Small tech needs strong partnerships with international distributors, but it’s hard for them to identify the right ones. OEMs have spent decades vetting and refining their channels. We help new players catch up.

Trusted indirect sales channel partners AMP

Managing Partner

Airports are heads-down running complex operations locally. We supported our client with information and recommendations to accelerate the analysis and decision-making necessary to deliver impactful change. Moreover, we helped them establish a framework to test and transition new innovations with local partners as they move forward.

Airport Enhancing Service Quality Through New Processes and Tech

Advisor

I speak from experience when I say that LAM LHA is best-in-class at navigating the intricacies of aviation security equipment qualification and the European regulatory landscape. Highly recommend!

Garrett, Steve Novakovich

CEO, GARRETT

Technical specifications and a complex regulatory framework can make it extremely difficult for smaller security companies to grow in a fiercely competitive market. They need solid local sales partners, and we’ve helped our client find them.

LAM LHA Black 2 AMP

Managing Partner

Many small to medium sized tech companies struggle with sales in foreign markets because they think they need to open offices abroad and/or get on an airplane to find customers. Market growth abroad is a question of building strong partnerships with tech distributors and developing a solid service offering that will keep customers happy.

BLACK

Managing Partner

It can be challenging for smaller aviation security newcomers to navigate the maze of global distributor networks. We have enjoyed working with a software company to build and refine an approach to indirect sales, market-specific messaging, and go-to-market.

LAM LHA BLACK SAAS AMP

Managing Partner

Security product qualification in the aviation security domain can be tricky when anomalous situations arise. Getting to a workable solution is most often just a matter of ensuring everyone has a common understanding of the problem. Most regulators want to “get to yes” – and the quick resolution of this matter was an example of them doing exactly that!

European Product Qualification - AMP

Managing Partner

There are so many possible use cases for AI in the federal government that it can be hard for tech companies to focus. We helped this client understand challenges specific to DHS, TSA, and among aviation security actors – and focus in on one that had the most near-term promise.

AI Tech Fed GTM-AMP

Managing Partner, LAM LHA

Automated detection is not new, but data collection and qualification pathways for third-parties are only now maturing. Timing is everything, and we’ve helped this client get squarely in the mix at the right moment.

T&E Automated Detection Lareau

Senior Advisor

Helping a major AAM player right out of Y-Combinator develop market opportunities as they’re building a revolutionary AAM vehicle has been an incredible journey over the last three years. Success in this instance is that they don’t need us anymore. First flight is on track for later this year and they now have a robust internal team to handle the ecosystem and more… thanks to the early wins we helped them secure.

Anne Marie AAM

Founder and Managing Partner

Airport operators are constantly faced with unforeseen events like bad weather or large tour groups. The only way to adjust operations on the fly is by automating passenger arrival information through new data collection capabilities. Our client has demonstrated how accurate collection of this type of data has a positive ripple effect along the passenger facilitation value chain.

Passenger Flow Analytics AMP

Managing Partner

The National Amendment issued by TSA in April 2023 requiring some U.S. airports to enhance aviation worker screening practices posed challenges for a range of airport operators. LAM LHA was delighted to work with Safe Skies and the U.S. airport community to develop guidance material that will assist airports today and well into the future.

PARAS 0060 Craig Lynes

Senior Advisor

Keeping pace with new and emerging technologies and assessing performance is a challenge for airport executives, who are heads-down on the operation. We have a broad view of the market, and were able to give our client a view on how they are doing as compared to their peers and in light of capabilities readily available in the market.

Airport Emerging Tech Guillaume Xavier Bender

Advisor

If you invest in a company, you need to deeply understand its tech. We know how to look under the hood on detection equipment and advise our clients accordingly.

Detection Equipment - Richard Lareau

Senior Advisor, LAM LHA USA

From mailing facilities to military bases, tenants come in all shapes and sizes, making it a challenge for airports to maintain smooth tenant security operations. LAM LHA was extremely grateful to have been entrusted by Safe Skies to work on this important project and to have provided airports with targeted support and guidance.

Security Tenant Safe Skies Taite Pauley

Head of Business Operations, LAM LHA USA

Cybersecurity is a major concern across critical infrastructure with an increasing number of attacks on transportation. Governments and operators need game-changing solutions outpacing our adversaries. Many of these are coming from small businesses that need a big voice to get in the mix.

cyber concern Tom Bush

Senior Advisor

Interest in next-generation EDS security systems is gaining momentum in terms of how vendors are designing their products. We’ve been impressed with how open-minded government authorities have been in learning about these solutions and their novel capabilities, including our client’s system.

