Strategic Business Development and Market Positioning is the final, forward-looking session of the 5-part Mastering Defence Infrastructure program, designed to equip businesses with actionable strategies for sustained growth in Australia's Defence sector.

This 90-minute workshop provides industry professionals with essential tools and insights to systematically build and maintain meaningful relationships within Defence. Participants will learn techniques for conducting thorough stakeholder mapping and relationship audits, helping identify and prioritise key contacts who influence procurement decisions.

The session emphasises developing and implementing effective capture plans and pre-tender engagement strategies, enabling businesses to position themselves strategically well before opportunities are publicly tendered. Attendees will explore how to structure a Defence-specific sales funnel, moving contacts purposefully from awareness to sustained engagement and retention.

Participants will also gain insights into maintaining continuous business development momentum, navigating budget cycles, and effectively aligning internal processes to Defence sector expectations.

By the end of this workshop, attendees will have clear, practical methods for proactively pursuing Defence infrastructure opportunities, deepening their stakeholder relationships, and significantly improving their market positioning. The skills developed in this concluding session complete the comprehensive training provided by the Mastering Defence Infrastructure program, ensuring participants leave fully prepared to maximise opportunities and achieve lasting success within Australia's Defence Estate sector.