Powered by MOMENTUM MEDIA

Website Notifications

Get notifications in real-time for staying up to date with content that matters to you.

Relationships key to making it in US defence industry

relationships key to making it in the usa defence industry

While having a strong brand and excellent product are crucial to succeeding in the US defence industry, establishing good relationships is equally as vital.

While having a strong brand and excellent product are crucial to succeeding in the US defence industry, establishing good relationships is equally as vital.

Speaking to Defence Connect, aerospace and defence director for the Oklahoma Department of Commerce Vince Howie offered his advice to Australian businesses hoping to expand into the US market, saying relationship building should be a number one priority.

Advertisement
Advertisement

"The main thing I would tell Australians is find somebody that they can establish a relationship with, they can trust, so that they can open doors and let them see what it takes to do business in the United States," Mr Howie said.

While it may seem daunting, going back to basics and developing relationships face-to-face is the best way to make an impact in the US defence market, he added.

"I think that for Australian companies, number one is they need to put a presence in the US. Again, that's to develop those relationships. Go out there and meet the companies that do similar things that they do.

"Maybe they'll be a competitor and maybe they will be a source for them someday. Because things happen. You could have a great source today and something happened in their shop and they're gone and they need help immediately, where an Australian company could fit right in. Sometimes, the orders are so big they have to farm them out.

"I think there's a lot of ways to do that, but unless you're looking eye-to-eye, it's tough to do business."

PROMOTED CONTENT

To hear more from Vince Howie, listen to our podcast here.

Relationships key to making it in US defence industry
US-Aus-flags.jpg
lawyersweekly logo

The inaugural Defence Connect AIC Summit will place you with key decision-makers and stakeholders within the defence industry to discuss the government’s intention to improve AIC and increase the nation’s sovereign production, defence capability and resilience. Don’t miss your chance to be part of this event, register for free today to attend the live stream on 22 October. Register your interest to attend, visit: www.defenceconnect.com.au/aic-summit

more from defence connect

Sep 24 2021
What does it all mean, and what can Australia do?
Senator for NSW and retired Major General Jim Molan analyses the new AUKUS partnership, and makes the case for Australia to develo...
Sep 24 2021
Will AUKUS spur a new-look defence strategy?
Australia’s historic trilateral security partnership with the UK and the US should be the catalyst for a major defence policy ...
Sep 23 2021
HMAS Gascoyne deploys on live mine disposal ops
The Royal Australian Navy's Huon Class minehunter coastal HMAS Gascoyne is conducting a live mine disposal activity on its latest...