Tell Us About Your Fleet & Who’s in the Room

• What aircraft types and models are in scope for this discussion, and how many of each? Options: Narrow‑body airliners, Regional jets, Turboprops, Business jets, Fractional aircraft, Special mission / military, Other — please specify
• Who are the people who will influence or sign off on an upgrade decision (titles/roles)? Options: Chief Pilot, Director, Avionics Engineering, Fleet Technology Manager, Head of Training, CFO/Finance, Regulatory/Compliance, MRO partner, Owner/Operator rep, Other — please specify
• How have you typically executed retrofit programs in the past—central program office, MRO‑led, owner‑direct, or ad‑hoc per aircraft? Options: Central program office, MRO‑led program, Owner/operator directed, Ad‑hoc per aircraft, Hybrid model, This would be our first retrofit program
• Roughly where are you in the decision process today (awareness → evaluating → shortlisting → negotiating)? Options: Awareness / gathering options, Active evaluation / demos scheduled, Shortlisting preferred vendors, Commercial negotiation, Ready to schedule installations
• Tell us about a recent avionics upgrade you considered or completed—what worked emotionally and operationally, and what left the team frustrated?
• Who will be our day‑to‑day contact for technical questions and who owns commercial sign‑off?

Why Is This Change Happening Now?

• If nothing changes, what is the single biggest risk you are choosing to live with?
• Which of these drivers are prompting evaluation today? Options: Regulatory mandate (ADS‑B, FANS, CPDLC, RNP, etc.), Aging cockpit displays / obsolescence, Operational capability (RNP/RNAV, WAAS), Reducing pilot workload / training, Maintenance cost reduction, Supportability / spare parts scarcity, Owner/market expectations, Other — specify
• Are there fixed compliance dates or contract milestones we must meet, and what happens if we miss them? Options: Yes — fixed calendar date (provide below), Yes — soft target window, No hard dates today, Unsure / need to confirm
• On a 1–10 scale, how urgent does flight operations say this is, and why did you pick that number? Options: 1, 2, 3, 4, 5, 6, 7, 8, 9, 10
• How does this initiative feel to your team—an opportunity, a burden, or a mix of both? Tell us why.

Where Are You Losing Time, Money, or Trust?

• When was the last time an avionics or cockpit issue caused a cancelled flight, delayed contract, or serious operational headache? Tell the story.
• What is your maximum acceptable downtime per aircraft for a retrofit/installation? Options: Under 8 hours, 8–24 hours, 1–3 days, 3–7 days, Over 1 week
• How many aircraft per month or year can you realistically pull for retrofits without harming service levels? Options: 1–2 per month, 3–5 per month, 6–10 per month, Depends on maintenance window / season, We cannot commit without seasonal planning
• Which hidden or recurring costs worry you most post‑installation (choose all that apply)? Options: Pilot retraining, Simulator time costs, Spares and exchanges, AOG support, Maintenance labor hours, Certification/recertification, Unplanned integration fixes
• Describe how pilot retraining capacity and simulator access have constrained past upgrades—how long has that been tolerated and what were the impacts?
• Which maintenance windows do you prefer for installs (line, A‑check, C‑check, heavy maintenance) and why? Options: Line maintenance, A‑check, C‑check, Heavy maintenance, Owner scheduled downtime, Flexible — depends on aircraft

Who Will Push Back, and Why?

• If someone inside your organization were to say “stop the program,” who would it be and what would their reason likely be?
• Select the stakeholders who must formally sign off to proceed (choose all that apply). Options: Owner / Board rep, Other, Chief Pilot, Director, Avionics Engineering, Fleet Technology Manager, Head of Training, CFO / Finance, Regulatory / Compliance, MRO partner
• For the stakeholder groups you selected, what outcome matters most to each (flight ops, engineering, training, finance, owners)? Please map name/role to their top success metric.
• Which financial metric will drive the CFO’s decision: 15‑yr TCO, NPV, payback period, or annual OpEx reduction? Options: 15‑yr TCO target, Net Present Value (NPV), Payback period (months/years), Annual OpEx reduction, Other / combination
• How do pilots typically react to interface or workflow changes—curious, resistant, anxious—and what helps them adopt faster?

