Defence Operational Training Capability (Air) (DOTC(A)) Core System and Services (DCS&S)

Our client is a US ‘top five’ (by revenue) aerospace and defense technology company with 90,000 employees and an annual revenue in excess of $30 billion.

The Challenge

Our client delivers distributed live, virtual and blended collective training for military aircraft across the United States. They wanted to offer the capability to the Royal Air Force who were keen for a solution that could be regarded, as far as possible, as a UK sovereign capability. The proposal would be prepared in Orlando, but had to look and feel like it was written by the British, for the British.

The client needed a proposal that stood out from those of their competitors and had a distinctly British look and feel.

The Solution

The core of the team comprised Salentis’ most experienced Americas professionals, led by our most experienced proposal manager and supported by a writing pool with US and UK professionals based at the client’s offices in Orlando. The finished proposal of more than 1,000 pages was produced and printed in Bristol with the proposal manager and publishing lead checking every page. Salentis supported delivery by hand to the MOD with time to spare.

• Mixed US and UK bid team delivered what was, by design, a US technical solution with a UK feel
• A Salentis System proposal integrated with client governance processes
• Salentis oversight of every stage of final production
• Disciplined team leadership meant there was no requirement for weekend work, all-nighters or any other bid chaos

The Impact

The proposal was assessed by the UK MOD as “the best by some margin”.

Article published: January 2021