This page identifies the key business development costs companies should plan for when building a business development strategy for the U.S. Department of War.
Breaking into the United States Department of War (U.S. DoW) market is a strategic move that requires a well-structured plan and a realistic budget. From compliance costs to relationship building, Canadian businesses need to resource their campaign for success.
Use this checklist to identify the key investments you’ll need to make to launch an effective U.S. DoW strategy.
U.S. DoW Market Entry Budget Checklist
Market Research and Strategy
- Market and competitive intelligence, contract pricing
- Experts to advise on doing business with the U.S. DoW
- Legal/Regulatory experts for compliance, certifications, export/import rules
Marketing and Branding
- Developing a capability pitch deck that focuses on solutions to specific buyer needs/problems
- Supporting marketing materials such as capability statements, brochures, case studies and website pages
- Sales employees (in-house or local reps/agents) focused on building relationships with US military contacts and identifying opportunities
Business Development and Sales
- Sales employees (in-house or local reps/agents) focused on building relationships with US military contacts and identifying opportunities
- Training on how to do business with the U.S. DoW
- Travel to visit key contacts, U.S. DoW industry days during the year
- Professional proposal writing (in-house or outsourced) and bid support
Partnerships and Networking
- Sales employees (in-house or local reps/agents) focused on building relationships with US military contacts and identifying opportunities
- Training on how to do business with the U.S. DoW
- Travel to visit key contacts, U.S. DoW industry days during the year
Compliance and Administrative Overhead
- Costs for facility security clearances and personnel security clearances
- Upgrades to IT systems, audits, certifications, and continuous monitoring to meet cybersecurity compliance (CMMC, NIST 800-171, ITAR/EAR)
- Specialized accounting software and audits to meet FAR/DFARS cost-accounting standards?
- Insurance for liability, errors, omissions and defence contracting-specific coverage