Next gen EDS Richard Laraeu

Senior Advisor, LAM LHA

The EU’s implementation of a new Exit-Entry System (EES) represents a massive undertaking with a series of technological hurdles, not to mention extensive stakeholder coordination. We were grateful to be in the midst of it as we supported our client in knocking it out of the park for theirs. For this effort to go well, it really has required the village to come together

EU EES Guillaume Xavier Bender

Advisor, LAM LHA

Automating processes to collect wait time information is a key part of efforts to enhance passenger flow optimization. Whereas this was seen as a ‘nice to have’ a few years ago, it’s becoming a key piece of airport planning with the return of passenger volumes

AMP Pax Flow

Managing Partner, LAM LHA

The transition to automating manual processes related to runway surveillance in Europe is starting to take hold. As technologies evolve and solution implementation becomes more cost-effective, we are likely to see airports prioritize spend in this area. We were grateful to have brought tech builders and operators together to better flesh out requirements and where to place the needle on product dev over the next few years.

AMP automation

Managing Partner, LAM LHA

“Like other companies in the security sector, we are constantly trying to navigate how best to develop product for regulated and unregulated markets simultaneously. LAM LHA helped us understand the operational realities of the aviation security market and how we might create wins for future customers, while at the same time positioning our product for formal qualification. They are genuine in their commitment to bring value to their network and community – which is why their airport and government colleagues answer the phone every time.”

Anonymous Client

CEO

“The world’s leading airports are struggling to keep up with growth in passenger volumes post-COVID given limited infrastructure. Self-service and automated approaches are more relevant than ever. Proactive approaches and a well thought-through prioritization of resource-spend today will determine winners from the losers five years down the line.”

Anne Marie Pellerin

Managing Partner, LAM LHA

Border authorities are struggling to keep pace with the evolution of tech given privacy concerns and the need to coordinate approaches between states. IATA has greatly supported both industry and governments in identifying possible new approaches to solving previously existing and emerging challenges. We were honored to support them with this exceptional piece of work for the benefit of the sector.

Anne Marie Pellerin

Managing Partner, LAM LHA

"LAM LHA worked with us to identify how we might implement a next-generation model for pre-clearing US-bound passengers. Anne Marie and her team delivered sound advice, which assisted us in working through a win-win solution with our US partners."

Anonymous

Senior Security Adviser, Airport Client

“Designing new testing and evaluation protocols for new types of products requires time, patience, and a tremendous amount of collaboration between public and private stakeholders.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“The EU EES project has been a monumental endeavor, and we have been fortunate to support our client in understanding requirements to shore-up successful and sustainable delivery which will enhance the security of Europe.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“As AI regulation takes shape, data protection and a thorough understanding of how biometrics and identity solutions work is more important than ever. We must get this right as a community – and constant engagement between public and private stakeholders is paramount.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“When a company is running a thousand miles a minute to scale its business, it’s understandable that mishaps occur. The most important is that there’s a concerted effort to find workable solutions that effectively mitigate risk. It’s all about the outcome, which is where we’ve focused – and which has brought us closer to resolution with government decision-makers.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“Keeping pace with advancements in security detection tech is a struggle even for advanced countries and operators. Most authorities need a back-to-basics approach in understanding what they have, how it’s mitigating risk, and how they can improve. Through our partner, we provided this foreign authority and operator exactly this kind of analysis and roadmap.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“eVTOL and other Advanced Air Mobility companies are working with a blank sheet when it comes to aviation security requirements and planning. Although there are existing applicable regulatory frameworks, these are likely to evolve – and operators must be ready. Thinking through security positioning well in advance of mandates and engaging proactively with regulatory stakeholders now will be key for manufacturers in accelerating path to market.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“Working together with the European Commission on a Twinning Fiche was new for us, and an incredibly worthwhile experience. These kind of collaborative exercises between governments are key to enhancing our global security baseline; We were pleased to bring deep aviation security expertise to bear to further the effort.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“With increasing concern around insider threat, airports are focused on implementing more robust access control systems in the U.S. aviation security domain. We were honored to work with the National Safe Skies Alliance and airport participants to develop this important piece of work, which will support U.S. airports in transitioning to more automated practices.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“U.S. airports have a treasure trove of best practices for airport ID accountability, as we discovered during this project. We were thrilled to have been selected by the National Safe Skies Alliance to dig up these nuggets of wisdom and bake them into a comprehensive reference document for U.S. airport operators.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“Margins have become so thin in the security market that manpower providers are reticent to jump at every opportunity. The opportunity cost of a bad decision can be consequential, and thorough analysis is essential.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“Wildlife trafficking sits in neither the security nor safety lanes. Detecting wildlife in cabin or hold baggage using existing detection equipment will require a tremendous amount of goodwill among stakeholders to find workable solutions that stop trafficking without negatively impacting aviation operations. The stellar collaboration between IATA and relevant government stakeholders should be held out as a best practice.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“Qualifying product in Europe is no laughing matter. We were thrilled to have helped this client glide through T&E in 6 months, paving the way to operational trials and an initial lighthouse sale.”

