M MILITARY SYSTEMS & Technology
WHAT DOES DSEI MEAN FOR A CONSULTING COMPANY DSEi is probably the major Defence and Security exhibition in Europe and arguably North America as well. It has been running for 30 years, others have been running for longer but DSEi has always seemed to have more impact. ntil almost the Eleventh hour this year there was doubt caused by the COVID pandemic as to whether it was going to go ahead. A credit therefore to Clarion Exhibitions that once it was decided to go ahead contingency plans were activated and things went as quickly and smoothly as they did. The consensus was that it was different but nevertheless very successful and in many ways better for being different. Of course there were niggles and things that could have been improved on, entry procedures being but one, but on the whole BRAVO.
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sea you swim in and your life blood. After all your clients are going to be those people. Part of it is catching up on the gossip, part of it seeing who has moved jobs and roles and who is doing what, where and are they progressing and part of it is just remaking old contacts given the restructuring of MOD and the defence industry. Overarching all of this is the need to understand what individual’s viewpoints are and what they believe in be it technical or philosophical issues. When you need to know something you need to know who to discuss it with.
What does a consulting company seek to get out of an exhibition or any gathering of the defence clan? In no order of priority the three most important are: people, helping clients and taking the temperature of defence (and security both big and small i.e. national and local) In addition there are other issues such as what are the corporate machinations going on? Where have the programmes one has not been able to give as much attention as one would have liked got to during the time since the last pan defence get together? Taking a quizzical look at equipment that has been purchased and wondering why, or why in that format?
If people are the life blood understanding defence issues and philosophy, corporate positioning and philosophy and team dynamics are the rocks which channel the flow of water and the ability to swim in the sea. Too often people set out to solve a problem with no concept of the context into which it fits. A fish can be a brilliant swimmer but unless it is swimming where there is food it rapidly gets hungry and weaker and gets eaten. DSEi enabled Lutra to help a number of our clients. Obviously this help had to be tailored to the market position of the client. Equally many people forget that a consultant is just as much doing their job when asked to give advice and that
First and always first people, as a consultant they are the www.militarysystems-tech.com
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