Powered by MOMENTUM MEDIA
Powered by MOMENTUM MEDIA
Home / key enablers / High-quality products key to securing US DoD contracts: Xtek

Website Notifications

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

High-quality products key to securing US DoD contracts: Xtek

high quality products key to securing us dod contracts  xtek

Being in a position to offer high standard products is the key to cracking the US Department of Defense’s procurement policy, says Xtek chief executive Philippe Odouard.

Speaking to Defence Connect, Odouard said it was fundamental to start with a good product.

Advertisement
Advertisement

"Something that is unique and that doesn't have a competitor, especially not in the US, because otherwise you'll go behind the US companies," he added.

Odouard also said Australian defence businesses needed to ascertain how the system actually works.

"If you want to sell directly to the DoD, it's different from selling to a prime contractor," he said. "You need to identify who are the decision makers [and establish] ‘is there a need [and] how is that need taken into account within the US [DoD]?'"

He said those Australian companies seeking to tap into the US defence market must formulate ways that they can bring value added products and services to the medium to large players operating in that sphere, "and then keep at it".

SPONSORED CONTENT

 

"Basically, it's an attrition role," explained Odouard. "If you're kicked out from the door, you have to come back through the window and make sure your message is actually courteously but formally affirmed, and [then] be patient.

"At the end of the day, it actually works if you have the right product."

High-quality products key to securing US DoD contracts: Xtek
Australian-army-products.jpg
lawyersweekly logo

more from defence connect

Aug 22 2019
PODCAST: Cyber security and the defence industry – Michelle Price, AustCyber
AustCyber CEO Michelle Price joins host Phil Tarrant on this week’s episode of the Defence Connect...
Aug 22 2019
Photo Essay: HMAS Sheean returns home
HMAS Sheean has recently returned to Fleet Base West after close to a four-month deployment, to the...
Aug 22 2019
South Korea outlines plans for fleet modernisation, capability expansion
South Korea has responded to the continuing challenges to Indo-Pacific stability and prosperity, par...
FROM THE WEB
Recommended by Spike Native Network