A small, but distinctive aerospace subsystem manufacturer needed to improve its Business Development capabilities and quickly show revenue growth.  Skyward Strategies met with the team, ascertained and delineated the company’s competitive advantages, and focused the company’s priorities and efforts accordingly.  Skyward Strategies then revamped marketing materials, determined a prioritized list of target customers, made strategic introductions including to several companies that had immediate business opportunities for the company, and established a cadence of pipeline review meetings. 

IMPACT:

The company very quickly experienced a step-function increase in its business development pipeline and RFP/RFQ response activity along with substantially increased revenue projections.  Its investors decided to continue their support, increase their investment, and they are now looking to position the company as a major go-to supplier rather than a small niche player.  

A private equity firm was interested in acquiring a mid-sized aerospace manufacturer, but lacked specific knowledge of the competitive positioning of the target company’s products and long-term competitive advantage of its technical solutions.  Skyward Strategies assembled industry experts who could directly speak to the unique aspects and long-term competitive viability of the target company’s products.  These experts included a CEO of a company who had used the products, a VP of business development who had competed directly against the target company’s products, and a lead systems engineer who had purchased and used its products.

IMPACT:

Based on critical information provided by Skyward Strategies’ network of experts, the private equity firm fundamentally changed its strategy and decision about the acquisition.

A startup propulsion company needed to know which customers to pursue and what system specifications to target.  Using industry-leading market reports, Skyward Strategies segmented the market granularly to determine which systems and customers to target for the new propulsion system.  It also conducted a customer survey and led customer discussions to determine which specific capabilities and specifications customers would require for a new system. 

IMPACT:

The company fundamentally pivoted its product design and target customers.  It is now developing a system that is aligned with customer needs and revenue potential more than 100X greater than its initial product design point.  Multiple government customers and primes have taken strong interest and are scheduled to fly the system on their missions.