If Flight Ops Wrote the Thank‑You Note...

• If you imagine a flawless rollout, what are the three things flight ops would celebrate most?
• Which measurable success signals should we be held to in order to declare this program a win? Options: On‑time regulatory compliance, 15‑yr TCO within target, Average downtime per install, Pilot proficiency within X hours, Improved dispatch reliability, Reduced maintenance events, Other — specify
• What is your target percentage (or absolute) change for 15‑year TCO versus the current baseline? Options: Decrease > 20%, Decrease 10–20%, Decrease 0–10%, No change expected, Increase (acceptable for capability), Unsure / need to model
• What acceptance tests and documented evidence will be required for sign‑off on each aircraft (flight tests, simulator checks, recorded sorties)?
• How will you quantify pilot proficiency after installation—hours, line checks, simulator signoffs, or performance metrics? Options: Simulator sign‑off hours, Line check observations, Number of supervised sorties, Checklist completion + proficiency exam, Operational performance metrics

What Could Collapse the Program Mid‑Flight?

• Which single technical or regulatory issue would cause you to stop installations immediately?
• Which failure modes worry you most if the new equipment is introduced (choose all that apply)? Options: Primary display failure, Integration anomalies with existing avionics, Navigation performance degradation, Electromagnetic interference, Power supply / electrical load issues, Unexpected maintenance burdens, Other — specify
• Do you have existing STCs, platform limitations, or unique structural constraints that constrain possible installations? Options: Yes — existing STC(s) in place, Platform likely requires new STC, No STC constraints, Unsure / need to investigate
• Describe your maintenance and repair network—do you have authorized global repair stations, regional hubs, or do you rely on OEM exchange/AOG support? Options: Extensive global coverage, Regional coverage only, Limited local support, Rely on OEM exchange/AOG, Unsure
• If an unexpected certification delay or technical showstopper occurs, which mitigations would you accept (multiple selection)? Options: Alternate installation schedule, Interim operational procedures, Extended warranty / support, Vendor escalation to regulator, Pilot program pause until resolved, Other — specify

Ready to Run a Pilot? Let’s Map the First Installation

• If we sketched a pilot installation today, what single thing would we need to lock to put it on the calendar?
• Which aircraft would you nominate for a pilot installation and why (representative airframe, highest utilization, owner preference)? Options: Newest airframe (representative), Older / high‑utilization airframe, Owner‑preferred aircraft, Aircraft scheduled for major check, Unsure — want our recommendation
• What installation window do you prefer for the pilot (timeline)? Options: Within 30 days, 30–90 days, 3–6 months, 6–12 months, Dependent on maintenance schedule
• Which MRO, line station, or facility would you prefer for the pilot install, and are there preferred technicians or exchange pools we should know about?
• What approvals, paperwork, or owner consents must be in place before we schedule (list any certificates, STCs, or release documents)?
• How should we communicate progress during the pilot: daily standups, weekly summaries, an on‑demand dashboard, or a combination? Options: Daily standups, Weekly summaries, On‑demand dashboard access, Weekly + dashboard, Executive summaries only
• Who will be the single point of contact for install coordination, and who are the escalation contacts for AOG or certification questions?

Start Small: Tell Us About Your Fleet

• How many aircraft are in the fleet you’re evaluating for this upgrade? Options: 1-5, 6-20, 21-50, 51-200, 200+
• Which aircraft types and variants are in scope (brief tail-number summary or fleet groups)?
• What is the current avionics baseline across the in-scope fleet (PFD/MFD models, FMS, nav/comm suites)?
• Which of the following are primary drivers for this program? Options: Regulatory mandate (e.g., ADS‑B/RNP/FANS), Aging/obsolescent displays, Operational capability (RNP/LPV), Fleet standardization, Maintenance cost reduction, Other
• Which airframes have previously had avionics retrofits and what were the key lessons from those programs?

What's Breaking Your Rhythm?

