AboutR. L. Witsil Expertise Capture strategy questions for global major procurement pursuits
Experience I am a recognized strategist in the defense marketing community and have one of the best win/loss records in the industry. I have held senior marketing positions in a number of Fortune 500 companies including General Electric, Gould and Singer. After retirement I started my own consulting company which specializes in “turn around” situations. My clients are companies who were once leaders in their markets but have fallen out of grace and are in a downward business spiral. I have proven success record in providing the requisite assistance that enabled my clients to return to the market leadership position they once enjoyed.
Question Dear Mr. Witsil:
My company is a manufacturer's rep for a company that makes engine components for diesel engines. The systems were tested and approved by both the Army and the Navy in 2003, with the Armed Services Committee recommending procurement and installation "as soon as is practicable". The recommendation died in the DOD office in 2004, but we believe times have changed with regard to the benefits offered. The trick is that the manufacturer worked directly with the Army and Navy on the testing, and has since sold the marketing rights, and we currently hold exclusive rights to the military. The military does not have a request for this equipment, so there is nothing to bid on per se. How would you approach reintroducing our system to the military?
Best Regards,
Chris
Answer Chris
I am not sure I am the right person to answer your question but I will try.
If it were me, I would try to find a way in through a prime that is responding to a major upgrade of a military vehicle – such as the USA & USMC HMMWV retrofit program.
You can find such a program in the FEDBIZOP.
If you want to e-mail me your web site so I can gain some insight on your product I would be pleased to take a look.
Hope this helps.
Bob W.
rwitsil@aol.com
