Use networks to open doors to Europe’s defence market
Entering Europe’s defence market is rarely a solo effort. Markus Ranne, Chief Advisor at Business Finland, outlines practical routes that Finnish companies and research organisations can use to find their way into European projects.
Author
Chief Advisor
Space, Defense and Connectivity
Business Finland
In brief
- Accessing Europe’s defence market requires more than strong technology: active networking and the right partners are equally important.
- The value of European Defence Fund projects goes beyond funding. They can provide a route into European value and supply chains.
- Companies should make their expertise visible, identify the right networks and proactively approach potential partners.
Europe’s defence industry is currently expanding and evolving at a rapid pace. New companies and technologies are entering the sector, while established defence companies are looking for partners whose expertise complements their own. Finnish companies have much to contribute to this development, but gaining access to international markets requires not only strong technology but also active networking.
The European Defence Fund (EDF) funds international consortia carrying out defence technology research and development projects.
Alongside funding, the connections formed with European companies and research organisations during these projects are at least as valuable. At their best, these networks can later help a company secure a place in European value and supply chains.
Several practical online tools are available for finding partners.
- The European Defence Agency (EDA) Business-to-Business Platform enables companies to showcase their expertise, describe their partnership needs and find collaborators across Europe. The platform also includes a matchmaking function for EDF calls.
- The Enterprise Europe Network EDF Partner Pool allows validated participants to publish project ideas and other collaboration opportunities, find partners and build EDF consortia. Activities delivered through the Enterprise Europe Network also include training sessions, webinars and pitching events.
- The European Defence Fund’s Enhancing Opportunities for All project particularly supports the network of EDF National Focal Points. Its platform facilitates meetings and information exchange and helps new applicants join European consortia. It offers opportunities especially for SMEs and other newcomers that are still defining their role in Europe’s defence industry networks.
Organised annually by the European Commission, EDF Info Days provides an opportunity to build new connections in Brussels. Participants receive a comprehensive introduction to how the EDF works and to upcoming funding calls. Pitches linked to the call topics and one-to-one meetings between companies are just as important.
Come prepared with a clear message: what expertise your company offers, what need it addresses and what kind of partners you are looking for.
In November-December, follow the European Commission Directorate-General for Defence Industry and Space (DG DEFIS) website for registration information concerning the following year’s EDF Info Days. Although it is a large event, places in Brussels fill up quickly. In recent years, the event has been organised in a hybrid format, so the programme can also be followed remotely.
NATO has also recently made its communications for companies clearer. NATO’s Front Door for Industry brings together relevant information on networking events, procurement and NATO innovation activities.
Direct outreach to projects can lead to collaboration
Companies should also build direct relationships with leading European industry players, research organisations and coordinators of previous EDF projects. Looking backwards is not always advisable in R&D, but I nevertheless recommend reviewing, for example, the EDF projects selected in 2025 and their consortia. This can help you identify projects related to your area of expertise and find companies and research organisations that could become partners in future projects. Contact details for ongoing projects are available in the EU-funded projects section of the Funding & Tenders Portal.
Not every company needs to have a fully developed project idea of its own. A company can also join a consortium by offering a clearly defined technology or specialist capability as part of a larger whole.
Finland’s defence ecosystem is growing stronger
International networks do not have to be built from scratch. They can be developed on the foundation of national networks. In Finland, Patria’s eALLIANCE ecosystem and Bittium’s Seamless and Secure Connectivity ecosystem bring together companies and research organisations.
The Association of Finnish Defence and Aerospace Industries AFDA provides its members with networking opportunities and support for international growth. The recently extended Digital Defence Ecosystem (DDE) connects companies and other organisations working on the digitalisation of defence.
Finland needs strong networks because they allow us to punch above our weight and be seen as more credible partners internationally. A company’s own initiative is crucial, whether it builds its network through national ecosystems, European platforms, direct outreach or industry events.
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