Background

A defense company I worked for wanted to get into the Sonobuoy business. At the time, one company dominated the market and usually received the largest share of the Navy contract.  A couple of other suppliers got the balance of the production quantity to keep it a competitive business.

My company developed a win strategy based on a ¼ scale prototype and purposely under bidding the competition. It worked. They won the largest piece of the production contract. Continue reading →