Remember you are also competing against all the other hunters first…

Easily the best metaphor for Defense Sales, though remember you are also competing against all the other hunters first…

I had a chat yesterday about what advice I would give to the defense industry, and if I had to distill all my thoughts down to just one piece of advice it would be this metaphor. You must be prepared for the marathon, that is what beats the competition, but then you must deliver on the hunt of the game. It’s all about the ability to go the distance while also executing at skill. Those tasks are supremely difficult to execute in parity, and have multiple ways of finding your failures of preparation and determination.

Honestly there are more lucrative, easier, and impactful industries to do business in. Some people just like the challenge. Some people just like the mission. Some people just like the people. Regardless of your reason, know the hunt you are in, if you intend on executing it to success.