In the lead up to Singapore Airshow 2024, AAIS organised a seminar on 25 January 2024 to prime our members and exhibitors on the changes to the aerospace procurement landscape, and the strategy for winning new business. ‘Unlock Procurement Wins: Strategies for Suppliers’ was well-attended despite the inclement weather and also offered yet another good opportunity to network with other members.

Chris Hampden from ArcBlue Consulting shared how commercial aerospace procurement had evolved. He noted how multiple events in recent times had disrupted the supply chain to varying degrees, including wars, political and economic tensions, the pandemic, resource shortages, closure of shipping routes, etc.  All this had increased business and operational risks for global manufacturers. Chris described how this translated into new priorities for supply chains, such as achieving a balance between global vs regional suppliers, cost effectiveness vs low cost, optimised inventories vs lean inventories, and derisking through multi-sourcing.

Amy Lees from Shipley followed up with anecdotes from her extensive experience in bid and account management to discuss techniques for suppliers to determine their competitive position, and to communicate their offer in such as way as to increase the chances of success. She pointed out that a proactive approach was needed to engage potential customers on their needs and to pre-position one’s business for the eventual procurement exercise.

The seminar concluded with a panel discussion on the practical aspects of responding to the insights shared. We thank Chris and Amy, and all participants for their active engagement.

For those who missed the event, video recordings of the seminar will be posted when ready.