• How many hours of planned work per aircraft can you realistically afford without disrupting operations? Options: <8 hours, 8–24 hours, 1–3 days, 4–7 days, >7 days
• Which days, seasons, or mission peaks are effectively off‑limits for major avionics work? Options: Seasonal peak months, Weekly peak days, Night ops peaks, No-fly public events, We have flexible windows, Other
• What is the maximum cumulative fleet downtime per month you can tolerate (all tails combined)? Options: <24 hours, 24–72 hours, 72–168 hours, >168 hours, No fixed limit—depends on revenue impact
• Tell us about a time when a maintenance window was lost due to an install—what happened and what were the operational consequences?
• When push comes to shove, do you prioritize minimizing per-aircraft downtime or minimizing number of aircraft out of service at once? Options: Minimize per-aircraft downtime, Minimize number of aircraft OOS, Balance both equally, Depends on season/route

If a Line-Out Takes a Plane, What Happens?

• Which single failure mode during retrofit would cause the biggest operational pain for you—electrical, software, mechanical, supply chain, or human error? Options: Electrical/harness, Software/firmware, Mechanical/installation, Parts/supply delay, Training/crew error, Other
• How do in-service avionics failure rates today affect your dispatch reliability and AOG exposure? Options: Major impact on ops, Noticeable but manageable, Minor impact, Not measurable, Unsure
• Which LRUs, spares, or test assets have historically caused the longest AOG delays for you?
• How quickly can your maintenance teams typically recover from an avionics software fault today? Options: Within hours, Same day, 1–3 days, Over 3 days, Depends on vendor support
• If an unexpected STC or airframe interaction were discovered mid-program, how would you prefer to manage affected tails? Options: Pause all installs and rework, Continue on unaffected tails, Defer to OEM/Airframe owner, Run a targeted remediation plan, Other
• Please list any recurring failure themes or installation pain‑points you've experienced (e.g., harness routing, EMI, cooling).

Who Really Lives With the Upgrade?

• Beyond procurement, whose day‑to‑day workflow will change most because of this upgrade? Options: Pilots/crew, Avionics engineering, Maintenance/line techs, Training department, Schedulers/ops, Finance
• Which pilot currency, qualifications, or checkride requirements will this upgrade directly affect? Options: Type rating content, RNP/approach privileges, FD/EFIS differences, Recurrent sim time, No change expected, Unsure
• How many hours of initial and recurrent training per crewmember do you expect this upgrade to add? Options: <4 hours, 4–12 hours, 12–24 hours, >24 hours, None
• How will maintenance training and certifying mechanics change (classroom, OJT, vendor support)?
• Which stakeholder holds formal veto or disapproval authority over install timing or scope? Options: Chief Pilot/Flight Ops, Avionics Engineering, Training, Finance, Safety/QA, Regulatory, Other
• If there is misalignment between groups, what is the single biggest point of friction?

Money Talks — How Tight Is the Envelope?

• If 15‑year TCO increased by 10%, would you still pursue the program? Options: Yes, Maybe with concessions, No, Need to re-evaluate with updated data
• Which lifecycle costs matter most to your evaluation? Options: Install capital cost, Pilot training cost, Spares inventory, Maintenance man-hours, Downtime revenue loss, Other
• How do you currently account for downtime in your TCO modeling? Options: Charge-out model, Lost revenue estimate, Use spare aircraft substitution, Hybrid approach, We don't include downtime explicitly
• What ROI horizon or payback expectation has finance set for avionics capital programs? Options: 1–3 years, 4–7 years, 8–15 years, 15+ years, Undefined/strategic
• Are there hard budget ceilings, capital restrictions, or internal chargebacks we should know about?
• Would a phased rollout or staged payments make this program more feasible? Options: Yes—phased rollout, Yes—payment plan, Prefer single rollout, Unsure

Calendar Wars: Where Does This Fit?

