Business Development with Army Aviation William R. Clemons President

Business Development with Army Aviation William R. Clemons President

Purpose Discuss the various organizations located on Redstone Arsenal Explain the benefits of having a local representative in the Redstone Arsenal Area Communicate strengths for developing local business and Army business William R. Clemons President 2

Redstone Arsenal Tenants Redstone Arsenal Aviation Missile Command (AMCOM) NASA Marshal Space Flight Center PEO - Aviation Heavy Lift Rocket PEO – Missiles & Space International Space Station Aviation Missile Research, Development, and Engineering Command (AMRDEC) Shuttle Payload Ops Missile Defense Agency (MDA) William Other R. Clemons President Space and Missile Defense Command (SMDC) Missile and Space Intelligence Center (MSIC) Program Manager – Aircraft Survivability Equipment (ASE) 3

Recent Additions Army Material Command (AMC) A Headquarters that disperses funding Conducts periodic studies US Army Security Assistance Command (USASAC) Responsible for supporting Foreign Military Sales (FMS) Case managers and country representatives sit in the PM offices William R. Clemons President 4

PEO-Aviation Org Chart William R. Clemons President

PEO-Aviation Programs William R. Clemons President

PEO Missiles & Space General General Manager Manager Dr. Dr. Steve Steve Messervy Messervy Chief of Staff Barry Pike APEO APEO IM IM // IA IA Natalie Natalie De De Luca Luca MDA MDALNO LNO Brent Brent Pope Pope APEO APEO Logistics Logistics Amy Amy Barnett Barnett APEO APEO Operations Operations Robin Robin Campbell Campbell APEO APEO Bus Bus Mgt Mgt Beverly Beverly Fuller Fuller APEO APEO SBP SBP Frank Frank De De Luca Luca IAMD PFRMS Mr. Thomas COL Rice IBCS HIMARS GMLRS ATACMS NLOS-LS APEO APEO International International Leigh Leigh Moore Moore CCWS CMDS William R. Clemons LTC(P) Steves COL Dever COL Mullin Lower Tier JAMS Mr. Edwards COL Cantor PAM CLU PATRIOT PAC-3 / MEADS CAP PAC-3 MSE JTAGS JCM / JAGM HELLFIRE Hydra APKWSTM Viper Strike President Javelin TOW ITAS IBAS JLENS SLAMRAAM Sentinel Stinger / Avenger DEA 7

AMRDEC Structure William R. Clemons President

Current Senior Leaders BRAC Realignments to Redstone: 7 General Officers Stationed on Redstone Arsenal (Pre BRAC): 4 U.S. Army Aviation & Missile Command Major General Commanding General PEO Aviation Major General U.S. Army Materiel Command (AMC) General Commanding General Lieutenant General Deputy Commander Major General Chief of Staff Major General DCS Operations Deputy PEO PEO Missile and Space Major General Program Executive Office Missile Defense Agency (MDA) Major General (AF) Deputy for Test, Integration & Fielding U.S. Army Security Assistance Cmd (USASAC) Major General Commanding General U.S. Army Space & Missile Defense Cmd (SMDC) *Lieutenant General Commanding General Missile Defense Agency (MDA) *Brigadier General (AF) Program Director GMD William R. Clemons President Senior Executive Service (SES) 36 DoD SES Currently On Board 55 NASA SES Currently On Board 28 DoD SES – BRAC Realignments 119 Total *General Officers already realigned 9

Contract Vehicles AMCOM EXPRESS Vehicle for doing business with AMCOM Must join during an open season Best described as a hunting license SETAC Contract vehicle for SMDC Three Primes Can join at any time MiDAESS Provides contractor support to MDA Organizational Conflict of Interest is an issue Clemons to deal with MDA is William a difficultR. organization President 10

Huntsville Defense Industry Over 250 companies in Cummins Research Park All of the Top Ten defense companies are represented Northern Alabama has a State Center of Excellence for Robotics Two large universities in town have research institutes William R. Clemons President 11

