LLM Response:
For a manufacturer of the calibre of
SAAB the most effective strategy is not simply "entering a tender" but building in Ukraine
three parallel tracks:
1.
rapid delivery of a ready-made solution;
2.
combat/military validation and codification;
3.
localisation, service and joint production in Ukraine.
As of
October 2026 the Ukrainian market is increasingly oriented towards domestic production and localisation: in 2025 the share of Ukrainian manufacturers in lethal-item procurement, according to the MoD, reached 82%, and the Defence Procurement Agency plans to take localisation and supply diversification into account as additional criteria. (mod.gov.ua)
1. Choose the right "entry point"
It is not advisable to come in at once with the entire product line — fighters, radars, air defence, anti-tank systems, ammunition and service. You need
one priority product or capability package, for which:
- the Armed Forces of Ukraine's need already exists or can be quickly proven;
- there is a clear advantage over existing solutions;
- rapid delivery is possible;
- there is no excessive dependence on dozens of components;
- training, repair and spare parts can be organised in Ukraine.
For a company of SAAB's scale, these could be, for example:
- sensors, radars and situational awareness systems;
- air defence and counter-UAV systems;
- anti-tank systems;
- tactical communications and command-and-control systems;
- ammunition and launch systems;
- aviation platforms — but this is already a longer government-strategic track;
- a comprehensive solution: "system + ammunition + training + service + localisation".
What should be sold is not a separate item but
an operational capability with a measurable result: detection range, reaction time, interception cost, system availability, number of trained crews, repair time, stock of missiles or components.
2. Work not only with the MoD, but with the entire requirement-formation chain
The logic of Ukrainian defence procurement is as follows:
- the General Staff formulates the requirement;
- the MoD sets the rules and priorities and monitors compliance with funding;
- the Defence Procurement Agency (DOT) directly contracts and finances supplies;
- the Logistics Forces Command oversees delivery, accounting and further support. (mod.gov.ua)
That is why foreign companies make the mistake of negotiating only with the "buyer". First you need to obtain
a military user and a clearly formulated requirement, and only then convert it into a procurement procedure.
In practice, separate work is needed with:
- the relevant commands and support services;
- the General Staff;
- the MoD;
- the DPA (DOT);
- the Ukrainian operator/integrator;
- the export control authorities of the manufacturer's country;
- a potential Ukrainian partner for repair, production or service.
3. Do not wait for a tender: demonstration and military evaluation first
For complex systems, a tender is not the best first step. A more effective sequence:
1. demonstration or trials;
2. a limited batch;
3. collecting feedback from the military;
4. adapting the configuration;
5. codification;
6. inclusion in the requirements plan;
7. procurement of a large-scale batch.
Codification is critical: for weapons and military equipment, the DPA points to the need to go through codification and obtain an NSN code, except for certain categories of dual-use goods. After codification, the item receives the status of a supply item and can be included in the procurement nomenclature. (mod.gov.ua)
A foreign manufacturer should prepare in advance:
- a technical description;
- operating documentation in Ukrainian or English;
- reliability and service-life data;
- test results;
- a spare-parts catalogue;
- infrastructure requirements;
- a training programme;
- a repair and recovery plan;
- data on compatibility with Ukrainian and NATO systems;
- information on component origin and the supply chain.
The codification application is submitted through the relevant MoD mechanisms; for certain categories, a dedicated codification platform, "Arsenal", is in use. (mil-tech.mod.gov.ua)
4. Pass DPA (DOT) verification
The company needs to go through the verification procedure and get into the register of verified suppliers. After that, it can receive requests for commercial proposals within the relevant procedures.
The DPA checks, among other things:
- legal status;
- financial and business reputation;
- sanctions risks;
- absence of ties with Russia, Belarus, Iran and the DPRK;
- integrity and absence of attempts to influence procurement;
- compliance with security and compliance requirements. (mod.gov.ua)
This means that a SAAB-like company must, even before active sales, prepare
a Ukrainian procurement dossier:
- corporate structure;
- ultimate beneficiaries;
- sanctions checks;
- anti-corruption programme;
- export licences;
- technology transfer licences;
- bank details;
- guarantees and insurance;
- list of subcontractors;
- policy on agents and commissions;
- absence of conflicts of interest.
5. Use a Ukrainian partner, but do not hand over all control
A Ukrainian partner is needed not only as an "agent". The best model is
a local systems integrator or a joint venture, which is responsible for:
- interaction with Ukrainian authorities;
- codification and technical support;
- local service;
- repair and recovery;
- training;
- spare-parts warehouse;
- work with Ukrainian subcontractors;
- after-sales contract support.
At the same time, the foreign manufacturer should retain control over:
- technical configuration;
- cybersecurity;
- export control;
- quality;
- protection of intellectual property;
- approval of sub-suppliers;
- financial and compliance control.
I would not recommend a model in which a Ukrainian intermediary has the exclusive right to represent the company "in all matters" without transparent KPIs, audit and limits on commissions.
6. Offer localisation right away
For a large manufacturer, the Ukrainian proposal should not look like this:
> "We will supply you with a ready-made product."
But like this:
> "We will supply the first batch, set up service in Ukraine, transfer part of the production operations, localise repair, train personnel and build a joint production programme."
Ukraine directly promotes the approach of
Build in Ukraine — localising international defence companies and creating joint ventures and production in Ukraine. (mod.gov.ua)
Localisation can be included in stages:
Stage 1 — service
- spare-parts warehouse;
- repair;
- calibration;
- diagnostics;
- personnel training.
Stage 2 — production cooperation
- cable networks;
- housing components;
- machining;
- battery systems;
- individual electronic modules;
- transport and mounting components.
