Senior Associate Aleksandar Jovovic writes in National Defense magazine on US defense firms’ growing attention to the Middle Eastern arms market, noting that in “the next five years, it is projected that Gulf nations will invest more than $170 billion in military hardware.” However, companies face international competition, complicated decision making processes and offset/partnering requirements. In addition, European and emerging Asian suppliers may provide cheaper options with less stringent export controls. Early engagement is key, facilitating evaluation and adjustment of product portfolios, developing the firm’s local footprint, and leveraging partner sales channels. Success depends on effective strategic planning, sustained business development, and effective capture support.
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