90-minute session | $121 incl GST | Free for DECnet Pro Members

It’s not what you do. It’s how you say it—and who you say it to.

Many good businesses miss out on Defence work because they assume technical competence is enough. It isn’t.

This 90-minute session is about how to clearly communicate your value in Defence’s language, with credibility, relevance and alignment to what matters inside the Security and Estate Group (SEG) and across the broader Defence infrastructure market.

You’ll learn:

The difference between general capabilities and Defence-relevant capabilities
How to structure a compelling Capability Statement that speaks to capability, capacity, and compliance
Why the most successful submissions lead with client outcomes—not company history

We’ll unpack what SEG really looks for in a CAPSTAT, and how to communicate social value through practical, evidence-based claims—whether that’s veteran and Indigenous participation, sustainability, or local industry engagement. You’ll also hear why most quad charts fall flat and what separates a stand-out case study from an average one.

Expect practical guidance, insider examples, and a checklist you can apply the next day.

Program Structure

This is the second of five sessions in the Mastering Defence Infrastructure series. You can attend it on its own or continue your learning journey through the full program:

Understanding the Defence Estate – 9 October
Crafting Effective Defence Capability Statements – 10 October
Navigating Defence Procurement Processes – 13 October
Managing Risks in Defence Infrastructure Projects – 14 October
Strategic Business Development and Market Positioning – 15 October

Interested in sponsoring this session or the full series?

Contact: darian.macey@decnet.com.au