Get involved on the ground floor with one of the newly developing aircraft programs, suppliers say.
2) Do your homework.
Aerospace is a complicated industry. Identify the right tiers and the right companies to pursue.
3) Think long-term collaboration, not just sales.
Prime contractors and other top-tier suppliers are looking for collaborative and risk-sharing relationships, not just quick product sales.
4) Engineer selling efforts.
Sales teams depend heavily on engineering expertise; have your engineers talk to their engineers to show them you understand their needs and can solve their problems.
5) Leverage networking opportunities.
Attend the Paris and Farnborough air shows and join industry associations, which bring together buyers and sellers.