Expertise
Six Practices. One Integrated Perspective.
Defence Market Entry
The U.S. defence market is large, layered, and governed by processes that are rarely intuitive to newcomers. We help international firms build an accurate picture of where their capabilities fit and how a credible entry is made.
Client Challenges
- Identifying which services, commands, and programme offices hold genuine requirements
- Understanding acquisition pathways, contracting vehicles, and their timelines
- Meeting compliance, export control, and ownership considerations
- Establishing a presence that U.S. customers regard as serious and enduring
How We Support
- Market and customer mapping aligned to the client's specific capabilities
- Guidance on entry structures, partnering models, and sequencing
- Preparation for customer engagement and early demonstrations
Intended Outcomes
- A realistic, prioritised market entry plan
- Clarity on customers, pathways, and resourcing
- A foundation for sustained engagement rather than one-off visits
Government Relations
Effective government relations depends on understanding how institutions form priorities and take decisions. We help clients engage with the right stakeholders, at the right time, with a case that speaks to public objectives.
Client Challenges
- Determining which institutions and stakeholders shape a given decision
- Framing commercial interests in terms of public priorities
- Maintaining consistent engagement across legislative and executive branches
How We Support
- Stakeholder mapping and engagement planning
- Preparation of briefing materials and positioning documents
- Counsel on timing, policy cycles, and appropriate conduct
Intended Outcomes
- Informed, well-timed engagement with relevant institutions
- A clear and credible narrative for public stakeholders
- Relationships built on substance and consistency
Business Development & Capture
Opportunities in government markets are typically shaped long before they are formally announced. We support clients in identifying, qualifying, and positioning for the opportunities most suited to them.
Client Challenges
- Distinguishing genuine opportunities from distractions
- Finding partners and primes whose interests align
- Building capture discipline within lean commercial teams
How We Support
- Opportunity identification and qualification
- Partner and teaming strategy
- Capture planning and competitive positioning
Intended Outcomes
- A focused pipeline of qualified opportunities
- Productive partnerships with complementary organisations
- Stronger, better-prepared bids
Strategic Communications
In defence and regulated sectors, communication carries consequences. We help organisations communicate with precision to customers, policymakers, investors, and the public.
Client Challenges
- Explaining complex capabilities to non-specialist audiences
- Managing reputational exposure during sensitive periods
- Aligning executive messaging with policy and regulatory realities
How We Support
- Corporate positioning and narrative development
- Media relations and executive preparation
- Crisis planning and response counsel
Intended Outcomes
- Consistent, credible positioning across audiences
- Executives prepared for scrutiny
- Reduced reputational risk in difficult circumstances
Research & Intelligence
Good decisions rest on good information. Our research is designed around the decisions clients must take, not around the volume of material produced.
Client Challenges
- Incomplete understanding of stakeholders and their positions
- Uncertainty about market size, competition, and timing
- Too much information and too little insight
How We Support
- Stakeholder and influence analysis
- Market and competitive assessments
- Opinion research and decision-focused briefings
Intended Outcomes
- Concise analysis that supports specific decisions
- Better-informed strategy and resource allocation
- Earlier awareness of risks and openings
International Advisory
Transatlantic defence cooperation involves distinct institutions, cultures, and expectations on each side. We help clients operate coherently across them.
Client Challenges
- Navigating differing procurement and regulatory regimes
- Building trust across distinct institutional cultures
- Coordinating activity across several markets at once
How We Support
- Cross-market strategy and sequencing
- Introductions to the institutional context of each market
- Ongoing counsel for multinational programmes and partnerships
Intended Outcomes
- A coherent transatlantic strategy
- Stronger international partnerships
- Fewer missteps in unfamiliar environments