Defence as an opportunity for suppliers: What I learned at the Coburg conference
Published on 23 September 2026 · 8 min read
On 23 September 2026, I attended the IHK Coburg conference Defence as an opportunity for suppliers, held with the Nuremberg Metropolitan Region and TRANSFORM.EMN. The room was filled mainly with mid-sized automotive suppliers asking one question: where will our next business come from? These are my seven insights.
1. The market is growing strongly and predictably
According to Götz Witzel of WIMCOM, defence budget investment will rise to around 120 billion euros by 2030, with a large share flowing to Bavaria. State Secretary Sandro Kirchner stressed that Bavaria sees itself as a security and defence location and is continuing to improve the conditions for it.
2. Transformation is achievable
Thomas Hirsch of HIRSCH Technologies in Eichstätt showed how a company that was fully dependent on automotive until 2020 now manufactures mainly for defence and aerospace, while growing strongly. His route: a clear target, delegation trips by the Bavarian Ministry of Economic Affairs, trade fairs, associations and IHK networks.
3. The depth of the market is underestimated
Around 1,500 companies are visible – the major names and associations. The real potential lies in around 44,000 companies with an NCAGE code, including many mid-sized businesses, component manufacturers, contract manufacturers and dual-use companies.
4. Even a quantity of one creates work for many
A single major system creates demand for steel, wiring, coating, engineering and documentation – work for many suppliers. At high volumes, series production and automation matter: precisely the strength of automotive suppliers.
5. The customer is demanding but reliable
Nadja Ohl of BAAINBw explained the German Armed Forces procurement process: in 2025, BAAINBw concluded 11,682 procurement contracts. The Bundeswehr is considered a customer with high payment reliability, but it requires an understanding of procurement law and a complex purchasing organisation.
Entry points include EinkaufBw, regional Bundeswehr service centres, the Bundeswehr Innovation Centre in Erding and the SVI-Connect matchmaking platform. Tenders can be found on ted.europa.eu, service.bund.de and evergabe-online.de; the Bundeswehr Government-to-Business page provides an overview.
6. Certifications are the entry ticket
ISO 9001 is the foundation. Depending on the contract, EN 9100 for aerospace, NATO AQAP standards and ISO 27001 for information security may also apply. The applicable standard is specified in each contract.
7. People are the real bottleneck
Every supplier entering defence needs someone to develop the market: a sales or business development professional who knows prime contractors, procurement and tender routes and can focus entirely on market entry during the first months. Quality managers with EN 9100 experience, tender managers and ramp-up specialists are also needed.
My conclusion
This is where I see my role. I find precisely these people: defence sales and business development, technical search, interim management for the first months and site build-up, drawing on the plant build-ups I led for BMW in Brazil and Mexico. If you are a supplier in Franconia or Bavaria considering this move, let’s talk.
What this means for your business
Transformation creates predictable opportunities for mid-sized companies. What matters is clear market access, suitable standards and people who can carry sales, quality and ramp-up.
Are you planning your next step as a supplier?
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Sources
- 01Fachkonferenz Defence als Chance für Zulieferer, IHK zu Coburg, 23.09.2026 — Vorträge von Sandro Kirchner, Thomas Hirsch, Nadja Ohl (BAAINBw) und Götz Witzel (WIMCOM); Zahlen gerundet und sinngemäß aus den Vorträgencoburg.ihk.de
- 02Bundeswehr — Government-to-Businessbundeswehr.de
- 03service.bund.de — Ausschreibungenservice.bund.de
- 04SVI-Connect — Matchmakingsvi-connect.com
All statements are backed by publicly available sources (see article date). Not legal or tax advice.
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