A regular podcast from the perspective of SMEs working in the defence arena.

This month Jamie and Dan discuss sales and the sales function from an SME’s perspective. Why is sales a dirty word?  How important is the Sales function to the success of an SME? What role should sales cover to ensure that the business is well placed to succeed.  What do you need to look for in a sales person?  How do you balance the cost of a successful sales organisation with the ‘lumpy’ nature of large tendering opportunities.

They cover marketing, SEO, brand awareness and the importance of after-sales support.

Dan Bryant

Dan Bryant’s first career was in the Royal Navy where he undertook appointments as a Logistics Officer in surface ships, submarines, UK and international headquarters and training establishments. A veteran of the Iraq War, he left the RN to pursue a career in commercial shipping and logistics. He is the Managing Director of the IWH Group, a consultancy focusing on the Defence, maritime and aerospace sectors.

Jamie Pindard

Since leaving University in 2009, Jamie’s career has been focussed within the Aerospace and Defence market. Starting life as part of an international team within a large defence contractor, he has spent the last 10 years leading the commercial efforts of Artemis Optical Ltd. A growing, high-tech SME within the A&D world.