10/09/2026
Winning the contract starts long before the opportunity is released.
Last week, Ashley Landes, CPA, Director at Badger, joined defense industry leaders STATION Austin for Mission Ready: Compliance, Comms & Capital for Defense Tech, hosted as part of the Dual Use Academy.
The conversation brought together perspectives across accounting, compliance, communications and growth to explore what emerging defense companies need to build credibility and compete effectively.
A few themes stood out:
• Know the problem you solve. Complex technology still needs a clear explanation of what it does, who needs it and why it matters.
• Differentiate beyond the technology. As technology evolves faster, competitive advantage may increasingly come from how a solution is implemented, supported and operationalized.
• Build visibility before the opportunity appears. Relationships, credibility and positioning should start well before an RFP or funding opportunity is released.
• Know who you are talking to. Understanding the organization, decision-makers and mission requirements is critical before making the pitch.
• Use AI thoughtfully. AI can be a powerful tool, but relying too heavily on it for proposals and capability statements can create generic messaging or claims that do not accurately reflect your capabilities.
For growing defense companies, being “mission ready” means more than having great technology. It means having the financial systems, compliance infrastructure, positioning and relationships in place to pursue opportunities and successfully execute once you win them.
Thank you to Joy Schoffler and Samantha Brown of Distinctive Edge Partners, Amanda Merced of Berry & Partners, and everyone who joined the conversation at STATION Austin.