The news article that is in the second section of DSEI 2019 Special Dossier published in the 76th issue of MSI Turkish Defence Review is here:
DSEI 2019 became the first foreign defence exhibition to be attended by HAVELSAN under its new organisational structure in which the priority is international business development. Şevket Ünal, who was appointed Vice President in charge of Operations and International Business Development at the end of June, explained the motivation behind the company’s participation at DSEI: “Our participation at this fair is motivated by our desire to develop our presence as HAVELSAN. We have to demonstrate our abilities and keep the Turkish flag flying in the best possible way in every part of the world. We are an important player here, and our booth is not small. It is also a place where we can hold many talks. We have been engaged in many discussions, some of which are pre-arranged, while others occur spontaneously. It is critical to make our presence known here to meet existing business contacts while meeting and getting to know new ones”.
Ünal went on to speak about different dimension of industrial competition: “Some major companies in the sector are paying visits to our stand. These companies are both our competitors and our business partners. While we are competing in many areas, we also work with them and jointly develop projects in certain regions.”
New Structural Organisation Provides Focus
Ünal shared information about the new organisational structure at HAVELSAN in the field of international business development. The new structure was finalised after the appointment of Ünal to the task at the end of June and the holding of the HAVELSAN Strategy Workshop in early August. Under the new structure, the global business development activities are divided among different regions, with a specific employee appointed to each. Countries are also categorised within each region, with the most strategically important countries attributed due attention by HAVELSAN in its activities. The new organisational structure is also supported by HAVELSAN offices in Pakistan, Qatar, Kuwait, Malaysia and Oman.
The company has also launched initiatives to obtain a share of NATO projects, for which a new position was established in the new organisational structure. HAVELSAN has since completed the necessary procedures required for participation in NATO tenders, and hopes to see some successes in this regard, particularly in 2020.
Ünal underlined that his team has grown by 30 percent over the last two months and that this growth would continue.
Commitment and Collaboration to Make a Difference
Ünal indicated that they make a difference in the projects and tenders in their target countries as an outcome of their understanding of commitment and collaboration. The HAVELSAN team not only maintains its contacts in target countries without pause, but also involves the senior managers of the company in these discussions, as a strong indicator of its desires and determination. This also demonstrates their stronger desire to establish closer cooperations than other countries with more developed defence industries, in particular in the fields of technology transfer and partnership. HAVELSAN strategy is to make platforms smarter, by doing this HAVELSAN works very closely with its customers and openly discusses with them on what technology and knowhow can be transferred in order for them to operate and maintain their systems. By getting this knowhow customers will not be solely dependent and they can do expansions and revisions by themselves.
With regards to other developments that can be realised in the short term, Ünal said: “In the defence sector, it might take years for a project to reach the contract signing stage. That is why we are pursuing our works with patience and determination. There are certain projects in which we think we can sign a contract this year. One of our aims is to increase our export share in the backlog figures of HAVELSAN.”