• What would force you to re-prioritize or delay an install—new regulation, AOG, seasonal demand, supply delays, or internal events? Options: New regulation, AOG or operational emergency, Seasonal passenger/cargo peaks, Parts or supply delay, Internal reorganization, Other
• Which maintenance checks are your preferred install opportunities? Options: A‑check/line, B‑check, C‑check, D‑check/heavy maintenance, Dedicated ferry/slot
• How far in advance do you need confirmed install windows to coordinate crews and operations? Options: <2 weeks, 2–6 weeks, 6–12 weeks, 12+ weeks
• What internal approval lead time is typical to book external MRO or vendor resources? Options: <1 week, 1–4 weeks, 1–3 months, 3+ months
• Describe any seasonal or route-specific constraints that materially affect when you can install avionics.
• Would you consider nighttime or weekend installs to reduce daytime operational impact? Options: Yes—regularly, Yes—but only for small teams, Maybe—depends on scope, No

Decision Drag — What’s Holding the ‘Go’ Button?

• If you had to name the single biggest blocker to starting installs today, what is it? Options: Funding/budget, STC/regulatory approval, Internal stakeholder alignment, Supply/parts availability, MRO capacity, Other
• Who are the decision gatekeepers and which approvals remain outstanding?
• What specific evidence would move finance, ops, or QA to approve the program (e.g., cost model, reliability data, reference operator, signed STC)? Options: Detailed 15‑yr TCO model, Reliability/MTBF data, Reference operator visit, Simulator demo results, Signed STC paperwork, Other
• How influential are reference/operator visits, operational demos, and simulator evaluations in accelerating your internal approvals? Options: Critical, Very important, Nice to have, Minimal influence
• Have you set any non-negotiable acceptance criteria that would stop the rollout if unmet?
• If we could guarantee one thing to speed approvals (e.g., fixed install price, guaranteed AOG SLA, pilot demo seats, expedited STC), which would move the needle most? Options: Fixed install price, 24/7 AOG SLA, Pilot/simulator demo seats, Expedited STC path, Guaranteed install windows, Other

If This Went Right — How Would You Know?

• Assume the program is an unqualified success—what single metric would you point to as proof? Options: Downtime days saved, 15‑year TCO improvement, Pilot proficiency/incident reduction, On‑time performance uplift, Regulatory compliance by target date, Other
• What time horizon should we use to evaluate success (immediate, 6 months, 1 year, 3 years, 15 years)? Options: Immediate (0–3 months), 6 months, 1 year, 3 years, 15 years
• Which operational signals would demonstrate the upgrade is delivering value (choose all that apply)? Options: Fewer dispatch cancellations, Shorter maintenance turn times, Reduced pilot workarounds, Lower spares consumption, Improved on‑time performance, Easier regulatory audits
• Describe what a failed rollout would look like to you—how would you recognize it early?
• Who should be part of a cross‑functional success committee to sign off on acceptance and lessons learned? Options: Chief Pilot, Avionics Engineering Director, Training Lead, Finance/Controller, MRO Manager, Safety/QA
• How would you prefer to capture and action lessons learned after initial installs? Options: Joint review workshop, Monthly dashboard & KPI report, Shared issue tracker (ticketing), On‑site post‑install review, Other

Who's on the Bridge?

• Which roles on your team will be active in evaluating and approving this avionics upgrade? Options: Chief Pilot, Director of Avionics Engineering, Fleet Technology Manager, Maintenance Manager / MRO Lead, Training Lead, Finance / Procurement, Safety/Compliance Officer, Other (please name)
• Who is the single person or title that will hold final decision authority for a fleet-wide upgrade? Options: Chief Pilot, VP/Director of Engineering, Fleet Manager, CEO/COO, Head of Maintenance, Other (please specify)
• What is your target decision timeline for moving from evaluation to contract signature? Options: Immediate (0–30 days), Near-term (1–3 months), Medium (3–6 months), Longer (6–12 months), Unsure
• What is the primary driver for this program right now? Options: Regulatory compliance/mandate, Aging displays/hardware obsolescence, Operational capability (RNP, FANS, CPDLC), Reduce pilot workload / safety, Total cost of ownership (TCO) concerns, Other
• Tell us about a recent decision like this—what went smoothly, and what surprised your team?

Is This About Compliance—Or Something Bigger?

