Creating a Commercial Bid Management Function For A Leading Defence Company

Client: A Leading Defence Business

Duration: 3 Months

Objective: To identify and place top-tier candidates from the defence industry for the roles of Commercial Director and Head of Bids, ensuring the selected individuals possess the expertise and strategic vision required to drive the company’s growth and competitive advantage.

Overview: Our client, a prominent defence contractor, sought to fill two critical positions: Commercial Director and Head of Bids. The objective was to secure leaders with proven track records in commercial management and bid strategy, who could navigate the complexities of the defence industry and contribute to the company’s strategic goals.

Additionally, the business aimed to increase sales and develop a new capability within the organisation to support this objective.


  • The defence sector’s stringent regulatory environment required candidates with specific industry experience and knowledge.
  • The roles demanded individuals with strong leadership skills, capable of driving commercial success and winning strategic bids.
  • The need for candidates who could seamlessly integrate into the company’s corporate culture and align with their long-term strategic vision.
  • Developing a new capability within the business to support increased sales efforts.

Solution: We conducted a comprehensive market research and executive search campaign to identify and secure the best candidates for these pivotal roles.

Our approach included:

  1. Market Research:
    • Conducted thorough market analysis to understand the current landscape and identify potential candidates with the necessary industry experience and expertise.
    • Mapped out competitors and related sectors to uncover talent pools that could meet the client’s specific requirements.
  2. Executive Search:
    • Leveraged our extensive network and industry contacts to identify high-caliber candidates.
    • Engaged with potential candidates to assess their skills, experience, and cultural fit with the client.
    • Utilised a rigorous selection process, including in-depth interviews and assessments, to shortlist the most suitable candidates.
  3. Candidate Placement:
    • Successfully placed a highly experienced Commercial Director with a strong background in defence contracting and commercial management.
    • The Head of Bids was an internal appointment. We helped support the benchmarking of the role against external talent enabling the organisation to ensure they had the right person for the role.
  4. Capability Development:
    • Assisted the client in defining and developing a new capability within the business to enhance their business development efforts.
    • Provided strategic guidance on aligning new hires with the company’s broader growth objectives.


  • Strategic Leadership: The new Commercial Director brought a wealth of industry knowledge and strategic insight, driving commercial success and ensuring compliance with industry regulations.
  • Bid Success: This appointment enhanced the company’s bid strategy and execution, leading to a higher success rate in securing key contracts.
  • Sales Growth: The development of a new capability within the business supported increased sales efforts, contributing to overall business growth.
  • Cultural Integration: Both placements integrated seamlessly into the organisation, aligning with the company’s values and strategic vision.


Through our meticulous market research and executive search campaign, we successfully identified and placed two key leaders for a leading defence business.

These appointments have significantly strengthened the company’s commercial and bid management capabilities, positioned them for increased sales, and contributed to their overall growth and success in the competitive defence sector.

Carl Hinett

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