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Defence Relationship Building: 5 Ways To Position Your Business As The Industry Authority

Updated: Sep 19, 2023

The defence industry is a market that has been getting more and more competitive. And when it comes to building relationships with the big players in this industry, you need to position your business as the industry authority.

There are three main reasons why you should position your business as the industry authority:

It helps you to stand out from your competitors. You'll be seen as a trusted source of information, which can help win more business.

You can build stronger relationships with key decision-makers by adding value to their jobs and lives. Your company becomes part of the solution rather than just another vendor offering a product or service.

You can improve your reputation and increase sales by aligning with partners or associations that have similar values and interests.

Keep in mind that in the defence industry, relationships are everything. This is especially true for small businesses, which often find themselves at a disadvantage when it comes to purchasing contracts.

It’s not enough to simply submit a bid and hope for the best. You need to build relationships with the people who make decisions about your company, and you can do so by becoming an industry authority.

Here are four ways to position your business as the industry authority:

Write articles

Write articles about what’s happening in your field of work and post them on LinkedIn Pulse or other social media platforms that are popular among defence professionals. This way, you can show that you’re an expert by providing useful insights into their industry and demonstrate your knowledge through writing style and depth of knowledge. A well-written, informative article will be more likely to gain traction and establish your credibility as an industry expert.

Get involved in conferences

Conferences are great places to meet people face-to-face, make connections and learn more about your industry. If you don’t have much experience in the defence industry, start with smaller events such as industry networking events or smaller trade shows. Once you’re comfortable in this environment, move on to bigger conferences such as DSEI or Eurosatory.

Participate in online discussions.

Many big players in the defence industry have an active social media presence, so look for opportunities to participate in online discussions to be connected with them and offer your own insights into topics relevant to their business. This will help you build relationships by demonstrating that you are knowledgeable about their products and services and interested in hearing what others have to say about them.

Be proactive about sharing news about developments in your industry

Share content you produce. Keep in mind that sharing your content via social media or email would still be beneficial for building rapport within the industry over time. Make sure that any content you share is relevant and accurate so that it doesn't come across as spammy or self-serving.

In today's competitive market, getting the attention of a big player in the defence industry is not easy. There are many companies that want to work with them, but how do you stand out from the crowd?

For your reference, an industry expert is someone who has a deep understanding of the relevant market and can help others navigate it. They have a wide range of contacts in their field and know how to get things done. By becoming an industry expert, you will be able to:

  1. Get more business opportunities

  2. Build relationships with potential customers

  3. Develop new products faster

  4. Keep up-to-date with new technologies and trends

To gain more knowledge and direct assistance concerning launching your government market journey, creating an effective capability statement, building significant growth, developing relationships, and selling to Government & Defence Organisations, contact us at


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