There are dates that are indelibly etched into the collective memory. 24 February 2022 is one such date. Russia's war of aggression against Ukraine marked a turning point in security policy, the effects of which are still being felt today – politically, socially and economically.
Four years later, on 24 February, Hamburg Aviation held its first event on the topic of defence. It was a coincidence that this date coincided with the anniversary of the attack. However, it was clear from the workshop that the framework conditions, markets and strategic priorities for many companies have changed fundamentally since that day. For some, the topic is new, for others it is an extension of existing activities – but for everyone, it involves responsibility and careful consideration.
"Defence projects for SMEs: approaches, rules, experiences" brought companies and experts together to provide guidance, pool knowledge and openly share experiences. In four keynote speeches, experienced players provided practical insights, legal classifications and personal experience reports. The aim was to create transparency, reduce uncertainties and enable a realistic view of opportunities and challenges.
Sharing expertise, benefiting together
Dr Robert Glawe, lawyer at PwC Legal, painted a precise picture of the hurdles and requirements for entering the industry. Pricing law, confidentiality, procurement procedures – the regulatory framework is complex and requires meticulous preparation. Companies must meet strict formal requirements and at the same time develop a viable pricing structure that makes economic sense. His contribution made it clear that market entry is challenging, but feasible with systematic preparation and expert guidance.
In the subsequent discussion with Ralf Gust, Alkiviadis Thomas from Althom reported on his practical experience of the defence industry. He openly described the numerous efforts the company has made to successfully establish a second pillar in the defence sector alongside civil aviation. Processes had to be adapted, structures reviewed and competencies expanded. His conclusion: it takes staying power and a willingness to undergo internal change processes. At the same time, he encouraged others: "You can accomplish anything." Mr Thomas explained how important perseverance, willingness to learn and strategic clarity are.
Mike Breuninger and Marco Corbella from ITT reported on a typical "journey" from their vantage point. A product originally developed for civil applications was successfully adapted for the defence industry through intensive dialogue with customers and partners. The importance of close coordination, technical adaptability and regulatory expertise became clear. Issues such as ITAR approvals – central to internationally interlinked companies in the German aviation industry – were also addressed. Their contribution showed how knowledge transfer between civil and military applications can be successful and what role international regulations play in everyday life.
Stefan Ullmann, Lt Colonel at the Bundeswehr Command and Staff College, gave a structured overview of how the German Armed Forces determine their requirements and how procurement procedures are structured. He explained decision-making processes, responsibilities and current reforms. Of particular relevance to the participants were specific tips on how companies can present their innovations to the right contacts. At the same time, he emphasised that the Bundeswehr has significantly streamlined and accelerated its procedures in recent years – a signal for greater accessibility and openness to dialogue.
Workshop: Identifying needs and challenges
In the subsequent workshop phase, the focus was on the participants. Under the guidance of Alexandra Morgenroth, we systematically collected needs, questions and expectations: What specific support do companies need? Where are there gaps in information? Which formats make sense – specialist workshops, confidential exchange formats, targeted networking opportunities? The lively and constructive participation clearly showed how great the need is for guidance, exchange and trusting dialogue. The results now provide Hamburg Aviation with a solid basis for developing tailor-made support services and further strengthening knowledge transfer within the cluster.
Following the successful 9th North German Aviation Forum, which also focused on defence, this workshop was another important step. Hamburg Aviation gained new insights through intensive exchange with its members – and at the same time confirmed its own mission: to be a platform for dialogue, transparency and networking in times of change.