Advisory & Consulting

Overview

I work with a small number of clients at any given time — defense primes, Tier 2/3 manufacturers, and emerging defense technology companies navigating how to grow, qualify, and execute inside the U.S. defense industrial base.

My background spans nearly two decades inside Raytheon, Lockheed Martin, Emerson, and Hadrian — across engineering, program management, and enterprise sales. I understand how programs are sourced, how suppliers get qualified, how procurement decisions actually get made, and where most companies lose deals or stall execution.

Engagements are practical and operator-oriented. No deck-heavy strategy work that sits on a shelf.

What I Work On

• Go-to-Market Strategy for Defense Suppliers
  Positioning, target customer identification, and BD motion design for Tier 2/3 manufacturers and new entrants trying to break into prime contractor supply chains.
• Enterprise Sales & Deal Structure
  Support for complex, long-cycle production agreements — structuring deals, navigating internal procurement processes, and building relationships at the right levels.
• Program Execution & Supplier Alignment
  Helping primes and integrators close the gap between demand requirements and what their supplier base can actually deliver — capacity planning, qualification timelines, and rate ramp readiness.
• Industrial Base Advisory
  Strategic counsel for investors, founders, and operators building companies in defense manufacturing and advanced production — market landscape, customer dynamics, and competitive positioning.

Who This Is For

• — Tier 2/3 manufacturers trying to grow share with Raytheon, Lockheed, Northrop, or other primes
• — Emerging defense technology companies (hardware, manufacturing, autonomy) building their first enterprise sales motion
• — Investors and operators evaluating the defense manufacturing landscape and supplier ecosystem
• — Prime contractor teams working through supplier qualification, rate ramp, or production continuity challenges

Availability

I take on a limited number of engagements — project-based and retainer structures both available depending on scope. If what you're working on sounds like a fit, reach out directly and we can have a straightforward conversation about whether it makes sense.

Contact

krotchie@gmail.com  ·  LinkedIn