From 'what does your company do?' to 'we need to know what you're working on'
The Federal Aviation Administration's preferred provider of air traffic radar surveillance communication technologies had carved out a lucrative niche. Despite its technological prowess, it remained largely reactive to the giant aerospace companies dominating the industry and the government contracting process of the FAA.
This examination led Third Coast to design and implement of stricter standards for new business opportunity consideration, a more robust early warning intelligence operation to get atop emerging opportunities, new campaigns aimed at raising the company’s profile and presence within the governing bodies and standards organizations which shape requirements programs, more focused and aggressive trade event participation and advertising, and more effective prospecting and lead generation programs.
The result was a dramatic increase in focused, accountable sales activity and a more proactive marketing posture. The company is now the FAA’s preferred provider of surveillance data communication technology and sales volume has grown 35% since commencement of the engagement, which is now in its fourth year.