Your Influence
‍Shapes the World.

Kongsberg Defence & Aerospace stood as one of NATO's most capable defense contractors, with technology ready for the alliance's most important missions. To grow, the Norwegian company saw the need to compete for major US defense contracts. This meant earning a place inside one of the world's most relationship-driven procurement environments. The company set a clear objective: to build the deep trust with the Pentagon and on Capitol Hill required to become a credible, established partner for the United States. They were ready to write their American chapter and solidify their role within the alliance.

Kongsberg set the vision for its US market entry. We worked alongside the company's leadership to build the calendar that carried it into the world's most important defense market. Together, we architected a federal marketing and government relations strategy focused on sustained engagement. The work required building lasting relationships inside the Pentagon and across Capitol Hill, introducing Kongsberg's leadership and technology to key decision-makers who define US defense procurement. We sat with the executive team to develop a clear corporate position, a precise procurement strategy, and a media plan to reinforce their credibility as a vital NATO ally. This disciplined, multi-year campaign of direct engagement established the trust necessary for consideration on major contracts. The work also included government relations support that helped open doors for Kongsberg's sales to European partners.

Kongsberg's work earned them over $23 billion in US defense contracts, establishing the company as a core NATO partner for American procurement programs. The relationships they built in Washington also supported their growth across the alliance. Denmark acquired Kongsberg's NASAMS air defense system in a 500 million euro contract, becoming the 14th user nation. Norway followed, acquiring additional NASAMS technology to strengthen its own national defense. Today, Kongsberg is a trusted technology provider to the Pentagon and operates as a key industrial partner to the US and 13 other NATO-aligned nations, supplying critical air defense capabilities across the free world.

Force Protection saw an urgent need to protect allied soldiers from IED attacks in Iraq and Afghanistan. The moment called for a new class of blast-protective vehicles, creating an opening for a specialized provider to enter the defense sector. The company was founded to meet this demand, ready to build a brand from the ground up, supply Mine-Resistant Ambush Protected (MRAP) vehicles to the US government, and pursue a public offering. The vision was to establish a new defense technology platform that would save lives on the battlefield and build a durable, publicly traded enterprise.

Force Protection set the mission; we helped build the company that could carry it. Together we established the 'Force Protection' name and a complete corporate identity, creating the narrative and visual foundation for a new defense prime. We worked alongside the executive team to design and execute its direct engagement with the Department of Defense, securing critical briefings at the Pentagon and arranging vehicle demonstrations at military installations. This supported the company's procurement strategy for its MRAP vehicles. The direct engagement was matched with a public relations calendar built to earn credibility with defense-tech press and establish executive positioning through media placements and industry conference appearances. Our work extended into capital markets, where we developed the investor narrative and prepared roadshow materials to support the company's IPO. To build a broader cultural footprint, we secured the product placement of its 'Bone Crusher' vehicle in a major film and managed the subsequent international toy licensing deal with Hasbro.

Force Protection grew from a concept into a major, publicly traded defense contractor, supplying its life-saving MRAP vehicles to the US government at scale. The company's market entry was marked by its first contract for the Buffalo mine-protected vehicle, quickly followed by a landmark $490 million contract from the US Marine Corps for 1,000 Cougar vehicles. Its reputation for safety was solidified after a report documented zero fatalities across 300 IED attacks on its Cougar vehicle in Iraq, leading to significant follow-on contracts. The company also achieved cultural recognition when its Buffalo vehicle appeared in a major motion picture, which led directly to a licensing deal with Hasbro. General Dynamics later acquired Force Protection.

Franklin Covey owned one of the world's most recognized leadership-development frameworks. The company held a General Services Administration (GSA) schedule, a direct path to federal buyers, but its public sector work remained sporadic. The United States government, the nation's largest employer, carried a constant need for leadership development to run its most complex missions. Franklin Covey was ready to break into the federal education and training space at scale, turning its GSA schedule from a passive tool into a proactive channel for reaching thousands of agency leaders, training officers, and procurement officials across the entire federal enterprise.

Franklin Covey set the vision; we operated as their Washington, D.C. office, serving as the on-the-ground team that helped them navigate federal contracts and break into the federal education space. The work began by mapping the federal training landscape, studying agency strategic plans and budget documents to find commands with stated leadership goals. From this intelligence, we built a targeted engagement plan focused on agency training officers, human capital leaders, and contracting officials. Together we developed a library of federal-specific materials, including capability statements for solicitations on SAM.gov, translating the framework's value into the language of government program managers. Our teams scheduled and led hundreds of introductory briefings, presenting the curriculum as a solution to workforce challenges like retention and succession planning, and represented Franklin Covey at federal human-capital conferences.

Franklin Covey now operates a permanent and predictable federal business development function, with a direct channel to a multi-billion-dollar market. Its sales team receives a continuous flow of qualified opportunities from a wide range of federal organizations, including major cabinet-level departments and independent agencies. Armed with high-value intelligence, they engage senior federal buyers, which shortens the sales cycle and increases the probability of winning. The company successfully broke into the federal education space, translating its commercial prestige into a strong public sector position and building a durable revenue stream that was previously inaccessible. The federal government became a core, strategic market for Franklin Covey's most valuable intellectual property.