AmCham defence lunch, on the eve of Land Forces

Who spoke

What was covered, and what it means for you

1. 01

   Back yourself

   David Goodrich

   Anduril put $60 million into its Ghost Shark factory 18 months before it had a contract. Then it signed a $1.7 billion firm fixed-price, firm fixed-time deal. No progress claims, no cost-plus, and the unit price to the Commonwealth falls as volume rises. For you: Price certainty is a position. If you can quote a fixed price, or show your unit cost falling with volume, lead with it. Buyers remember the company that takes the risk off them.

2. 02

   The supply chain is the door

   David Goodrich · Paddy Gregg

   42 Australian SMEs sit inside the Ghost Shark supply chain, and Anduril has funded some of them to make them resilient. Austal said the supply chain needs continuity as much as the shipbuilder does, and it already builds submarine modules in Alabama for the US. For you: For most SMEs, the way in is a prime that needs you to keep pace. Name the two or three primes whose delivery you make easier, and pitch the problem you solve for them, not your product.

3. 03

   Capital

   David Goodrich · James Keane

   Asked if Australia has the capital to scale its companies, the answer was a clear no. Anduril has raised about US$13.5 billion in nine years in US markets. The advice was to set up a US entity, raise there and bring it home. Greenroom bootstrapped for eight years and came out capital efficient. For you: Decide early whether a US structure is part of your raise.

4. 04

   Critical minerals

   Elsabe Muller

   Alcoa has started building its gallium plant in Western Australia, backed by Australia, Japan and the US. For you: Allied governments are co-funding supply chains. If your product depends on a constrained material, that belongs in your story.

5. 05

   Autonomy and AI

   James Keane · Mark Bennett

   Close the trust gap by putting regulators and assurance teams inside the design process. Rapid test and evaluation builds a data flywheel for assurance and product at once. Humans stay in the loop on lethal decisions. For you: The risk buyers fear is unproven capability. Keep a running record of every trial, test and result, and put it in front of them before they ask.

6. 06

   The US wants to hear from you

   Robert Koepcke · Natalie Meyer

   Ambassador David Brat is now in place, focused on commercial diplomacy, critical minerals and AUKUS. Every US Embassy and Commerce official in the room was asked to stand up and be found. For you: If the US is on your plan, they want the good, the bad and the ugly. Use them as advocates.

7. 07

   What everyone agreed on

   Full panel

   Government needs to send a bolder demand signal, and long-dated contracts unlock people and factories. Australia should be self-reliant in maritime, weapons and rare earths. Hiring is not the problem, mission and culture are. AUKUS Pillar 2 has more room for SMEs than Pillar 1, and less funding. For you: If you're in maritime, weapons or rare earths, say so in your first line. If you're not, show which of them you serve.

Where your category showed up