Breaking into the defense industry can be challenging, but the Department of the Navy is adapting its acquisition process, presenting opportunities for agile companies that solve real problems.
A Shift in Acquisition Posture
With constrained budgets and the need for advanced capabilities like software, AI, and unmanned systems, the Navy is prioritizing speed and innovation. If your technology enhances speed, intelligence, lethality, or survivability, the Navy wants to collaborate with you.
Four Steps to Success
Here’s a four-step guide to navigate the system and deploy your capability to the fleet rapidly:
1. Solve A Real Problem
- Identify Lethality Gaps: Focus on addressing observed weaknesses or unfilled requirements, investing in research to connect mature solutions to valid needs.
- Suggest Divestments: Identify potential budget offsets by showcasing how your capability enables the Navy to divest from legacy systems or avoid costly processes.
2. Build And Align To Your Network
- Engage with Leadership: Attend trade shows, summits, and industry days to connect with program managers, requirement officers, and fleet experimentation leads.
- Align with Priorities: Understand the priorities of your mission area sponsors and engage with groups like the Surface Navy’s Surface Requirements Group (SURFRG).
- Understand Decision-Making: Identify the organizations with acquisition authority and funding control, such as Program Executive Offices (PEOs) and OPNAV resource sponsors.
3. Get Smart On How To Get Funded
Explore funding vehicles like:
- APFIT: Direct procurement for transition-ready tech, considering software-only solutions.
- SBIR: Proof of concept and prototype development with commercialization opportunities.
- TACFI/STRATFI: Bridge between SBIR and scaled production, requiring matching funds.
- DIU CSO: Rapid prototyping contracts using Other Transaction Authority to address service needs.
- Fleet and Type Commander Engagement: Leverage Operations & Maintenance, Navy (OMN) accounts for pilots, depending on budget categorization.
4. Stay Funded
- Align to a Validated Requirement: Write new requirements to ensure the Navy stays ahead of adversaries.
- Justify Inclusion in the POM: Advocate for your technology’s prioritization in the Program Objective Memorandum.
- Ensure Holistic Funding: Include costs for lifecycle data, tech refresh plans, and training.
- Recommend Divestments: Highlight how your technology enables budget savings through divestments.
A Call to Action
The path may not be easy, but it’s rewarding for industry partners and sailors alike. If you solve problems, build relationships, secure funding, and plan for sustainability, you can make a significant impact. The Navy seeks bold, agile partners who can solve warfighting challenges.
