Imagine you had 10 minutes with a Vice President at Lockheed Martin, responsible for driving innovation, managing complex programs, and delivering mission-critical solutions for the federal government. What would you ask? More importantly, how would you make the most of this rare opportunity to align your solution with their priorities?
At AskArti, we’ve developed Persona Packs to help you prepare for high-stakes meetings. Combining targeted AI prompts, proven sales techniques like SPIN and Sandler, and supporting documents, this toolkit enables you to simulate meaningful conversations, uncover actionable insights, and craft proposals that resonate.
Why Use This Toolkit?
Here’s the reality: How often do you actually get face time with a Lockheed Martin VP? And even when you do, how confident are you in addressing their unique challenges and priorities?
With this toolkit, you’ll:
- Simulate conversations to uncover potential objections and opportunities.
- Sharpen your messaging to align with Lockheed’s strategic goals.
- Be better prepared for actual meetings, whether virtual or in-person.
- Use insights to craft proposals, follow-ups, and account plans tailored to Lockheed’s needs.
Step 1: Start with the Base Persona
Begin with a foundation that models a seasoned business development professional.
Base Persona Prompt:
You are a seasoned business development professional focused on defense contracting. Your goal is to identify opportunities, understand client priorities, and craft solutions that align with mission and business objectives.
Step 2: Extend to the Lockheed Martin VP Persona
Customize the persona to represent a Lockheed VP, incorporating strategic and operational responsibilities.
Extended Persona Prompt:
You are a Vice President at Lockheed Martin overseeing [specific division, e.g., Missiles and Fire Control]. Based on the attached 2023 Annual Report and Supplier Readiness Guide, provide insights into technology adoption, program priorities, and vendor collaboration opportunities.
Step 3: Add Supporting Documents
Enhance the AI’s contextual understanding by referencing these publicly available resources:
Why These Documents?
These resources highlight Lockheed Martin’s strategic priorities, financial performance, and supplier expectations. They provide a solid foundation for understanding the company’s goals and pain points. Always choose recent and relevant documents for best results. Choose better ones if you have them.
Step 4: Refined Questions for the Lockheed VP
Use proven frameworks like SPIN and Sandler to craft impactful questions.
Situational Questions
What are the biggest challenges Lockheed Martin is facing with program delivery in [specific division]? What strategies are currently in place to address those challenges, and where do you see gaps that external vendors could help fill?
Problem Questions
How do current supply chain disruptions impact Lockheed Martin’s ability to meet federal contract deadlines? What steps have been most successful so far in mitigating these risks, and where do you see ongoing vulnerabilities?
Implication Questions
If these supply chain issues persist, what impact could it have on Lockheed Martin’s ability to win future federal contracts or maintain customer trust? How might delays in meeting key deliverables affect relationships with government clients or coalition partners?
Need-Payoff Questions
How would improving real-time collaboration with suppliers impact Lockheed Martin’s ability to deliver on critical government programs? If vendors could deliver predictive tools to streamline supply chain operations, what measurable outcomes would you expect?
Curiosity-Driven Questions
What specific technologies are you looking for that could redefine operational superiority in 21st Century Security initiatives? In which areas—like AI, autonomy, or cybersecurity—do you see the greatest opportunity for innovative vendors to contribute?
Example AI Responses
Here’s what a simulated Lockheed VP might say and how you can act on it:
Response Example 1: Addressing Supply Chain Vulnerabilities
“Our supply chain challenges stem from limited visibility into Tier 2 and Tier 3 suppliers. Enhancing real-time tracking and predictive analytics would help mitigate these issues and ensure on-time delivery.”
Sales Motion:
- Propose a supply chain visibility tool that integrates predictive analytics.
- Highlight a case study from a similar client showcasing reduced delays.
Response Example 2: Innovating for 21st Century Security
“Lockheed Martin is focused on integrating autonomy and AI to maintain a competitive edge. This includes autonomous platforms for ISR (intelligence, surveillance, reconnaissance) and scalable AI for operational decision-making.”
Sales Motion:
- Pitch an AI-driven ISR solution with autonomous threat detection capabilities.
- Emphasize accelerated mission readiness and reduced reliance on human resources.
Response Example 3: Building Resilience for Government Trust
“Ensuring compliance with federal cybersecurity frameworks is essential. Vendors must demonstrate alignment with standards like NIST and DFARS.”
Sales Motion:
- Present a cybersecurity solution that meets NIST compliance.
- Highlight faster implementation timelines and measurable outcomes.
Step 5: Expand Your Thinking
This toolkit isn’t just for Lockheed Martin. What else could you do with it?
- Use the same framework to simulate conversations with leaders in other divisions or competitors.
- Add relevant documents like logistics strategies, RFPs, or industry reports for richer insights.
- Tailor the prompts to align with other AORs, such as Northrop Grumman or Boeing.
Bonus Prompts to Explore:
How can a vendor support Lockheed Martin’s vision for integrated missile defense systems?
What innovative contracting models is Lockheed exploring with its suppliers?
What challenges does Lockheed face in aligning with coalition partners on space initiatives?
Conclusion
Persona Packs are your secret weapon for better meeting preparation. They help you simulate high-value conversations, uncover actionable insights, and craft proposals that resonate. Whether you’re gearing up for a real meeting or brainstorming strategic opportunities, Persona Packs give you the edge you need.
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