Why a Local Representative is Needed Agencies on post prefer to work with local companies Much business is developed by word of mouth Employing a local representative brings new allies Economical They want someone available for small meetings/briefings Like a responsive local face for their engineers to interact with 1 Congressman and 2 Senators Facilitate establishing relationships with quality local companies The cost of one business trip will pay a consultant 2 days (16 hours) and gives a manager his time back Cost sharing of common BD activities such as conferences There is an undisputed advantage in face-to-face marketing Capability to go on-post at will Sparkman Center Software Engineering Directorate NASA buildings William R. Clemons President They They do do not not have have to to return return your your phone phone call call –– but but they they cannot cannot leave leave ifif you you are are standing standing in in the the door door 12

Experience William “Buck” Clemons Former AH-64 Pilot and Tactical Operations Officer Electronic Warfare Officer Joint Mission Planning (Tactical Information Technology) Former Nat’l Board Member – Association of Old Crows Active board member or chapter member in many Huntsville Defense related organizations 6 years experience in the Huntsville area Proven capability to capture business in the Huntsville and Redstone Arsenal areas Army Aviation (including UAV’s) Electronic Warfare Extensive contacts built over 25 years Familiar with the details of the contract vehicles used Systems analysis William experience R. Clemonsin CONOPS, Requirements, and Architectures helps you develop a product that can President be used by the military 13

Contacts Personally know the business development managers of several businesses Good relations with both Universities Personal relationships established with many Government offices PM-Apache PM-UAS office PM-ASE office PM-UH-60 office PM-Non-Standard Rotary Wing Aircraft Space and Missile Defense Command Software Engineering Directorate Aviation and Missile Research Development and Engineering Command (AMRDEC) William R. Clemons of the SES’ at AMRDEC Briefed many President Familiar with local Congressional and Senate staffers

Business Development Process We thoroughly assess your companies capabilities and competencies to find relevant abilities We will work with your current customer on post to develop business with the Government customer in the cubicle across from them Join the AMCOM EXPRESS BPA or other contract vehicle Provide capability briefings to relevant offices Using the client companies name and e-mail address Get in front of new business Provide personal liaison to existing customers Working with the PM and his engineers we help develop future requirements William R. Clemons Working with thePresident companies engineers we help refine or modify the product to meet user requirements and desires Attend local conferences and meetings Arrange meetings for the company’s leadership We can assist with local advertising if desired Work with the company to develop and refine their product We We specialize specialize in in taking taking aa companies companies technology technology and and turning turning itit into into aa weapon weapon system system that that performs performs aa military military mission mission and and fills fills aa capability capability gap gap 15

Formal Process Awareness Clausewitz Discover Involvement Qualify Inform Diagnose Design Differentiate Propose Close William R. Clemons President Deliver Client Involvement 16 opportunities We We use use aa process process to to develop develop business business rather rather than than happening happening across across opportunities

Support to Marketing Efforts Message clarification and focus Can look like a regular employee Business cards Email address Visibility in local target markets Identify and qualify opportunities before bringing them to the company Follow-up coordination and liaison as a company rep as needed Attendance at conferences and local business functions Identification of business opportunities R. Clemons developing marketing message Assist in William President

Advantages We provide advance knowledge of opportunities before they are officially announced Most of the details are worked out before the proposal is written Our direct contact with the Government customer provides us insight into what they say and put on their slides Trust is important – PMs want their project on time and on budget, having someone to blame afterwards does not help We know the quirks and personalities of the individuals involved the unwritten rules We knowWilliam R. Clemons in a language the customer We communicate President understands 18

Awareness Detailed meeting reports Weekly e-mail reports if desired Monthly written reports Written schedule when visiting Huntsville Detailed invoices Track daily activities on Twitter www.linkedin.com/in/buckclemons William R. Clemons President 19

Conclusion Redstone Arsenal has a thriving defense industry that is expanding A local consultant is affordable and provides for a better relationship with the customer We can provide a recognized and trusted face to interact with your customer Thanks for your time Questions? Next steps William R. Clemons President 20