Master's Work Term Report:

Cascade Aerospace

Marcus Rollins

Student # 301332434

Work Department: Business Development

Job Title: Co-op Business Analyst

August 2018
Overview of Cascade Aerospace:

Located in Abbotsford, British Columbia, Cascade Aerospace is one of Western Canada's

most prominent aerospace and defense firms, specializing in third-party maintenance and

modifications. As an operating unit of IMP Aerospace and Defense, Canada's largest military aircraft

maintenance, repair and overhaul (MRO) organization, Cascade has established itself as one of the

world’s foremost maintenance services providers for commercial and military operators.

Cascade Aerospace is one of only two Lockheed Martin approved C-130 Service Centers

in North America. The C-130 Hercules is a four engine turboprop military aircraft capable of

performing multiple tasks, such as airborne assault, search and rescue, scientific research support,

weather reconnaissance, aerial refueling, maritime patrol, transport, and aerial firefighting. The C-130

has also become the main tactical air-lifter for many military forces worldwide, including the Royal

Canadian Air Force (RCAF), which operates a fleet of 17 C-130Js and 12 C-130H’s. As a Lockheed

Martin Service Center, Cascade is able to provide comprehensive Maintenance, Fleet Management,

Engineering, Modification, Systems Upgrades and Contracted Logistics Support Services, including

component support, to numerous C-130 operators. The company's primary customer for C-130 related

work is the RCAF.

Cascade has over 13 years of experience in the support of legacy model C-130 aircraft for

the RCAF under an exclusive Optimized Weapons Support Management (OWSM) contract.

Additionally, through Lockheed Martin, the company has a twenty-year support contract for the In

Service Support (ISS) of Canada’s C-130J fleet. To date, Cascade has conducted over 120 Depot Level

Checks on C-130 or L-100 aircraft. The company's 120,000 square foot facility is able to accommodate

up to eight C-130s at any given time.

Overview of Business Development and the Department's Mandate:

 At Cascade Aerospace, Business Development has overall accountability for processes

related to identifying and responding to market and business opportunities. Specific functional

responsibilities of Business Development includes marketing, media relations, opportunity assessment,

business development relations and, most importantly, proposal completion.

A proposal is a formal response to a Request for Proposal (RFP), where each bidding firm

presents its qualifications, experience and ability to meet the requirements as laid out by the contractee

(the government) in the RFP. If successful, the bidder will win the contract, and be obliged to meet any

and all requirements issued by the government of the relevant country that issued the RFP. This makes

Business Development one of the most important departments at Cascades, as they are primarily

responsible for finding and taking advantage of new business opportunities and for winning the work

that keeps the company profitable.

Projects, Responsibilities and Activities:

As an intern in the Business Development department, I was primarily tasked with

performing market research, helping to develop offset strategies for Cascade, assisting with the drafting

of proposals, and creating presentations for management. On occasion, I was also called upon to

perform other research/administrative tasks, such as assisting in the translation of procurement

contracts and helping with event planning.

One of the main projects I worked on during my time at Cascade was aiding in the

development of a company wide-offset strategy structured around Canada's new Industrial and

Technological Benefits (ITB) Policy. Introduced in 2014, the ITB framework requires companies

awarded defense procurement contracts to undertake business activities in Canada, equal to the value of

the contract. The ITB Policy applies to all defense and major Canadian Coast Guard procurements over

$100 million when procurements are exempt or excluded from international trade law. By working to

create a formal strategy for Cascade on the topic of industrial offsets, it is hoped that the company will
be in a better position to compete for, and win, future Canadian procurement contracts that have ITB

requirements.

This large project required me to engage in extensive research on the topics of Canadian

offset policy, procurement policy, and the formal business operations of Cascade Aerospace. I also

participated in ITB related workshops hosted by the Aerospace Industries Association of Canada

(AIAC), and worked to draft briefing memos and company presentations on the topic of ITBs. Through

this work, I was able to further develop my research, writing, communications and analytical skills,

while also developing a greater understanding of how to effectively communicate important

information in a business environment. For example, the ability to deconstruct complex issues into

concise bullet points is a skill that I acquired during my time at Cascade. Such skills are incredibly

important when operating in the private sector, but are also easily transferable to a public sector

environment.

Due to the fact that Canada’s ITB Policy is a relatively recent reform, and given the fact

that Cascade has had little experience bidding on contracts with offset requirements, the knowledge I

acquired on the subject of offset policy allowed me to play a major role in the drafting of Cascade’s

initial ITB plan. For instance, the information memos that I complied were used to inform various

departments throughout the company as to the nature of ITBs, and my research findings directly

contributed to Cascade's initial offset strategy. I was also able to take a leading role in drafting the

presentation on ITBs that was given to company management, and in the formation of the three

recommendations that my team and I presented. These recommendations will be reviewed by both

Cascade and IMP Aerospace and Defense, and will be used to direct both company's offset policies

going forward.

