Stu and Georgina

Advance to Contract

Education EN ↓ 5 episodes

The podcast where where we explore how SMEs can break into, engage with, and secure contracts in the UK Defence sector. Join us as we share insights, strategies, and real-world experiences to help you navigate this complex but rewarding market.

Author

Stu and Georgina

Episodes

The Innovation Trap 19.06.2026 31:52

In this episode, we’re looking at a common issue within Defence – getting a technology solution across the valley of death. In other words, how to best prepare to exploit your product offering for commercial success.

How a buyer trusts a supplier – building a credible offering 20.04.2026 22:04

Today we are talking about how MOD decides whether to trust an SME, and how that judgement shows up in bids. We focus on how trust, clarity, and risk perception are formed, before we get into the mechanics of a technical proposal in the next episode.

What Does a Good Technical Proposal Look Like? 19.03.2026 44:15

In this episode we’re tackling one of the biggest determinants of success in Defence procurement - how to craft a compelling, credible, and competitive technical proposal. In other words, what separates the bids that win from the ones that don’t.

From Capability to Credibility (Preparing for Market Entry) 20.01.2026 49:22

In this episode, we explore how businesses can translate their product or service from other sectors into defence, covering key considerations, common challenges and practical steps for success.

The Gatekeepers and the Gate 22.12.2025 1:02:00

In this debut episode, we dive into the journey of small and medium-sized enterprises (SMEs) entering the Defence sector. One of the biggest hurdles many face is winning that elusive first contract. But why is it so challenging? We explore the barriers to entry, from understanding where to start, to identifying key stakeholders, to aligning your offerings with Defence's unique needs. Along th...