Case study: Mia workshops help global tech company with approaching government

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“We gained invaluable insight into what government truly wanted from our company. We needed to tailor our conversation depending on our specific audience.”
— Jason Judd, formerly Lockheed Martin

With the goal of extending a successful Federal Government business portfolio into State Government, Jason Judd, former Business Development Analyst for global security and aerospace company Lockheed Martin, realised he needed to tailor his approach differently.

To develop his new strategy for approaching government, Jason completed Mia’s Creating Business Opportunities with Government workshop. As a direct result, Lockheed Martin was invited to participate in more than one Victorian Government ICT program, and made it into the mix for winning a large ICT project.

Jason Judd, formerly with Lockheed Martin: now understands how to create a core plan for approaching government
Jason Judd, formerly with Lockheed Martin: now understands how to create a core plan for approaching government

“During the course, it became clear we had some blind spots in our approach to the Victorian Government and we gained invaluable insight into what they truly wanted from our company. We needed to stop talking ‘defence language’ and tailor our conversation depending on our specific government audience.”

Another revelation was how the right conversation can help steer negotiations in a mutually beneficial albeit different direction. “I didn’t realise how much flexibility could be available in a government tender. The course taught us how and when to do this by helping us understand how government works.”

Jason also completed Mia’s paired Complex Tender Writing course, which highlighted the areas where Lockheed Martin could improve. “It became evident we were not clearly articulating our experience in our written tender responses. The course has transformed our approach to responding concisely and answering the question.

“I found the workshop sessions to be fun, constructive and tailored to the needs of the group. Deirdre took the time to work with all participants directly, and used her own experiences with government to provide insightful feedback. I enjoyed working collaboratively with the small group, and forming trusted connections, who are now part of my Peer Review process.”

Having moved into a new role in a different company, Jason confirms the course has important transferrable skills. “The course has made it easier for me to step into a new role and understand how to create a core plan for approaching government. I now understand where government is coming from.”

 

Mia will deliver the Complex Tender Writing workshop in 2016 on Thursday 8 September. Visit our EVENTS page for further dates and information about Mia workshops.

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