$ZENA CEO Shaun Passley on LinkedIn: Often defense technology companies wait for the RFP before they start building. By then, it is already too late.
https://www.linkedin.com/feed/update/urn:li:a...BB8PM5z5Tk
I have watched this pattern play out repeatedly. A contract opportunity opens, and companies scramble to respond, pulling in partners and rushing to demonstrate capability. And they lose to the companies that had already prepared long before.
Defense procurement is not a sprint. It is a long-term strategy. The companies that win do their research and show up before the contract exists. They build relationships before there is anything to win. They develop capability before the requirement is written. They secure the IP before the product ships. They validate in the field before anyone asks for proof.
That is my approach to building companies: not quarter to quarter, not announcement to announcement. Each decision positions us for where procurement will be in two or three years.
The gap is not a problem to solve later. It is where the real work happens.
#DefenseTech #DefenseProcurement #Leadership #AutonomousSystems #ZENA
https://www.linkedin.com/feed/update/urn:li:a...BB8PM5z5Tk
I have watched this pattern play out repeatedly. A contract opportunity opens, and companies scramble to respond, pulling in partners and rushing to demonstrate capability. And they lose to the companies that had already prepared long before.
Defense procurement is not a sprint. It is a long-term strategy. The companies that win do their research and show up before the contract exists. They build relationships before there is anything to win. They develop capability before the requirement is written. They secure the IP before the product ships. They validate in the field before anyone asks for proof.
That is my approach to building companies: not quarter to quarter, not announcement to announcement. Each decision positions us for where procurement will be in two or three years.
The gap is not a problem to solve later. It is where the real work happens.
#DefenseTech #DefenseProcurement #Leadership #AutonomousSystems #ZENA
1