Anne Marie Pellerin

Managing Partner, LAM LHA

“The bulk of operators do not buy next-gen equipment unless there is a requirement. Government stakeholders want and need to know what’s coming so they can lay the groundwork for effective policy that operators will understand and accept. Government engagement is not a nice-to-have for security tech manufacturers. It’s a must.”

Anne Marie Pellerin

Managing Partner, LAM LHA

LAM LHA knows the latest technological, operational, and regulatory trends. They’re intimately familiar with what every stakeholder in this world is thinking—almost to a psychic degree.

Bruno Faviero

PM at Palantir (formerly Co-Founder and COO at Synapse)

“The emergence of robots, self-driving vehicles, and drones is empowering airports to enhance automation in aviation security operations. We were honored to work with the National Safe Skies Alliance and PARAS to develop guidance for airports considering autonomous technologies to enhance security-related activities.”

Anne Marie Pellerin

Managing Partner, LAM LHA

"LAM LHA knows the latest technological, operational, and regulatory trends. They’re intimately familiar with what every stakeholder in this world is thinking—almost to a psychic degree."

Bruno Faviero

(former) COO, Synapse (acquired by Palantir)

“Crystalizing relevant insights into an easily digestible piece of market research is not always straightforward. LAM LHA has routinely risen to the challenge.”

Anonymous Client

"We needed to develop a program to cover uncharted territory. Traditional security firms would've done things by the book, when what we needed was "blank slate" thinking. We worked with LAM LHA, who engaged with regulatory authorities for us, as well doing a phenomenal job rallying stakeholders around a shared vision."

Frank Hitzbleck

(Former) Head of Safety & Security, Volocopter

Trust is key when you're operating at the junction of business and government. LAM LHA keenly understands how to nurture trust; it's obvious by the caliber of their relationships with both sides. Plus their depth of market knowledge is extraordinary.

Liene Laimina

Vice President, Corporate Affairs, Smiths Detection

"LAM LHA’s positioning strategies for working with US stakeholders helped us successfully navigate US opportunities for our Better Airport suite of SaaS solutions. With LAM LHA’s support, we were able to successfully pilot our solution as part of the TSA Innovation Task Force initiative, an incredible opportunity and win for our team."

Kasper Hounsgaard

CEO, Copenhagen Optimization

"You know you're in good hands when LAM LHA's advising you on regulatory and compliance. Their respect for government's role runs deep, and their style consistently delivers win-wins."

Ben Kozy

COO, Airspace

LAM LHA performed an in-depth discovery and testing process with a newtech firm we'd invested in. We were able to confidently chart the partnership'sfuture, thanks to LAM LHA'S exemplary work."

Bruce Coole

Vice President, AIRBUS

LAM LHA quickly became a key advisor in how IDEMIA navigates the complexity of the EU decision-making process. Their expertise and full commitment to supporting our advocacy and market research efforts is very helpful.

Jean-Christophe Fondeur

Chief Technology Officer, IDEMIA

Two things about working with LAM LHA. Their network is unmatched among aviation security advisors. And everyone in their network just loves working with Anne Marie and her team!

Soeren Ibsen

CEO, EXRUPTIVE

LAM LHA tells you when they don't know something, or someone. That's unusual for a consultant. Then they'll dig deep and deliver that knowledge, or that person, and move the dial yet again. Talk about getting it done.

Aaron Estes

CEO, IRONWOOD CYBER

There's six degrees of separation - or less - between LAM LHA and European aviation stakeholders. Throw in LAM LHA's renowned hustle, and you're simply unstoppable.

Adam Triolo

Vice President, Commercial Business Development, REGENT

LAM LHA knows the latest technological, operational, and regulatory trends. They’re intimately familiar with what every stake-holder in this world is thinking—almost to a psychic degree.

Jamie Swansen

Owner Fresh Face, LLC

LAM LHA worked with us to identify how we might implement a next-generation model for pre-clearing U.S.-bound passengers. Anne Marie and her team delivered sound advice, which assisted us in working through a win-win solution with our U.S. partners.

Carrey Placeholder

CEO / Founder