Propelling an AI SME into Defence Air & Space
Situation. A Bristol based AI SME had world‑class analytics but limited traction in the highly competitive UK defence‑procurement space. With upcoming MOD air‑and‑space tenders worth £500 M, rapid credibility and a structured bid strategy were critical.
Task. Kona Solutions Ltd was engaged to create a procurement‑advisory framework that would translate the SME AI's commercial technology into defence competitive propositions. The brief demanded an approach that simultaneously met the requirements and showcased differentiated AI capabilities.
Action. Kona mapped MOD air‑and‑space buying cycles, distilled policy documents into a three stage bid‑readiness playbook, and embedded key stakeholders in workshops to hard‑wire insider insight. We then coached the SME AI's capture team through red‑team rehearsals, aligning solutions to the Air Domains Digital Backbone strategy.
Result. Within just a few months, the SME AI solution was pre-qualified on two Category-A frameworks and shortlisted for a £2 million predictive maintenance analytics contract. Thanks to Kona's advisory model, we created funnel forecasts £15 million in new defence revenue for FY 25/26 while reducing bid cycle time by 30%.