-term commitments. Finally, be prepared. Defence sales cycles move slowly. Build a strong company first, a defense company second. We were warned it would take at least three years to get rolling in defence. We had a few successes early on and thought, no way, we'll be rolling in one! We are now in our third year and are hoping to get rolling very soon. Build company revenues independent of defence, and ride out the wait. Also, avoid depending on government subsidies or funding to build the company; the company will be much stronger for it, and more viable in the long run. Sometimes it will seem that larger companies are standing by to watch you fail, but usually it's really a test to see if you are stable, and safe to work with. The fact is, the larger companies need your company to survive the lifespan of a program, so this test is necessary, and yes, it's also painful. I To the primes, SME's have a lot to offer: we have untapped talent and unsubsidized entrepreneurial spirit. We will build the best small rotating actuator you've ever seen, and we'll even do it wearing a suit. To other small companies, get face-toface, embrace the culture, be risk averse, build a strong company first, then focus on defence, and wear a suit, preferably not purple or paisley. There is a lot to be excited about for SMEs in defence today, so stick with it. THE FORUM FOR CANADA'S SECURITY AND DEFENCE COMMUNITY www.vanguardcanada.com/Subscribe ARE YOU MISSING OUT? Canada's premier defence and security magazine for the past 16 years is there with timely articles and insightful coverage of issues and events. Technology and national security issues are an important focus in the magazine suited for today's fast-paced and tech oriented society. SUBSCRIBE NOW! One Year Subscription (6 Issues) Fax: 905-727-4428 Mail: 24-4 Vata Court, Aurora, ON, L4G 4B6 Email: circulation@promotive.net NAME: TITLE: ORGANIZATION: ADDRESS: CITY: COUNTRY: PROVINCE: POSTAL CODE: E-MAIL ADDRESS: PHONE: WHICH FORMAT WOULD YOU LIKE TO RECEIVE YOUR COPIES? SUBSCRIBE TO FREE WEEKLY E-NEWSLETTER? YES, PLEASE PRINT DIGITAL NO, THANKS Privacy Policy: we do not share or sell our mailing list www.vanguardcanada.com OCTOBER/NOVEMBER 2013 41