Client
The success story below refers to “Company X” and “transmission” in order to maintain partner confdentiality.
When you work with me and Mauriteft Consulting, trust and confdentiality are taken extremely seriously.
Grainger and Worrall (GW), a global leader in sand casting complex metal shapes, engaged me as a consultant in January 2021.
Mauriteft
The Challenge
The automotive market is moving towards electrifcation and the demand for internal combustion engines (ICE) and gearboxes has declined.
GWA needed to supplement the reduction in (ICE) orders with orders in lightweight frames, chassis, and electrifcation.
As an existing supplier, they understood the diferent economic cycle of the Defence world, but they wanted to fnd ways to expand further in the market.
The Process
1. Assess capabilities
First, I assessed GW’s business strengths. These included:
Rapid prototyping
Low volume
High precision
Aluminium
Development
New Product Introduction
2. match capabilities to MOD spending priorities and programmes
I assessed GW’s capabilities against the UK military’s (across Army, RAF and Navy) spending priorities and major programmes. These are detailed in the:
Integrated Review
Integrated Defence Review
The Defence Command Paper
3. Identify opportunities in supply chain
I fne-tuned the programme list to major and sub assembly providers, tier 1 and tier 2 companies. Then I began to contact them to discuss possible options, pinch points and where GW may be able to support their needs.
4. Establish partnership
Through my network I made contact with Company X. They had a particular set of requirements for their “transmission”, in its later stages of Technology Readiness Level (TRL6) and moving to TRL7. They were seeking a partner to productionise components through to TRL8.
I applied for and succeeded in getting JOSCAR (Joint Supply Accreditation Register) approval for GW. JOSCAR is used to determine whether a supplier is “ft for business” and was essential to be able to supply Company X.
The Result
Company X placed an initial order for a small batch of prototype parts, with a critical need for short lead-time. GW met this at the acceptable price and with excellent quality.
The programme is now moving into its next phase of Low Rate Initial Production (LRIP).
We are now having conversations with Company X about providing cutting edge technology that will transform how military land vehicles can operate from a reliability, manoeuvrability and speed perspective.
These are early days but exciting times! This is an early win which will lead to multi-million-pound contracts in the coming years. Strategy in action.