Keys to success in Poland’s defence market can be defined by the three “p’s”;
- Presence: As one of Europe’s largest defence markets, Poland expects in-country engagement. Attend trade shows like MSPO and other events listed on the TCS event page.
- Polonization: Similar to Canada’s Industrial and Technological Benefits (ITB) Policy, Poland wants its industry to benefit from defence procurements. This includes technology transfer, local production, and partnerships. Always ask, “how can I make my solution more Polish?”.
- Persistence: Procurement is slow and bureaucratic. Companies that maintain a consistent presence and follow-up build trust and win contracts. Relationship-building takes time, but it’s essential.
Look beyond the Armed Forces
Special Forces, border services, and police have independent budgets and fewer barriers. The “Eastern Shield” initiative, which aims to reinforce Poland’s borders along its Eastern flank (where it borders Belarus, Russia and Ukraine) presents a major opportunity.
Contact: James Allan, Trade Commissioner, Embassy of Canada to Poland, james.allan@international.gc.ca - defence.