Want to enter the US AVSEC market? Better know TSA’s priorities

Do you know what TSA’s current objectives are?

If you’re building a technology for use in aviation security and want to commercialize it in the US, you need to be sure that your solution is aligned with TSA’s goals and needs for this fiscal year.  Otherwise, you may be shooting in the dark.

In case you missed it, the Administrator’s Intent 2.0 document detailed TSA’s plans for FY 2021 to include 7 key areas of focus:

• Insider Risk
• Surface
• Checkpoint Strategy
• Utilizing Authorities to Better Execute the Mission
• Improved Outcome-Focused Policy Development, Compliance, and Oversight
• Workforce Support
• Cybersecurity

Overriding objectives for FY2021 included:

• Improving TSA efforts by strengthening operations through adaptable detection capabilities, intelligence-driven operations, and enhanced vetting procedures;
• Accelerating the innovation process in order to rapidly counter the changing threats the transportation system is constantly facing, in addition to improving the Insider Threat Program;
• Committing to a diverse, inclusive, transparent and improved work environment for TSA employees as well as recruiting and training capable individuals;
• Partnering with industry stakeholders in the private sector to facilitate innovation and move forward faster.

We went into greater detail regarding these plans in the following article:

https://lam-lha.com/2020/tsas-plans-for-fy-2021/

Now, what’s to be learned from all of this?

EXPAND YOUR HORIZON

Look across TSA’s diverse areas of interest and  learn more about each one.  The better you understand each, the better you’ll be able to explain if or how your solution could assist.  #messagingmatters

STRETCH

Once you understand these seven key areas of focus and why they’re important to TSA, make sure you’re thinking broadly enough about the applicability of your solution in helping TSA meets its mission. Yes, the checkpoint is front and center, but there are other areas like surface and cargo ripe for innovation.  Maybe your solution can support the workforce in a new way.  Or perhaps you could address an insider threat concern from a different angle.  Expand your audience and keep curious about how your product could help a branch of TSA that you have not yet met.

FOLLOW THE FUNDING

A written strategy is wonderful, but congressional funding makes it real.  TSA’s budget for FY21 is clear (https://www.dhs.gov/sites/default/files/publications/fy_2021_dhs_bib_web_version.pdf) but the fiscal year will conclude before we know it.  Keep an eye on FY22 appropriations and where TSA is likely to spend in the latter half of this year.  At a minimum, this could help you identify ideal partners in the market and tell a stronger story in your submissions to the Innovation Task Force (ITF) and/or SBIR.

The US AVSEC market is rife with opportunity, but quick wins are tough.  At Lam Lha, we work with a range of clients to narrow focus and optimize resource spend when venturing into new AVSEC markets – helping you survive the Valley of Death of our highly-regulated sector.

Schedule  a consultation to discuss how we can help you win in the US AVSEC market, faster.

Anne-Marie, Founder and Managing Partner