How to sell to the Bundeswehr: Navigating Defence Procurement in Germany

We sincerely thank our keynote speakers and panelists for their valuable insights. Our appreciation also goes to our co-organising partners — Lithuanian Defence and Security Industry Association and German-Baltic Chamber of Commerce in Estonia, Latvia, Lithuania — and to all participants for an open and practical exchange on entering the German public and defence procurement market.

Key takeaways:

• Procurement readiness goes far beyond submitting a compliant tender. 
• In Germany, reliability and long-term commitment matter as much as price. 
• International expansion requires strategic positioning, not opportunistic bidding. 
• German public procurement offers significant opportunities for the Baltic defence industry.
  

The discussions highlighted that preparation, credibility, and strong partnerships are essential when working with the Bundeswehr and German public buyers.

We appreciate the strong engagement from Baltic companies and look forward to continuing the dialogue.​