Wonder

Research Outline

Prepared for Christian D. | Delivered November 6, 2019

Marketing Persona, Defense Industrial Base Contractors

Goals

Gain information to create a marketing persona for the typical buyer or decision maker for small and medium size defense industrial base contractors (CISO, CIO or Chief Compliance Officer) in order to tailor a marketing campaign and choose the right channels for delivering our message

Early Findings

While there was limited data specifically related to decision maker for small and medium size defense industrial base contractors, we did find the following related data:
 One source notes that these defense contractors in general are likely between age 35-44, and another source notes that defense contractors tend to be in their 40s and white, males.  
Most at this level of decision-making will have significant military experience, often former officers or special force veterans.
They tend to be highly skilled in tech/tech savvy.
Contractors in a high level contract role such as CISO, CIO or Chief Compliance Officer  are more likely to have a college degree than their active-duty counterparts.
 It's noted that the decision-making process for federal purchasing requires three layers of decision makers; small business reps, contracting officers and acquisition staff, and program managers. 
 Program managers tend to most involved in the technical aspects and will require details and insight in order to make informed decisions when making a purchase decision. 
 Program managers  typically have 4-5 years of project management experience as part of their role, which have a high level of focus on critical thinking and decision-making skills. 