Demanding procurement procedures

Defence procurements are often large and complex, with a lengthy process that involves a range of stakeholders. Advice from consultants is extremely valuable – both during the preparation of a tender, as well as during negations and the project implementation phase.

Saab relies on advice and support from marketing consultants in all marketing and sales phases.

A fighter aircraft business or an Airborne Early Warning solution represents a substantial investment for the buying nation over a long period of time. For example, Gripen is expected to have an operational life cycle of 30-40 years. A Gripen contract includes financial solutions, upgrades, training and support, besides the initial aircraft.

Typically, Saab commits and engages itself for about 10 years when marketing for a fighter aircraft deal, and when we are successful, this is followed by around 10 years’ project implementation.

Consultant advice remains valuable throughout the process

The preparation of a tender requires good insight and careful analysis in order to understand the customer’s requirements, terms and conditions as well as the political and economic environment.

Marketing consultants can provide valuable understanding and an insight into the potential buyer. They can also advise on local business culture and help gain access to decision makers. If Saab is selected to enter into negotiations, the advice from consultants remains extremely valuable both here and during the project implementation phase.