• If the regulatory deadline disappeared today, would you still pursue this upgrade? Why or why not? Options: Yes—operational benefits justify it, Maybe—depends on cost/impact, No—only pursuing due to mandate, Unsure
• Which specific regulations, ADs, or mandate dates are in scope for you? Options: ADS‑B, RNP/AR, FANS/CPDLC, RVSM/Mode S/TCAS updates, Display obsolescence/REACH-like mandates, Other (please specify)
• Beyond compliance, what business outcomes would make this program a strategic win for your organization? Options: Reduced pilot training hours, Lower maintenance downtime, Improved dispatch reliability, Fuel/efficiency benefits, Lower 15‑yr TCO, Improved safety metrics, Other
• What happens operationally and financially if you miss the compliance window?
• How fixed are your mandate dates—do you expect extensions, phased acceptance, or hard cutoffs? Options: Hard cutoff—no extension expected, Possible extension/phase-in, Unknown/awaiting regulator guidance, Not driven by regulator

What's Stealing Your Sleep on the Ops Floor?

• When an avionics issue occurs today, how often does it cause an AOG or schedule cancelation? Options: Almost always, Often, Occasionally, Rarely, Never
• What is your maximum acceptable downtime window per aircraft for a retrofit installation? Options: Under 8 hours (line station), 8–24 hours (single maintenance night), 1–3 days (scheduled maintenance visit), 3–7 days (week-long outage), No tolerance for multi-day outages
• Which maintenance/line station constraints most limit your install options? Options: No heavy maintenance slots available, Limited ferry/parking slots, Seasonal peak operations, Crew/inspector availability, Parts/spares shortages, Other (please describe)
• How much of your concern is driven by pilot retraining logistics versus hardware downtime versus certification risk? Options: Primarily retraining, Primarily hardware downtime, Primarily certification/STC risk, Evenly split, Other
• Describe a recent failure mode or operational constraint that made you consider an avionics refresh (specific incident, aircraft type, impact).

Imagine Landing This Perfectly—What Changes?

• If this program delivered everything you hoped for, what would operational life feel like one year post‑install? Options: Fewer delays/AOGs, Smoother pilot procedures, Lower maintenance burden, Improved regulatory compliance, Clearer path for future mandates, Other
• Which measurable signals would convince you the program succeeded in the first 12 months? Options: % reduction in unscheduled maintenance, Pilot proficiency metrics (sim checks passed), On‑time dispatch improvement, Cost reductions vs baseline, Regulatory audit pass, Other
• When you say ‘lower 15‑year TCO,’ which cost buckets matter most to you? Options: Initial capex, Installation labor and downtime, Spare parts and repair costs, Training and recurrent costs, Software/upgrade subscriptions, Residual value / obsolescence risk
• What aspects of the user experience (pilot or maintenance) would you describe as mission‑critical to get right? Options: Intuitive pilot interface, Minimal procedural changes, Rapid fault isolation for maintenance, Modular line-replaceable units (LRUs), Clear documentation and cheat-sheets, Other
• If you could pick one headline metric this program must improve, what would it be and why?

How Will You Sign Off—Really?

• What are the non‑negotiable acceptance criteria that must be met for each aircraft before you’ll sign off? Options: Flight test performance, Regulatory paperwork complete, Pilot proficiency signoff, Maintenance documentation / MEL entries, No open deferred discrepancies, Other (please specify)
• Which stakeholders must provide a formal signoff for fleet acceptance, and in what order? Options: Flight Operations, Engineering/Certification, Maintenance/MRO, Training, Finance, Safety/Compliance, Other
• What explicit flight test pass/fail thresholds do you require (e.g., navigation accuracy, display stability, autopilot coupling)?
• Do you expect STC coverage, OEM approval, or alternative pathways for each tail number or serial block? Options: STC for each serial range, OEM-forward-fit approval, Field approvals per aircraft, Combination / phased STC
• What documentation package must accompany handover (electronic and hard copies)? Options: Flight test reports, Maintenance instructions (MMEL/IPC), Operational procedures (SOP/POM updates), Training syllabi and records, Warranty & AOG docs, Other

Who Needs to Be Convinced (and What Will Convince Them)?

