BACKGROUND
40 to 50 percent of the market for defense aerial platforms is in the United States, where non-U.S. players are at a disadvantage for geopolitical and regulatory reasons. The client has made initial contacts and has decided to engage IAC to find ways to accelerate this “go-to-new-market” strategy.
THE IAC APPROACH
- Phase 1: Market Analysis – provides an overview of the A&D market in the United States and highlights opportunities for the client to enter the U.S. market,
- Phase 2: Positioning & Value Proposition – aims to define strategic goals, the capabilities needed to achieve them, and the associated value propositions,
- Phase 3: Implementation Roadmap – aims to provide a detailed description of the methodological guidance and organizational roadmap essential for success in a new market.
RESULTS
Recommendations for Achieving a Competitive Position in the U.S. Defense Market:
- Validation of objectives related to the go-to-market strategy as well as the strategy of internal growth versus external growth,
- Development and validation of alternative scenarios for achieving the established goal,
- Design and roadmap for the external growth strategy (M&A, alliances),
- Implementation Schedule.
