“I have worked with Scott over the last 18 months, and he has helped create and accelerate undeniable improvements in our strategy implementation. Scott uniquely plays a role driving ideas into execution–increasing the velocity of our activities and also helping to hold me and our team accountable. This will not be my last project with Scott. ”

Doubling Down on Data as Growth Strategy

The Need:

L3Harris Commercial Aviation Solutions (CAS) provides training solutions and avionics products, such as flight recorders and data collection devices. The leadership team at CAS realized they had a powerful differentiator: data analytics. Using flight intelligence to help customers could drive a wide range of business outcomes. By analyzing data from these devices, some of it already in their possession, they could become more valuable partners for their customers by helping improve safety and flight operations, as well as reduce emissions. This strategy would require: 

• Building out a full suite of data analytics and flight intelligence capabilities
• Shifting the sales strategy from conventional product selling to a more solutions-oriented approach for their customers
• Improving the customer experience with new data-driven offerings

The Solution:

Scott worked with President Alan Crawford and the executive team on a go-to-market strategy to drive this shift. This included: 

• Crafting a growth strategy focused on flight intelligence as a competitive advantage 
• Aligning the leadership team on the strategy and building the execution framework to drive results through the business
• Working with executives to lead major strategic initiatives to build flight intelligence capabilities and improve sales performance
• Collaborating with sales leaders to help pivot from product-based selling to creating value in new capabilities for customers 

The Results:

• CAS has grown in excess of the market as it recovered from the pandemic—both from a top and bottom line perspective.
• Its refined strategy has also created opportunities to continue outgrowing the market and peers in the future.