Stage 3 — joint production
- licensed assembly;
- production of ammunition or components;
- integration of Ukrainian sensors, UAVs or command-and-control systems;
- joint R&D;
- production for Ukraine and third countries.
Localisation should not be merely a political memorandum. It must contain concrete indicators: investment volume, number of jobs, share of local added value, service launch date, number of localised items, readiness level and repair time.
7. Build the right procurement route
Depending on the product, different channels are possible:
- open tender via Prozorro;
- a direct contract based on a specification;
- closed competitive bidding;
- procurement through DPA mechanisms;
- a government-to-government agreement;
- an international specialised organisation;
- joint procurement or financing by partners;
- a contract with a Ukrainian joint venture.
The Law of Ukraine "On Defence Procurement" directly provides for the possibility of import procurement under a state contract or through international specialised organisations, taking into account legislation on foreign economic activity, international transfers, sanctions and other restrictions. (zakon.rada.gov.ua)
For complex strategic systems — for example, aircraft, long-range air defence, large radar complexes or command-and-control systems — it makes sense not to limit yourself to a competitive procedure but to run in parallel
a government-political track through the manufacturer's government and bilateral agreements.
8. Offer not only equipment, but a financial and industrial structure
For a Ukrainian customer, it is not only the unit price that matters. A strong proposal should include:
- a multi-year delivery schedule;
- a guaranteed production reserve;
- a guarantee of spare-parts availability;
- local repair;
- crew training;
- an ammunition load or consumables;
- a modernisation programme;
- financing or deferred payment;
- war-risk insurance;
- the option of involving an export credit agency;
- a transparent price formula;
- life-cycle cost.
For Ukraine, a proposal of "a smaller first batch + guaranteed scaling" will often be stronger than a promise to deliver a large number of systems at once without confirmed production capacity.
9. Create a dedicated Ukrainian team
What is needed is not a nominal "representative presence" but a full-fledged country team:
- country head for Ukraine;
- public procurement specialist;
- codification and standards expert;
- export-control officer;
- integration engineer;
- service manager;
- localisation specialist;
- Ukrainian-speaking legal and compliance support;
- a representative with experience in the military system or defence sector.
The team must have an officially approved contact map and a ban on informal "agency" arrangements. In such a market, reputational risk is often greater than commercial risk.
A practical 12-month plan. The first 30 days
- choose one priority product;
- define the Ukrainian requirement and the user;
- classify the product: weapons, military equipment or dual-use;
- identify export restrictions;
- conduct a sanctions and compliance audit;
- start looking for a Ukrainian partner.
30–90 days
- conduct a demonstration or trials;
- submit the codification package;
- submit documents for DPA verification;
- agree on the technical and logistical configuration;
- prepare a commercial proposal for the first batch;
- propose a service centre and a training programme.
3–6 months
- carry out a pilot delivery;
- collect structured feedback from users;
- complete codification or admission for use;
- build a local spare-parts warehouse;
- conclude an agreement with a Ukrainian service or production partner.
6–12 months
- move to a scaling contract;
- set up local service;
- agree on a localisation roadmap;
- prepare a joint venture or licensing model;
- ensure long-term financing and production reserves.
The most common mistakes
1.
Coming only with a product catalogue. Ukraine does not buy a catalogue, but a solution to a specific combat problem.
2.
Ignoring codification. Without an NSN and a proper technical package, a large-scale procurement may get blocked.
3.
Relying only on a local agent. You need your own controlled team in Ukraine.
4.
Offering localisation only after the first contract. For a strategic manufacturer, localisation must be part of the initial proposal.
5.
Failing to build in service and repair. In wartime conditions, system availability is often more important than its datasheet specifications.
6.
Failing to adapt the product to the Ukrainian ecosystem. The system must interoperate with existing communications, intelligence, command-and-control and support assets.
7.
Working non-transparently with consultants and commissions. This is a direct risk of not being admitted to the supplier register and of long-term reputational damage.
Conclusion
For a manufacturer of SAAB's calibre, the optimal entry formula looks like this:
>
combat demonstration → Ukrainian military user → codification → DPA verification → first limited delivery → local service → joint production → long-term procurement programme.The key competitive advantage will not belong to whoever simply offers the best foreign system, but to whoever offers Ukraine
speed, combat adaptation, technology transfer, local repair, guaranteed deliveries and industrial presence.
---
Sources:
1. https://mod.gov.ua/explanation/yak-stati-postachalnikom-agencziyi-oboronnih-zakupivel-dot?utm_source=openai
2. https://mod.gov.ua/news/do-82-zrosla-chastka-ukrayinskih-virobnikiv-u-zakupivlyah-tovariv-vijskovogo-priznachennya?utm_source=openai
3. https://mod.gov.ua/explanation/oboronni-zakupivli-hto-zakupovuye-ozbroyennya-i-sporyadzhennya-dlya-armiyi?utm_source=openai
4. https://mil-tech.mod.gov.ua/form?utm_source=openai
5. https://mod.gov.ua/news/build-in-ukraine-inicziativa-yaka-spriyaye-lokalizacziyi-mizhnarodnih-kompanij-v-ukrayini?utm_source=openai
6. https://zakon.rada.gov.ua/laws/show/808-20?utm_source=openai
Brands Found
| Brand | Qty | Sentiment | Pos. |
|---|
| SAAB | 4 | Positive | 1 |
| MoD Ukraine | 5 | Neutral | 2 |
| Defence Procurement Agency (DOT) | 9 | Neutral | 3 |
| General Staff | 1 | Neutral | 4 |
| Arsenal | 1 | Neutral | 5 |
| Build in Ukraine | 1 | Positive | 6 |
| Prozorro | 1 | Neutral | 7 |