Defence and aerospace marketing
Business development support for Australian defence and aerospace suppliers, built around capability evidence, panel positioning and content that clears export control and security review before it goes anywhere near the open web.
Where the money moves.
Nobody in this sector buys from an advertisement. A prime's supply chain team shortlists from a capability database, a Commonwealth buyer works from a standing offer panel, and an approach to market lands with a response window measured in weeks against requirements written months earlier. What marketing does here is make sure the company is already known, already assessed and already credible when that window opens. That means capability evidence a supply chain engineer can act on, certification visibility, past performance in a form a cleared reader can use, and a pipeline that does not depend entirely on one trade show a year.
Publishing is constrained, and the constraint is the whole point. Project names, platform detail, customer identity and technical parameters can be classified, commercially sensitive, or controlled under the Defence Trade Controls Act. Writing to that line starts with a releasability conversation before a draft exists, not after it. We write to what is releasable, route drafts through your security officer and export control adviser, and build proof from certifications, DISP membership, facilities, workforce qualifications and process control rather than the detail you are not permitted to say.
The cycle is long and the moments are fixed. Panel refreshes, project milestones, budget updates and the Avalon, Land Forces and Indo Pacific calendar decide when a supplier is visible. Sovereign industrial capability priorities and AUKUS Pillar 2 work have widened the door for mid-tier Australian firms, and the primes are actively hunting local content. For a Head of Business Development the useful measure is not reach: it is whether the capability statement is current, whether certifications and clearances are visible where a prime looks, and whether inbound approaches came from the right kind of organisation.
What we run.
Capability statement and past performance pack
The document a prime's supply chain team actually reads, rebuilt around scope, certifications, facilities, clearances and releasable past performance. Maintained as a live file, so a short response window never begins with a scramble for a current version.
Search visibility for the capability, not the company
Buyers search a process, a material, a qualification standard or a component class. Pages built on those terms, structured so a prime's internal search and an AI answer engine both surface you, turn an unbudgeted search into a supplier enquiry.
LinkedIn as the business development channel
Engineering and project leaders are the audience, and LinkedIn is where they gather. Your technical leads publish releasable process and capability material in their own words, so the company is recognised before the trade show and remembered well after it.
Trade show and milestone campaigns
Avalon, Land Forces and Indo Pacific are the year's fixed points. Stand material, meeting sequences, briefing documents and the follow up that converts a stand conversation into a supplier assessment, planned against the show calendar instead of assembled the week before.
Website and document room your security officer can approve
A site under your control and in your company's name, carrying the compliance detail a prime verifies, with releasability review built into the publishing process and a gated area for documents that should never sit on the open web.
Questions we get asked.
Yes, and the process assumes it from the first draft. Content routes through your security officer and export control adviser before publication, controlled detail never leaves your systems, and everything is built from what is releasable. If a claim cannot be substantiated in an approvable form it does not go in, which usually sharpens the writing.
It is, because the people inside those organisations still search. A supply chain engineer hunting an Australian source for a specific process, a capability manager scoping local content, an analyst confirming you exist before a meeting. Search here is not lead generation. It is the credibility check that happens just before someone puts your name on a shortlist.
The company rather than the project. Certifications such as AS9100 and DISP membership, facilities and equipment, workforce qualifications, process control, quality systems, and past performance described at a level your security officer signs off. Named projects and technical parameters stay out unless the customer has already released them publicly.
Longer than in any other sector we work in, and the plan is written on that basis. Panel refreshes and project milestones set the calendar, so the first measures are position and visibility: capability pages ranking, the right organisations arriving, meetings held at the shows. Contract effect follows the procurement cycle, not the marketing one.
Also in government and defence
Talk to us.
9 services under one team, run against the numbers your business already reports on.
Contact the Ignis Team
Send through your details and we will audit your business before we reply.