The power of intelligence: defence contractor focus

Chart | Tracker Spend AnalysisSummary: Rachael Simpson from Tracker, the leading business intelligence and tender solution, looks at how developing an understanding of the defence marketplace can lead to success for your business.

For organisations looking to sell to the defence sector, one of the most important ways of ensuring you secure that crucial competitive advantage is through gaining a thorough understanding of the opportunities up for grabs in the marketplace.

By understanding your sector, your region, your competitors and your own organisation’s strengths and weaknesses, you can make sure that every opportunity you go for is the right one for your company.

Defence suppliers come in all shapes and sizes

The UK defence industry is massive, but the Ministry of Defence buys more than just military equipment. Goods, works and services of all types go to make up the MOD’s annual procurement spend of £16 billion, and some suppliers and service providers may be more surprising than others.

For example, in the period July 2012 to July 2013, a major supplier to the defence sector was Barclays Bank Plc. The majority of this spend followed the launch of Barclays’ Government Procurement Card, a commercial charge card for public sector employees. However, in April 2013 a sum of £31,324.30 was awarded to Barclays for the transportation of personnel and freight and associated travel expenses.

The power of business intelligence

Barclays Bank may not be the most obvious supplier to the Ministry of Defence, but this is a true testament to the variety of opportunities which are available to suppliers to the public sector who are willing to seek them out.

Using this type of detailed information about your marketplace, you can begin to tailor your procurement practices to the requirements of the industry and keep abreast of all the changes in your sector. In such a competitive environment, the organisation which can move with the needs of the market can position itself one step ahead of its rivals.

The data in this article was compiled using the business intelligence tool, Spend Analysis Pro, available with the Tracker Advance business solution.

Defence opportunity and insight in the DSS Yearbook 2013

plane_45132127For suppliers large and small to the defence industry, the Defence Suppliers Service 2013 Yearbook contains the exact intelligence you need to ensure you keep up to date with developments in the industry.

The Yearbook gives you information on everything you need to succeed in the year ahead, including details of DE&S project teams, prime contractor listings and key industry contacts.

The 2013 edition also offers insight into the defence industry through features from some of the key decision makers in defence, including Philip Dunne, Minister for Defence Equipment, Support and Technology; Gilbert Nockles of UKTI DSO, and Mike Maiden from Northern Defence Industries.

Despite the well-publicised and widespread fiscal challenges facing the UK, the latest statistics from the Public Expenditure Statistical Analyses 2012 show a healthy defence and security marketplace. Using data obtained via Tracker Spend Analysis, the DSS Yearbook breaks down UK defence spending for the last full financial year, while also giving expert projections on the future spend patterns for 2013/14 in the Spend Analysis feature.

The Yearbook is your resource for the most up to date contact details for the all-important sub-contracting opportunities you need to grow your business with the defence industry.

As a valued MOD Defence Contracts Online customer, you can take advantage of an exclusive 20% discount by purchasing the 2013 Yearbook today for just £60 (RRP £75). To reserve your copy, please visit the booking page