Cirrus Real Time Processing Systems’ managing director Peter Freed has said gaining a sense of familiarity with the defence culture around decision-making is crucial for businesses seeking to break into that market.
Freed told Defence Connect that in contrast to the commercial sector, defence organisations were invariably impacted by their significant size.
"It's a different world to, say, the commercial world," he said. "Decision-making processes have to be adhered to, and all businesses who are interested in being in this space have to understand and accept that is the way it is.
"But once one is accustomed to the way the processes work, familiarity does allow one to manage that approach quite adequately."
However, he also said that there was no single guaranteed way of approaching the defence opportunity.
"The sad truth is [that] everyone has to fight their own way in," he said. "There is no easy pathway into a stable piece of defence business."
In terms of the optimum way for SMEs to develop working relationships with some of the primes, Freed said he didn’t note any difference in comparison to collaborating with defence directly.
"The engagement has to be based on what value is getting brought to the table, and that piece essentially has to be solved prior to the engagement happening," he said. "So it has to work for the prime, it has to work for the SME."
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