“ I enjoy talking to customers. I want to go talk to them and say, ‘hey, what keeps you up at night? You know, what are the challenges you’re having? Boy, that sounds like something we can help you with. Let’s talk more about that.’ I think that they see a sincerity and honesty in you.”
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Why Listen:
I just finished up my conversation with Alan and a couple things stand out to me. First of all, it's pretty surprising to me that it's taken 374 other episodes to get to the point of interviewing someone in the aerospace and defense industry. Nearly all of the people I've interviewed on Beyond the Uniform talk about purpose, and mission after military service. Alan surprised me when I was asking him to explain what he does for a living and how much purpose he feels in what he does.
We also discussed the field of business development. I think that you’ll really benefit from Alan's over 20 years of experience in business development. He also explains why veterans are so well suited to business development.
Even if you're not interested in the defense industry or business development in particular, this episode is still worth a listen because in my experience, every every role that you will have has some element of “sales”.
About Alan:
Alan is responsible for the Global Business Development for the IMS business segment within SCI, which includes customer relations, program performance, and the acquisition of new and follow-on business. Alan brings more than 20 years of experience in the Integrated Manufacturing industry. During this period, Mr. Hislop has held positions at PIVC, LLC, STMicroelectronics and Sanmina-SCI. Alan served on active duty with the U.S. Army, with the U.S. Army Reserves in New York and with the Alabama National Guard in Huntsville. Alan graduated from the US Army Officer Infantry School in Fort Benning, GA. Mr. Hislop holds a Bachelor of Electrical Engineering Degree from University of Alabama Huntsville, and an Associate of Applied Arts and Sciences from Clinton Community College. He and his wife, Olga, have 6 boys.
Selected Resources:
Carnegie courses - understanding the way people think
Inter-relationship books / how to deal with people books. Learn about what drives people and the types of people
Transcript & Time Stamps:
4:20
Joining me today from Huntsville, AL is Alan Hislop.
Can you tell us more about your transition out of the military?
I went through a couple different transitions because I initially transitioned from active duty to the Reserves and then ultimately transition out completely.
7:10
What was your experience like being in the Reserves?
I loved it. I was able to have a foot in both places - the military and civilian life. I went to school during part of my time in the Reserves and then also worked full-time later in my time with the Reserves.
8:05
How do you explain what you do for a living?
I manufacture critical components that are used by our nation’s military. I get the opportunity to meet with a lot of soldiers in uniform. It’s gratifying to know that my company is helping prepare them the tools that they need to get their various missions done.
10:00
I love that in your career now, you’re continuing to support the military.
I feel that I never truly took off the uniform because I am still working so closely with the military community.
Being in the military gave me a sense of determination and discipline. That has allowed me to be more successful later in my career as well. I draw on my military experience on a daily basis.
12:10
What does SCI do as an organization?
We have two divisions - Products and Tier 1 Defense Contractors. I work for our electrical manufacturing services division. We take a customers design and manufacture components for the design. That could be a component for a radar or electronic equipment used in aircraft.
SCI has been in the industry since the early 1960.
14:30
How did you decide on this job after your time in the military?
I feel that this industry found me. I was really interested in electrical engineering and eventually studied that. Right after college, I worked for a local contractor. About six months later, I realized that the position wasn’t for me. There wasn’t enough interaction with people. After that, I moved into a role in which I was able to interface more with customers. That was a much better fit for me. I was able to align my skill set with a job that fit those skills.
I see a lot of different entry points into the defense industry. There are many different functional roles as well. So no matter what your skillset and personality, there are roles within the industry that fit that.
For me, business development is that perfect fit for me. I know that I’m able to build strong relationships with the client and communicate effectively with my colleagues. I have an innate desire to help people. For those reasons, the business development field has been one in which I’ve been able to excel.
25:00
How would you describe the business development field in general?
Typically what we do is identity key players and decision makers within an organization that is a potential client. We work with those key players to get the organization a quote for our services. You’re more or less a hunter looking for new business opportunities.
Once you’ve built a rapport with a potential client, you work with them to understand what their needs are and how SCI can serve their organization.
In a typical week, I’m out working with clients or working on a new proposal. I also continue to work with customers once we have them on board to make sure all of our products are working well for them and helping them work through any issues.
Veterans are often a great fit for these kinds of roles. The skills that men and women develop in the military would allow them to find success in a business development role.
31:35
Is it necessary to have an engineering background to work in business development?
For a company like us, it’s not necessary. I’ve found it very helpful but it’s not imperative. Other skill sets that are extremely valuable include identifying issues, handling multiple projects, and collaboration.
36:15
Are there any resources you would recommend for people interested in business development?
I took the Carnegie training courses which I really recommend. I also recommend books on interpersonal skills. The more you can learn about how people tick, the better off you’ll be in business development.
As far as the role itself, a lot of that is going to be on the job training specific to each position. The most important part is just being willing to listen to the people that you’re working with - your colleagues, supervisors, and clients.
45:20
Why might veterans be a good fit for the defense industry?
For me personally, I like being in this field because I like to see the impact of my work. I used to work on the commercial side and I felt that I really didn’t see the impact of my work. In my roles with SCI, I can see the end-to-end process of what we’re doing. For me, that’s very rewarding.
For veterans that want to continue supporting the military after they’ve gotten out, the defense industry can be a great fit.
48:48
What advice would you give to someone that’s considering moving from active duty to the Reserves?
I think it’s just a personal preference. For me, I was still working on my engineering degree so being in the Reserves allowed me to have an income while getting my education.
If you want to stay in the military but have interests outside the military, the Reserves can be a smart choice.
50:30
Any last ideas you want to share?
A few times a year, I get the opportunity to meet with active duty military. I love that even after I’ve left the military, I still get to interact with our nation’s military members. I hope that all transitioning veterans are able to find something that they have a passion for. You have a skillset that is incredibly valuable in the civilian world.