• Which audience on your side is most skeptical about upgrades and why (engineering, finance, ops, training)? Options: Engineering—technical risk, Finance—capex/TCO, Operations—downtime impact, Training—pilot burden, Other
• Which forms of evidence carry the most weight for your stakeholders? Options: Simulator evaluation data, Reference operator performance, Independent lab test reports, Flight test videos/telemetry, Detailed installation timelines, Cost models (TCO/ROI)
• How useful would a site visit to an operator already flying this system be, and are there limits on who we could invite? Options: Very useful—definitely want a visit, Somewhat useful, Not necessary, Limited by confidentiality/NDA
• If we provided a standardized demo package (sim session, installation timeline, TCO model), which three materials would move your stakeholders most? Options: Simulator script & results, Detailed installation plan, 15‑yr TCO model, Reference operator KPI packet, Regulatory acceptance bundle, Training & syllabus samples
• Are there internal governance or audit gates (procurement committee, safety board) we should prepare for? If so, who leads them?

If We Said We Could Install With Zero Surprises, What Would That Require?

• What spare parts and logistics posture do you prefer for rollout and sustainment? Options: Centralized spares pool, Exchange/loaner program, Local stocking at key hubs, Vendor-managed inventory, Other
• Which installation windows are realistic for your fleet (overnight line station, maintenance checks, seasonal groundings)? Options: Line station overnight, A-check/Light maintenance, C-check/Heavy maintenance, Planned seasonal groundings, Only non‑peak periods
• Do you have preferred or approved MRO partners and line stations we should coordinate with? Please name them.
• What specialized test equipment, borescopes, or ground support gear must be available during installs?
• Who are the owner/operator points of contact for paperwork, ferry approvals, and post‑install acceptance coordination?

What Could Make You Hesitate at the Finish Line?

• Which commercial or contractual terms are likely to be deal‑stoppers for your organization? Options: Warranty length, Liability/indemnity language, Payment terms/milestones, AOG support commitments, Performance penalties, Other
• How important is 24/7 AOG support and guaranteed response times to your operations? Options: Critical—non‑negotiable, Very important, Nice to have, Not a priority
• Does your finance team require specific procurement models (capital purchase, leasing, payment over time)? Options: Capex purchase, Operating lease, Vendor financing, Subscription / SaaS-style updates, Unsure / discuss with finance
• What insurance, warranty, or liability constraints must be satisfied before proceeding?
• Is there a ‘last mile’ technical or organizational concern that would cause you to pause at final acceptance?

Ready to Move—What Do You Need From Us Next?

• Which aircraft or tail numbers would you nominate as candidates for a pilot program or first-install tranche?
• Which of these demo formats would best help you decide within 90 days? Options: Simulator-based evaluation with your pilots, On‑aircraft reference visit, Virtual demo with telemetry, Detailed TCO/installation workshop, Proof‑of‑concept install on one aircraft
• What is the single most important deliverable you need from us in the next two weeks? Options: Draft STC/installation outline, Preliminary 15‑yr TCO model, Simulator evaluation schedule, Reference operator contact list, Installation timeline draft
• Who should we include on the next follow‑up meeting invite from your side (name, role, email)?
• When would you like that follow‑up—choose a target window for next engagement. Options: Within 7 days, 1–2 weeks, 3–4 weeks, 1–3 months, Unsure

Getting to Know Your Operation

• How many aircraft are in the fleet this program would touch, and what types/models are they?
• Which of these best describes your organization? Options: Commercial airline, Fractional operator, Business aviation department, MRO/maintenance provider, OEM/airframer, Other
• Who on your team will be the primary day-to-day point of contact for technical decisions (name/role if possible)?
• Who needs to be included in commercial and scheduling decisions (select all that apply)? Options: Chief Pilot, Director of Avionics Engineering, Fleet Technology Manager, Head of Training, Finance/Procurement, Maintenance Control, Regulatory/Compliance, Other
• When you consider an avionics upgrade, what’s the single most important outcome you personally care about? Options: Regulatory compliance, Reduced downtime, Lower training cost, Improved operational capability (RNP/CPDLC), Long-term TCO, Pilot workload reduction, Other
• Roughly when do you need a decision or initial commitment for this program? Options: Within 30 days, 1–3 months, 3–6 months, 6–12 months, Longer / exploratory

If One Thing Could Change Overnight, What Would Be Different?

