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.
"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".
"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."