Business Development
We Turn Market Opportunities into Qualified Business Opportunities
Identifying, developing and converting commercial opportunities in Brazil and Latin America, from the first conversation through capture and proposal to a contract in operation.
- 01Market Access
- 02Business Development
- 03Licensing
- 04Localization
- 05Industrialization
The problem
Pipeline in these sectors is built, not harvested
In aerospace, defense and critical infrastructure, pipeline does not come from campaigns. It comes from understanding a customer's program, being present while the requirement is still forming, and holding the relationship across the quarters it takes to mature.
Remote, part-time coverage rarely survives that timeline. Momentum built on a visit dissipates before the next one, and by the time a tender is published much of the outcome has already been decided.
Business development here is continuity: the same senior person in the room, quarter after quarter, carrying your name at the level the conversation requires.
Business Development
What business development covers
Nine areas spanning the full commercial cycle, from first contact through to contract and account growth.
Opportunity Identification
Programs, budgets and requirements found while they are still forming, not after they are published.
Strategic Account Development
Account plans for the targets that justify one, with objectives, stakeholders and a measurable position.
Customer Engagement
A working meeting program, in person, with the technical and commercial levels that decide.
Partner & Distributor Development
Candidates assessed on demonstrated capability rather than promises, and structured so performance stays measurable.
Government & Institutional Engagement
Armed forces, agencies, regulators and institutional buyers approached in the terms they actually use.
Capture Management
Positioning, teaming and the compliance case built in the months before the tender exists.
Bid & Proposal Support
RFI and RFP analysis, a requirement-by-requirement compliance matrix, and proposal strategy through submission.
Contract & Commercial Support
Negotiation support through award, and the commercial terms you will have to live with afterwards.
Technology Representation
Your technology represented accurately to buyers who intend to test it, by someone who can hold the technical conversation.
In detail
Business Development
Build qualified opportunities and establish strategic relationships with customers, partners and stakeholders.
In aerospace, defense and critical infrastructure, pipeline is not generated by campaigns. It comes from understanding a customer's program, being present while requirements are still forming, and holding the relationship across the quarters it takes to mature. Remote, part-time coverage rarely survives that timeline. Momentum built on a visit dissipates before the next one.
What it covers
- Opportunity identification
- Lead generation
- Account development
- Stakeholder engagement
- Customer meetings
- Pipeline development
What you get
- 01A qualified opportunity pipeline, with the basis of qualification made explicit
- 02Account plans for the targets that justify one
- 03A working meeting program with customers, partners and integrators
- 04Stakeholder mapping down to the technical and procurement levels
- 05Reporting that drops into your CRM and your internal reviews
- 06Regular pipeline reviews with your commercial team
When it fits
- You have a target list but no reach into it.
- Your team visits once or twice a year and momentum dies between trips.
- Opportunities stall after first contact and you cannot see why.
Capture & Bids
Transform complex opportunities, RFPs and tenders into structured commercial strategies.
Public and large private procurement in Brazil is procedural and unforgiving. The work that decides the outcome happens in the months before the tender is published: understanding the requirement as it forms, positioning against the alternatives, assembling the right partners, and building the compliance case. By the time an RFP is public, much of the result is already determined.
What it covers
- Opportunity qualification
- Capture strategy
- RFI/RFP analysis
- Bid coordination
- Proposal strategy
- Negotiation support
What you get
- 01Bid / no-bid qualification with the reasoning written down
- 02A capture plan covering positioning, partners and the compliance case
- 03Competitor assessment and realistic win-probability judgement
- 04Teaming and local-content strategy where the tender requires it
- 05RFI/RFP analysis and a requirement-by-requirement compliance matrix
- 06Proposal strategy, narrative support and negotiation support through award
When it fits
- A tender is coming and you need to decide whether to pursue it.
- You must meet local content or local partnership requirements.
- You have bid before in the region and not understood why you lost.
From a target list to a signed contract.
Have a target list and no reach into it?
Tell us who you are trying to reach, and we will tell you what it takes to get there.