Defence Ready Masterclass: Pathways to Defence Contracting

The Defence sector presents significant opportunities for Australian businesses, but it is unlike any other market. Long procurement cycles, complex stakeholder environments, stringent compliance requirements and relationship-driven engagement mean that success requires more than simply having a good product or service.

This practical workshop is designed to help businesses determine whether Defence is the right market for them and, if so, how to position themselves effectively for long-term success. Participants will gain a clear understanding of how Defence buys, who the key decision-makers are, and the practical steps organisations can take to become visible, credible and competitive within the Defence ecosystem.

Workshop Topics Include:

• Understanding the Defence ecosystem and procurement culture

• Defence customer personas and buying behaviours

• Defence procurement pathways

• Crafting an effective Quad Chart and company capability statement

• Defining a unique value proposition

• Key enabling agencies and compliance requirements

• Novel’s “Defence Decision Tree” framework

This workshop is facilitated by Rachel Falzon, Senior Defence industry consultant from Novel Management.

*Breakfast and light refreshments will be provided.