AEROSPACE CONSULTANCY

The Republic of Singapore Air Force (RSAF), together with their strategic partner the Defence Science and Technology Agency (DSTA), exemplifies Singapore’s commitment to maintaining a technologically advanced aerial arsenal through strategic partnerships with promising aerospace and defense (A&D) companies.

However, maintaining the RSAF’s edge on the world stage remains an uphill task, with the sector’s trajectory constantly in flux due to factors like Singapore’s evolving strategic defense needs and other geopolitical developments.

In most cases, A&D contractors have to rely on agents or specialized distributors to cater to the Singapore and other Southeast Asian markets. Without any bridging elements, this may make every project expensive and riddled with unexpected delays and losses, which can be particularly damaging for government entities like the RSAF and DSTA.

Bridging the gap between the RSAF/DSTA and innovative A&D contractors is Leong, Chun Yu “Dumex”, CEO of Aerospace Consultancy Pte. Ltd, a seasoned expert with experience as a former RSAF pilot, with roles as a Squadron Commander of an F-16 squadron and Head of the Force Planning Branch in the Air Plans Department.
His illustrious 18-year RSAF career, combined with two decades of consultancy work, drives his organization, Aerospace Consultancy’s position as a valuable resource for the industry. Drawing upon his extensive military service and global interactions with clients from the U.S. and Europe, Aerospace Consultancy excels at identifying and addressing the inherent challenges in the evolving RSAF landscape.

With Dumex at the helm, it effectively links A&D contractors with the RSAF and DSTA, helping both all parties navigate complexities and spark impactful collaborations.

A Deep Dive into the Cultural Complexity

Picture a meeting where two individuals speak the same language but struggle to collaborate due to differing cultural perspectives and expectations. Drawing parallels, Dumex mentions how preconceived notions and the lack of trust often cause misinterpretations that hinder equipment vendors from aligning with the prevalent challenges in the Singapore A&D industry.

The RSAF and DSTA often perceive private contractors as profit-driven entities, while the confidential nature of most projects and constant need for progress reports cause unnecessary disruptions to a vendor’s timeline. At the heart of these problems are the operational differences between the two sides, which make the development of reliable partnerships difficult and ultimately delay critical upgrade projects.

In fact, many ventures fall behind schedule due to a corporate mindset—where shareholder value takes precedence—rooted in the ideologies of the ‘80s and ‘90s. Flipping this script, Dumex builds closer relationships marked by safeguards. He believes defense players bear the responsibility of being prudent stewards of public funds, and must always comprehend end-user perspectives to establish successful and long-term collaborations.

Following this tenet in every engagement, Aerospace Consultancy emphasizes end-to-end involvement, from the conceptualization and marketing phase to winning the contract and ensuring the deliverables schedule is met.

“I may not be able to solve the aerospace and defense industry’s problems directly, but what I can do is help them understand the perspectives at play. Whether you see the glass as half empty or half full, the reality remains the same. It’s all about how you perceive it from your vantage point,” says Dumex.

In one major project, the consultancy was tasked with providing a turnkey solution for pilot training. The initial scenario was marred by a lack of effective communication between RSAF and DSTA, and the solution provider. Working diligently behind the scenes, Dumex and his team intervened and explained previously overlooked perspectives. Through their continuous efforts, which involved explanations and candid discussions, the adversarial atmosphere gradually transformed. The two parties secured the contract and successfully brought the project to market.

This illustrates how faith in building a collaborative environment and a profound understanding of the hurdles faced by each party are crucial to success.

Transforming Turbulence into Triumph

While the sector possesses abundant engineering expertise, it often falls short when providing essential operational insights to the RSAF’s pilots and air crew. Dumex believes this disconnect represents a significant challenge that must be addressed to enhance the effectiveness and safety of military aviation operations.

“Aerospace Consultancy acts as the vital bridge between engineers and end-users, discerning the distinctive nuances of the Air Force to orchestrate triumphant outcomes where products meet customer expectations and leave both parties content with the results,” states Dumex.

In one instance, a European aeromedical equipment producer, focused on centrifuge training, possessed substantial engineering and medical expertise, but lacked sufficient understanding of operational aspects. Aerospace Consultancy stepped in to fill this gap, providing a vital dimension to align their equipment with end-user needs. The collaborative efforts resulted in the product’s elevation, making it a pioneering solution. This system continues to be in use today, offering valuable aeromedical training to the RSAF.

The Mediator and Translator

Clients often expect consultants to have both technical expertise and act in their best interests. It is the advisor’s duty to assess the potential impact on their customer relationships. An agency that blindly follows directives without considering these consequences risks eroding the trust they’ve built with the client.

In contrast, a genuine consultant counter-proposes alternative strategies that align with the client’s objectives and safeguard the vital relationship. This commitment to balancing client demands with the RSAF’s and DSTA’s needs exemplifies Aerospace Consultancy’s dedication to maintaining trust on every front.

It facilitates open communication and interaction, clearly mediating ideas and issues to ensure stakeholders are always on the same wavelength. This ability to navigate cultural nuances requires skills in fostering trust and active listening— fundamental principles that guide every one of the company’s endeavors.

Dumex prioritizes approaching each engagement with fresh ears and an open mind. This means setting aside any biased ideas and not invoking the ‘in my day’ sentiment when interacting with the RSAF, DSTA or aerospace and defense clients.

Even when conveying difficult messages, Aerospace Consultancy focuses on building and preserving trust through humility, respect and transparency. Using this advisory stance, the company goes beyond a traditional consultant and becomes a valuable advocate that can drive real change.

Highlighting Aerospace Consultancy’s impact on maintaining valuable associations is an engagement where a client asked for help managing a relationship marred by negativity. He was often on the receiving end of angry phone calls from a frustrated program managers.

To mitigate this issue, Dumex drew from a military adage, ‘When you leave the service, you may not carry rank, but the dignity it brings remains,’ and took targeted steps toward bridging the communication gaps. Their sincere efforts paid off, transforming a contentious relationship into a genuine partnership the following year.

Navigating the Aerospace Advisory Landscape

Aerospace Consultancy actively seeks opportunities to create innovative solutions that address specific challenges and prevalent gaps in capabilities. The company is not solely reliant on tenders from customers but proactively looks for ways to add value.

In the ever-evolving aerospace advisory space, where communication and comprehension can make or break partnerships, Aerospace Consultancy’s values and beliefs serve as guiding principles for seamless collaboration. It ensures clients receive not just products and services but solutions tailored to the demands of the RSAF, DSTA and beyond.

Looking ahead, Dumex plans to continue navigating the intricate RSAF and DSTA arena, building on his legacy of successful collaborations, on-time deliveries and satisfied customers.