New Aerospace Development Program Earns $6.5M
Situation at Hand
A leading Avionics supplier was under contract with an OEM to displace the existing supplier of a core product in the cockpit. A well-constructed schedule was critical to properly transition to the new aerospace development program. To summarize, a late development of key milestones without an immediate recovery, resulted in impacted aircraft deliveries with a commensurate revenue loss of $8-10M per week.
Problem to Solve
One of the many problems the company faced was the continuous change in customer requirements. For example, technical challenges were on the rise as resource availability grew slim. Then, the company discovered more and more challenge in Supply Chain and Operations and TSO Certification. In conclusion, with the growing number of problems and challenges, it was crucial to boost customer confidence throughout the execution of the new aerospace development program.
Approach and Solution
We negotiated an agreement with the customer to affirm the requirements freeze date. First, engineers were redirected from other programs and a specialist was secured to resolve critical EMI issues. Furthermore, long lead time parts were ordered and low-risk components began being built before design completion. Then, an agreement from the FAA Aircraft Certification Office (ACO) was secured for staggered submittals. Lastly, the customer received a revised plan and frequent performance updates that convinced them that the product would be certified and delivered on time.
1-month certification…rather than the typical 3-month duration
$6.5M in incremental sales…due to a full launch of a significantly improved product
100% satisfied customers…which led to contractual commitments and new opportunities