The key to doing business with NATO is understanding the landscape, as emphasized by industry expert Louisa DuBois. As the president of AFCEA Belgium Chapter and a retired businesswoman, DuBois highlighted the importance of knowledge about the alliance’s history, politics, military, and management.
Before starting to do business with NATO, it is recommended to first complete the registration process. This process involves several requirements, including being an alliance member and being certified by your local government.
NATO’s Support and Procurement Agency (NSPA) is responsible for engaging with industry and purchasing a range of goods and services for the alliance. Both NSPA and NCIA have separate registration processes that are divided into distinct steps. They offer programs to onboard both large and small suppliers.
Despite the various steps involved in the registration process, NATO has a vendor structure in place. Anne Seguin, chief of the market research and industry information section at NSPA suggests monitoring the contractor web page to identify prime contractors. Smaller suppliers are encouraged to establish themselves as subcontractors before moving towards larger business opportunities.
