We have helped mid-sized marine companies sell products and services to marine companies across a broad spectrum of products that include high speed composite ferries, deck winches, and hull stress monitoring systems. We provide assistance to clients selling systems or subsystems for ships, boats, helicopters, unmanned vehicles, and offshore wind systems and services (see our dedicated page). We also provide guidance with marine cybersecurity, enterprise-scale software, and strategies.
Marine – Ship Outfitting
Many on our team have commercial marine licenses, and some have served in command of ships, and some oversaw fleets of ships or boats. We help clients with advance planning and troubleshooting. We help them analyze the competition to find new ways to improve.
We provided guidance to a small U.S. shipyard requiring information on regulations and government contacts enabling it to build and sell high-speed composite ferries. We assisted a small European company looking for a larger U.S. partner as it strove to sell its oceanographic and marine deck winches and cable systems. We have helped a global manufacturer of hull stress monitoring systems search for new clients in the cruise lines and the Great Lakes shipping companies.
Our FAA-certified pilots have helped commercial clients decipher FAA regulations and identify key contacts in government and industry. They bring their expertise to trade shows, analyses, and meetings and they have operated in and can connect you with people and industries ranging from the Gulf of Mexico to the Beaufort Sea. Our military SME’s have assisted with flight deck and hangar design.
Marine Cyber and AI
Our experts have guided the U.S. government in setting cyber policy. Some of them have operated offensively and defensively, and some currently teach in top Universities. The increased level and sophistication of cyber-based attacks on companies and organizations has elevated the need for a commensurate level of protection.
This need has led to requirements and procedures for compliance in the Payment Card Industry (PCI) of the financial sector, requirements to meet the Health Insurance Portability and Accountability Act (HIPPA), the U.S. Cybersecurity Maturity Model Certification (CMMC) program for suppliers selling to the U.S. government, and Europe’s General Data Protection Regulations (GDPR). All of these extend across the marine realm, and we can assist any mid-sized company develop a cybersecurity program that will result in a mature culture of cybersecurity and risk management.
We also guide clients in the proper and appropriate use of artificial intelligence, allowing them to gain the advantage without wasting resources.
We have helped small and large companies sell products and services to the U.S. Coast Guard, U.S. Navy, U.S. Marine Corps, NOAA, MSC, and MARAD. Our team has helped generate winning proposals for clients designing and selling Navy and Coast Guard ships and subsystems for their Navy and Coast Guard ships. We have helped acted as agents and advisors for clients who sell products and services including radars, davits, winches, and hull stress monitoring systems to the U.S. government.
Selling to the U.S. Coast Guard
We understand the U.S. Coast Guard cutters (ships) and aircraft currently in use. We know a great deal about the assets that are planned and needed. In many cases we know the people that will be making the key decisions. In all cases we understand their budget timing and fiscal constraints; we can help clients achieve maximum timing impact, so they avoid wasting time and money.
We guided Eastern Shipbuilding Group through all steps from notion to product end development to win the Offshore Patrol Cutter Phase I and Phase II competitions. We helped General Dynamics form and analyze their Heavy Polar Icebreaker proposal (later the Polar Security Cutter). We enabled Saab AB in selling its Sea Giraffe radar system on all U.S. Coast Guard’s Heritage Offshore Patrol Cutters, operating from the equator to the Beaufort Sea. One of our clients sells hull stress monitoring software used on all the Fast Response Cutters.
Selling to the U.S. Navy
We helped Saab AB transition its sales efforts to Saab Defense & Security USA LLC out of Syracuse, New York. In the process we helped them sell the Sea Giraffe AMB multi-role surveillance variant (AN/SPS-77) to the U.S. Navy’s Independence class Littoral Combat Ship (LCS) and the Sea Giraffe AMB shipboard air traffic radar variant (AN/SPN-50) to the U.S. Navy’s Nimitz class aircraft carrier (CVN), the U.S. Navy’s Wasp class amphibious assault ship (LHD), and the U.S. Navy’s America class amphibious assault ship (LHA). The Sea Giraffe AMB Multi Mode Radar (MMR) variant went to the Hershel Wilson Expeditionary Sea Base (ESB-4) class ship operated by the U.S. Military Sealift Command and the U.S. Navy´s Independence Class Littoral Combat Ships.
Selling to NOAA
We know which ships NOAA is using, what ships they are building, and how and where their ships are used. We have worked with several clients as they endeavor to sell winches, davits, and hull stress monitoring systems. We recently worked with a Maine company as they introduced an Arctic buoy system design to both NOAA and to the U.S. Coast Guard.
We search for innovative ways to provide our customers with a competitive edge by connecting government with industry and connecting people, ideas and tools to get things done. That’s part of our winning strategy.
Gene Bojarski, Saab Defense and Security, 10/2/17 (after winning a major U.S. Navy/U.S. Coast Guard contract)
“Your professionalism, prodding, insight, customer briefs, customer meetings, tradeshow interactions and phone calls were all important elements. It has been a long haul and your efforts are very much appreciated. Now, we will work to provide your former shipmates and our Coast Guard with the best possible system.”