XLRTR 2.0 - Defense Deliveries in Practice

defense deliveries.

The XLRTR program is for companies that consider the defense and dual-use market as a possible strategic focus area, by providing companies with insight and a decision-making basis to assess whether and how such investment should be implemented, and what it entails for the company's further development.

The defense and dual-use market represents a significant strategic opportunity for Norwegian companies. Many businesses already have technology, expertise, and solutions that may be relevant. At the same time, a targeted investment requires clear priorities, management support, and conscious choices about how the company should evolve.

XLRTR targets companies that wish to work purposefully on organization, strategy, and delivery capability, and that will use the program as an active tool for further development.

XLRTR combines insights into the defense and dual-use market with a structured strategy process, where the company's actual premises and goals are at the center. Through the gatherings, participants gain insights into how defense procurements are conducted, which actors are involved in the decision-making processes, and what expectations are placed on suppliers. At the same time, there is systematic work being done to clarify starting points, ambitions, and further development needs.

The program has been developed by the Blue Maritime Cluster and Ocean Autonomy Cluster, in collaboration with ÅKP Strategy and Business Development.

Purpose and goals 

Purpose: Prepare companies for dual-use deliveries and participation in dual-use programs, such as Diana, Link, EDF, etc. In addition to creating an overview and understanding of specific programs such as the Standard Vessel Program and similar programs. 

Goals: Implement Norway's best qualification program with 6-8 participating companies, which during the program period (6 months) will develop the company to be ready for participation in the dual-use program. The companies will also have a clear understanding of what is required to be able to deliver to the defense or customers in civil preparedness. Facilitate development activities of own or joint projects.

Cost 

There are two options for participation:

1. Only gatherings
   30,000.- excl. VAT (Market price 120,000 with 75% discount for SMEs) 

   The price covers the program and content described in this document for 2 persons per company. The price does not cover travel and accommodation for the various gatherings.

2. Gatherings and follow-up
   60,000.- excl. VAT (Market price 240,000 with 75% discount for SMEs)
   The price covers the gatherings, as well as 1:1 follow-up of each company to map and develop the strategy between gatherings. This includes 40 hours of mapping with a preliminary study and situational analysis of your company, developing a strategy for delivery to defense. Up to 2 persons per company can participate in the program. The price does not cover travel and accommodation for the gatherings. 

   
   

Program

In addition to the program below, there is also an opportunity for further 1:1 follow-up if desired, as well as participation in the upcoming Supplier Network.

Gathering 1: Intro to Dual-Use// Oslo, March 17-18 (tentative)

“Intro to dual use” addresses the various possibilities for making deliveries to the defense industry: Identifying users and their needs, identifying different actors who can influence a purchasing decision, how the FMA works with procurement, how FFI conducts research and innovation, and the roles of the weapon schools. The goal of the module is to create a good understanding of the various processes the Defense goes through to acquire different products and services. 

Gathering 2: Partner strategy and international opportunities // Ålesund, April 28-29 (tentative)

“Partner strategy and international opportunities” addresses various partnership models for deliveries to the defense and dual-use market. How can strong partnerships be built to enter into defense contracts? In addition, we will look at various international opportunities and programs that may arise in the future. Meetings with relevant maritime actors and tours in the Ålesund area will be arranged. 

Gathering 3: Corporate law and business law / Capital // Trondheim, June 9-10 (tentative)

“Corporate law and business law” addresses legal challenges and opportunities within dual-use. How should the company be structured in the best possible way? What should one be aware of in development contracts within dual-use? How does one secure rights and ownership in larger deliveries? What certifications and special needs related to export and restrictions can one encounter? What requirements are placed on employees and the organization as a whole?

“Capital” addresses various capital and financing strategies for dual-use products and services. How is this different from investments in purely civil technology? What sources of financing are available out there? 

Gathering 4: Communication and market strategy// Oslo, September 9-10 (tentative)

“Communication and market strategy” — how to direct the message to the various stakeholders they need to bring along in order to trigger a purchase from the Defense. Various ways to convey a good and targeted message will be demonstrated, whether through text, presentations, visualizations, etc. How does one communicate with the different departments and levels in the defense?

Background

We are faced with an increasingly demanding security political situation where the threat to infrastructure, industries, and society as a whole has become clearer and more serious. Through several years of innovation, cluster, and network work, the innovation companies Future Industry and ÅKP are experiencing increasing interest from companies to contribute to societal security and preparedness. Unfortunately, this is a complicated area with long and sometimes unclear procurement processes. 

XLRTR builds on both the internal expertise of FI and ÅKP, and especially the external partners that companies have worked with over several years, to clarify and develop companies that wish to deliver to the defense and security sector. 

The program is a combination of gathering-based knowledge meeting places and more operational innovation work. The goal is for the participating companies to come into direct contact with end-users and relevant suppliers and potential partners in several of the programs that have been announced within maritime defense, security, and preparedness. 

About the actors

XLRTR is a program established by Future Industry and is a collaboration between GCE Blue Maritime Cluster and Ocean Autonomy Cluster.