• What do you secretly wish would stop causing you headaches when it comes to avionics and flight-deck performance?
• How often do those headaches translate into flight disruptions, delays, or schedule impacts? Options: Weekly, Monthly, Quarterly, Rarely, Never
• Tell us about a recent incident that highlighted a capability gap—what happened and what kept you up that night?
• What emotions do these recurring issues create across your ops and engineering teams (frustration, risk aversion, budget fatigue, etc.)? Options: Frustration, Increased risk sensitivity, Budget fatigue, Loss of confidence in vendor solutions, Urgency to change, Other
• If that one thing were fixed, what immediate operational or financial impact would you expect in the next 12 months?

Who Actually Holds the Keys—and What Keeps Them Awake?

• How confident are you that all internal stakeholders agree on the primary objective of this upgrade (compliance vs capability vs cost)? Options: Fully aligned, Mostly aligned, Mixed views, Not aligned at all
• Which department typically has final sign-off authority for avionics purchases in your organization? Options: Flight Operations/Chief Pilot, Engineering/Avionics, Maintenance Control/MRO, Finance/Procurement, Safety/Compliance, Other
• Are there any stakeholders who must be convinced but are currently skeptical? Who and why?
• What are the non-negotiable requirements each stakeholder group will insist on (e.g., downtime cap, currency impact, cost thresholds)?
• What political, contractual, or legacy constraints (leases, warranty agreements, OEM limitations) could block or delay rollout?
• If we had to present a one-page summary that convinces every stakeholder, what single metric would need to be on it? Options: Days of downtime per installation, 15-year TCO estimate, Regulatory compliance date met, Pilot training hours required, AOG response time guarantee, Other

The Hidden Costs You Don’t See in the Budget

• When you model total cost over 15 years, what hidden or recurring costs surprise you most? Options: Training refreshes, Spares and logistics, Unexpected AOG events, STC/installation rework, Obsolescence and upgrades, Other
• Over the last 12 months, how many avionics-related AOG events did you log and what was the average resolution time?
• How do you currently handle spares and exchange—centralized pool, vendor consignment, or adhoc purchases? Options: Centralized spare pool, Vendor consignment, Ad hoc purchases, Regional caches, Other
• What is your acceptable incremental maintenance cost per aircraft per year for new avionics (ballpark)? Options: < $1k, $1k–$5k, $5k–$20k, $20k–$50k, >$50k, TBD / unknown
• Describe any previous retrofit programs you've run—what surprised you about cost drivers or timeline slippage?
• Which partner-supplied services are most valuable to you when it comes to reducing hidden costs? Options: Global AOG support, Local authorized repair stations, Spares pooling, Training packages, Predictive maintenance analytics, Other

What Would 'Good' Actually Look Like Across Ops, Training, and Finance?

• If the program meets expectations, what three measurable outcomes would make you celebrate?
• Which of these acceptance signals matter most to you? (pick top 3) Options: On-time regulatory compliance, ≤ X hours downtime per aircraft, ≤ Y pilot training hours, Projected 15-year TCO target, Demonstrated mission capability (e.g., RNP) in simulator, Proven reference operator results
• For each stakeholder (ops, engineering, training, finance), what single acceptance criterion would they each insist on?
• What is an acceptable timeline from contract to fully operational fleet for your organization? Options: <3 months, 3–6 months, 6–12 months, 12–24 months
• How will you measure ROI—what horizon and which cost/savings buckets will you include? Options: Direct cost savings only, Direct + training savings, Direct + ops efficiency + training, Full lifecycle TCO (15 years), Other
• How do you want to see success documented post-deployment (flight test reports, pilot signoff checklist, compliance dossier, etc.)? Options: Flight test signoffs, Pilot proficiency logs, Compliance paperwork package, Maintenance acceptance checklist, All of the above, Other

Installation: Where Will It Hurt Most?

