EP 5 — Draper's Paul Hendrickson on 80% Delivered Today vs. 100% in Years
Автор: RADICL
Загружено: 2026-01-07
Просмотров: 186
Transactional requirements conversations create stovepipes where contractors end up overpriced, overcost, and never quite get there. Paul Hendrickson, Program Director of Air Force Strategic Systems & Utah Campus Lead at Draper, breaks down the trust framework that lets you counter-propose "I know you want X, but what if I could give you Y today?" and why the 80% solution deliverable now beats waiting years for 100%.
He also explains the culture prerequisites that enable curious-mind customer conversations, why Draper brings small businesses into partnerships before they build to avoid late-stage cybersecurity retrofits, and his specific concern about AI in defense.
Chapters:
00:00 Introduction
00:38 Paul's background and career path
01:50 What is Draper and the campus strategy
03:21 Utah’s aerospace ecosystem and 47G partnership
04:43 Biggest transition lessons from military to industry
06:20 Pushing innovation vs. listening to customer needs
08:26 Working with small businesses and Draper Sparks
09:58 Biggest challenges for small defense contractors
10:38 Cybersecurity for small businesses
11:40 How Draper views and uses AI
14:13 Utah campus plans for the next 5 years
14:52 Where to learn more about Draper
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