Ride a prime, the right way
Why it matters: Primes hold the programs. They want fewer problems, not more partners. A narrow offer that closes a gap they already have is long to land, but sticky once in.74,75,83,11
- Pick a program Name a program and its holders, such as the Navy (NAVAIR) UAS ISR ordering agreement holders, or Drone Dominance munitions providers.
- Find the gap A compliance or delivery gap they already have: motors, radios, payloads.
- Bring proof Test data, Blue status, lead time.
- Send Template D A short email to the program or supply-chain lead.
- A named example The Navy's UAS intelligence, surveillance and reconnaissance (ISR) services orders go to four Basic Ordering Agreement holders: Insitu, AeroVironment, Shield AI and Textron Systems.83
- What lands "Let's partner" emails get ignored. One named program, one gap you close, one proof point.
What this means for you
Primes buy de-risking. Lead with the gap you close on their program, not with your company story.
Next step: Pick one program, name its lead, and draft Template D on the next pages.
Templates for this door
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