• If an installation schedule forced you to choose between speed and thoroughness, which would you pick and why? Options: Speed—minimize downtime, Thoroughness—ensure operational readiness, Balance equally, Undecided
• What is your normal maintenance window flexibility—how many hours/days can an aircraft be out of service for an avionics install? Options: <4 hours, 4–24 hours, 1–3 days, 3–7 days, >7 days
• Do you have pre-approved STCs and shops for this aircraft type, or will new approvals be required? Options: Pre-approved STC and shops, STC approved but shops limited, New STC required, Unsure / need to confirm
• What typical logistical barriers slow installs for you (parts lead time, inspector availability, hangar space, etc.)?
• How acceptable is splitting installation across line stations vs centralized retrofit events? Options: Prefer line stations, Prefer centralized events, Hybrid approach, No preference
• What is the maximum acceptable parts lead time for critical avionics components before it jeopardizes your schedule? Options: <2 weeks, 2–6 weeks, 6–12 weeks, >12 weeks, Depends on component

Training & Transition: Will Your Crew Embrace or Resist?

• Would your pilots describe a major avionics change as an opportunity or a burden—and what drives that perception? Options: Opportunity—improves capability, Burden—training/time cost, Mixed feelings, Depends on implementation
• What is the current state of pilot simulator access and how many full-motion sessions per crew could you realistically schedule in a month? Options: None, 1–5 sessions, 6–15 sessions, >15 sessions
• How many initial training hours (sim or ground) would feel reasonable per pilot to reach operational proficiency? Options: <4 hours, 4–8 hours, 8–16 hours, >16 hours, TBD
• Who will own recurrent training and proficiency tracking once the upgrade is in service? Options: Training department, Flight Ops/Chief Pilot, External training provider, Maintenance (for technical proficiency), Other
• What resistance points do you expect from line crews or check airmen, and how have you handled similar resistance before?
• Would you prefer vendor-run instructor courses, train-the-trainer, or a blended approach for instructor provisioning? Options: Vendor-run instructors, Train-the-trainer, Blended approach, Self-managed

Regulatory Risks & Documentation: Are You Ready for the Audit?

• If an audit happened tomorrow, what documentation around avionics changes would you currently be missing or worried about?
• Which regulatory drivers are primary for this program (select all that apply)? Options: ADS‑B, CPDLC/FANS, RNP approach capability, Privacy/security mandates, Obsolescence/EOQ, Other
• Do you need supplemental type certificates (STCs) across multiple regions or just one jurisdiction? Options: Single jurisdiction, Multiple jurisdictions, Global coverage needed, Unsure
• Who in your team manages regulatory filings and approvals—and how long do approvals typically take?
• What evidence package (e.g., test reports, wiring diagrams, maintenance procedures) will satisfy your regulators and internal QA? Options: Complete compliance dossier, Flight test reports, Maintenance/installation manual, Pilot procedures and training records, All of the above, Other
• Have you had any recent regulator findings or airworthiness notes that could complicate retrofit approval? Options: Yes, No, Unsure / need to check

Reference & Confidence: Who Would You Trust to Prove This Works?

• Would a live simulator evaluation, a site visit to a reference operator, or a dedicated flight-test best convince your team—and why? Options: Simulator evaluation, Reference operator visit, Dedicated flight-test, Combined approach, Other
• What specific metrics from a reference operator would prove relevancy to you (downtime reduction, training hours, operational capability, reliability rates)?
• How many reference visits or demos would you need before recommending approval internally? Options: 0–1, 2–3, 4+, Depends on outcome
• Would you be willing to loan an aircraft or host a visit if it meant accelerated confidence and earlier rollout? Options: Yes, Maybe with conditions, No
• What scenario or mission profile should be included in any demo to feel like a true test of operational fit?

Decision Rhythm: What Will Make You Say Yes?

• If we could remove one remaining barrier to a decision today, what would that be?
• Which commercial terms are deal-breakers for you (select all that apply)? Options: Warranty length, AOG response SLA, Payment milestones, Parts pricing, Training inclusions, Service-level guarantees, Other
• What procurement approvals and budget windows must we align to in order to hit your target schedule?
• Who will be the final approver and what internal milestone triggers approval (budget sign, ops signoff, demo success)?
• If we propose a phased rollout, which tranche would you prioritize first and why (by aircraft, region, or capability)?
• What do you see as the ideal next step after this discovery conversation? Options: Technical deep-dive workshop, Site/simulator demo, Draft commercial proposal, Reference operator visit, Regulatory gap analysis, Other