Pre-assistance discovery session

• Review and discuss self-assessment

• Company pre-check together with coach

• Feedback on existing strategic plan, sales strategy, product/pricing, management & team, financials, organisation, culture and compliance

• Fine tune and priorisation of the identified needs

• Revision of the required services

• Define concrete next steps for remaining service delivery

Commercialisation

• Product/service review and validation

• Market research and analysis, including insights into market opportunities, demand, and competition (e.g., civilian and defence market opportunities)

• Estimation of total addressable market

• Discovery and refinement of product market fit for defence (e.g., military, border control, civil protection, disaster management…)

• User involvement/stakeholder analysis

Defence procurement & strategic partnerships

• Understanding of defence procurement processes, portals, and key actors involved

• Identification of defence procurement opportunities and tenders

• Development of strategic partnerships for procurement with public and private entities (e.g., MoDs, government agencies, prime contractors, and large system integrators)

• Review of government defence plans to secure continuous funding

Corporate Strategy

• Definition of company vision and mission

• Definition of company strategy for the defence market

• Business model review and validation

• Alignment of strategy with defence/civilian market needs and government regulations

• Exploration of strategic opportunities for commercialisation of solutions from civilian to defence or across different defence domains.

• Goals & KPIs

• Action planning

Investment Readiness

• Calculation of the business case

• Financial model development or evaluation, including estimation of key financial indicators such as CAPEX, OPEX, revenues, ROI, NPV, etc.

• Cost-benefit analysis

• Economic and financial risk assessment

• Investment concept development

• Definition of fundraising strategy (grants, equity, debt)

Access to finance

• Preparation of project for compliance with investor requirements

• Identification and liaison with suitable investors

• Documentation overview & preparation

• Investor pitch and negotiation preparation

• Analysis of risks, challenges, and weaknesses of investment proposals

• Identification of relevant private investors to diversify revenue streams and scale operations (e.g., securing commercial contracts and/or preparing a funding round)

Improving operations and execution capacity

1. Internal Dimension

• Project management

• Operational excellence (e.g., leveraging AI tools to enhance operational efficiency)

• Organisational design and workforce

• Risk management

• Refine company's procurement processes

2. External Dimension

• Enhance supply chain and logistics for defence

• Outsourcing as a strategic asset

Scaling up and internationalisation

• Roadmap for scaling product, service, or technology

• Internationalisation readiness

• Preparation of internationalisation plan and/or market expansion approach

• Assessment and prioritisation of target markets and business opportunities

• Analysis of export regulations and policies (e.g., export controls for dual-use products, accreditation and IP requirements)

• Identification of relevant clients and partners in target markets – building relationships with prime contractors and governments

Legal and regulatory advice

• Analysis of defence regulatory frameworks and compliance requirements

• Understanding of dual-use technology regulations

• Analysis of applicable standards and regimes, including examples of good practice

• Contract review and general legal advice ( (e.g., partnerships’ rights and liabilities))

• IP advice: patent, copyrights, design registrations, trademarks, logos, domain names

• Analysis and understanding of the IP landscape and definition of relevant IP strategies for defence

Sales and marketing

• Marketing and communications strategy and action planning (e.g., market segmentation, business partner/investor personas, communication channels…)

• Product/service definition, refinement of value proposition and unique selling point

• Preparation of project presentation & sales pitch for business partners and/or investors in defence

• Analysis and understanding of the buyer's journey/profile/sales cycle

• Engagement and outreach strategy