In addition to Canadian ITBs, my research on offset policy also extended to countries such

as Brazil, Colombia, Saudi Arabia, and the Netherlands. Much like Canadian procurement policy, each

of these countries demand offset agreements in order to gain economic benefits when they spend large
parts of their government budgets buying defense equipment from foreign suppliers; usually worth 50-

100 per cent of the value of the contract. This research allowed me to directly participate in the drafting

of Cascade's initial offset plan for the Netherlands C-130 sustainment contract, which the company is

currently bidding on. It is hoped that a well researched, and well written, offset plan will place Cascade

in a more advantaged position when it comes to final contract evaluation.

For these particular assignments, I found myself drawing heavily upon the analytical skills

that I developed during PLCY 800 and 807, as well as the more practical skills (such as the ability to

effectively use Microsoft Excel) that I learned during PLCY 806.

Learning Objectives and Impactful Experiences:

The work that I undertook at Cascade Aerospace positively contributed to my learning

objectives. I was able to learn how to effectively operate in an office environment; I drastically

increased my knowledge of defense and procurement policy, both in Canada and around the world; I

developed a general understanding of the Aerospace and Defense sector in Canada, as well as an

understanding of how to draft proposals, and; I was able to engage in networking activities through

workshops and the 2018 Aerospace, Defense and Security Expo.

The opportunities to participate in workshops and the defense expo were some of the most

impactful experiences during my time at Cascade. These events allowed me to meet industry experts,

business leaders, and government representatives from across Canada. Additionally, being invited to

the Abbotsford International Airshow, and seeing the Twilight Show from Cascade's chalet, was a great

opportunity; the Twilight Air Show is something anyone living in BC's Lower Mainland should

experience at least once. The work environment at Cascade was also great, all the people I had the

privilege of working with were kind, supportive, and incredibly hard-working, making the experience

all the more enjoyable. Lastly, and perhaps most importantly, the commute was fantastic. As a person

living in Langley, BC, not having to drive into Vancouver each day was an added, and much
appreciated, bonus.

Reflection and Advice for for Future Co-op Students:

Why I was Chosen for the Position

There are three primary reasons I can point to as to why I was chosen for the Co-op

internship position at Cascade Aerospace. Firstly, I expressed an interest in Canadian defense policy

and the process of military procurement during my interview. I also focused on my knowledge of

Canadian foreign relations and Canadian military history; which was appreciated by my interviewer.

Secondly, I performed background research on Cascade and Canadian offset policy prior to my first

visit to the company. For instance, throughout the week before my interview, I read multiple news

articles about Cascade Aerospace, explored their website, and developed a better understanding as to

what the company did and how they operated. Additionally, I read dozens of news articles and reports

on Canada's ITB Policy, while also taking the time to listen to a two hour recording of a seminar on the

topic of Canadian offsets. Taking the time to do this amount of background research ensured that I was

well prepared for my initial interview, especially given the fact that one of the questions I was asked

required me to describe the pros and cons of Canada's ITB Policy.

Lastly, I primarily focused on my writing, research and critical thinking skills when I was

asked how I could benefit Cascade Aerospace as a company. Through discussions with people who had

knowledge on the inner workings of Cascade, and on the problems faced by the company's business

development department, I knew that these skills were in high demand. By focusing on these skills I

was able to make a strong impression during my interview; showing that I would be a great asset to the

company.

Future Career Goals

While my time at Cascade Aerospace was an overwhelmingly positive experience, I can't

say that it has drastically changed my future career goals. My Political Science background, and the

skills that I have acquired during the Master of Public Policy program, have prepared me for a career in

the public, rather than the private, sector. This is not to say, however, that my skill-set does not allow

me to effectively operate in a business environment, but I feel that my abilities and knowledge would

be more beneficial in a government and/or NGO setting. For these reasons, I will continue to work

towards a career with either the federal or provincial government, or with an NGO or non-profit

organization that focuses on political issues.

However, it should be noted that my experience at Cascade has increased my interest in,

and understanding of, Canadian defense and offset policy; opening up future career possibilities in both

of these fields. For instance, I could easily see myself working for Innovation, Science and Economic

Development Canada in their ITB department, or potentially for the Canadian Department of Defense

in the drafting of security and/or procurement policy. The knowledge and contacts I have obtained from

my time working at Cascade Aerospace would be greatly beneficial if I decide to pursue careers with

either of these government agencies.

Advice for Future Masters Students

For students interested in the Aerospace and Defense sector, Canadian Defense Policy, or

working in the private sector after they graduate, a Co-op position at Cascade Aerospace offers a

fantastic opportunity to gain experience in these fields and to network with industry and government

experts. The working environment at Cascade also offers students the opportunity to learn how to

effectively operate in an office setting, expand upon their research writing and communications skills,

and to experience the high paced nature of working in a private company that operates both nationally

and intentionally.

My advice to any students interested in a Co-op position at Cascade Aerospace would be to

(1), do background research on the company and on Canadian ITB policy prior to your interview; (2),
have a valid passport, as there may be opportunities for you to travel with the company on important

business trips; (3), have a general understanding of Canadian defense policy and the procurement

process; (4), have a general understanding of how to use Microsoft Word, Excel and Power Point, as

there are the primary programs you will be using during your time at Cascade; and (5), be able to

manage your time effectively, as you will be expected to engage in research on a variety of subjects

related to the aerospace sector, while also being expected to meet multiple deadlines.