{"id":105050,"date":"2026-10-13T16:30:18","date_gmt":"2026-10-13T13:30:18","guid":{"rendered":"https:\/\/thedefender.media\/?post_type=insights&#038;p=105050"},"modified":"2026-10-13T16:36:50","modified_gmt":"2026-10-13T13:36:50","slug":"enter-norway-defence-market-guide","status":"publish","type":"insights","link":"https:\/\/thedefender.media\/en\/insights\/enter-norway-defence-market-guide\/","title":{"rendered":"How to enter Norway\u2019s defence market: an ultimate guide for Ukrainian companies"},"content":{"rendered":"        <div class=\"wp-block-thdfndr-audio is-minimalist\">\n            <audio src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/story-11.mp3\" class=\"thdfndr-native-node\" style=\"display: none;\" preload=\"metadata\"><\/audio>\n            <div class=\"thdfndr-audio-wrapper\">\n                \n                <button class=\"audio-play-control\" aria-label=\"Play Audio\">\n                    <span class=\"audio-play-icon-wrapper\">\n                        <svg viewBox=\"0 0 24 24\" fill=\"currentColor\"><path d=\"M19.376 12.4161L8.77735 19.4818C8.54759 19.635 8.23715 19.5729 8.08397 19.3432C8.02922 19.261 8 19.1645 8 19.0658V4.93433C8 4.65818 8.22386 4.43433 8.5 4.43433C8.59871 4.43433 8.69522 4.46355 8.77735 4.5183L19.376 11.584C19.6057 11.7372 19.6678 12.0477 19.5146 12.2774C19.478 12.3323 19.4309 12.3795 19.376 12.4161Z\"\/><\/svg>\n                    <\/span>\n                    <span class=\"audio-meta-text\">\n                        <span class=\"audio-label-listen\">Listen<\/span>\n                        <span class=\"audio-duration-node\" data-unit=\"min\">(&#8211;)<\/span>\n                    <\/span>\n                <\/button>\n                \n                <div class=\"audio-volume-container\">\n                    <div class=\"audio-volume-slider-wrapper\">\n                        <input type=\"range\" class=\"audio-volume-slider\" min=\"0\" max=\"1\" step=\"0.05\" value=\"1\" aria-label=\"Volume Level\">\n                    <\/div>\n                    <button class=\"audio-volume-trigger\" aria-label=\"Volume\">\n                        <svg viewBox=\"0 0 24 24\" fill=\"currentColor\"><path d=\"M2 16.0001H5.88889L11.1834 20.3319C11.2727 20.405 11.3846 20.4449 11.5 20.4449C11.7761 20.4449 12 20.2211 12 19.9449V4.05519C12 3.93977 11.9601 3.8279 11.887 3.73857C11.7121 3.52485 11.3971 3.49335 11.1834 3.66821L5.88889 8.00007H2C1.44772 8.00007 1 8.44778 1 9.00007V15.0001C1 15.5524 1.44772 16.0001 2 16.0001ZM23 12C23 15.292 21.5539 18.2463 19.2622 20.2622L17.8445 18.8444C19.7758 17.1937 21 14.7398 21 12C21 9.26016 19.7758 6.80629 17.8445 5.15557L19.2622 3.73779C21.5539 5.75368 23 8.70795 23 12ZM18 12C18 10.0883 17.106 8.38548 15.7133 7.28673L14.2842 8.71584C15.3213 9.43855 16 10.64 16 12C16 13.36 15.3213 14.5614 14.2842 15.2841L15.7133 16.7132C17.106 15.6145 18 13.9116 18 12Z\"\/><\/svg>\n                    <\/button>\n                <\/div>\n\n            <\/div>\n        <\/div>\n        \n\n\n<p class=\"wp-block-paragraph\">Norway has become one of Ukraine&#8217;s closest defence partners in Europe. Through the Nansen Support Programme, military assistance, training and industrial cooperation, Oslo has made a long-term commitment to strengthening Ukraine&#8217;s defence capabilities.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For Ukrainian defence companies, Norway offers significant opportunities \u2014 but it is also a highly specialised market. While interest in battlefield-proven Ukrainian technologies continues to grow, companies must navigate a defence procurement system that differs markedly from those they are familiar with.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">To help Ukrainian businesses better understand the market, <a href=\"https:\/\/no.linkedin.com\/in\/tevje-ravn-eggan-2073a679?trk=public_post-text\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Tevje Ravn Eggan<\/a>, Cluster Manager at the Nordic Defence and Security Cluster, and <a href=\"https:\/\/no.linkedin.com\/in\/sigalbert?trk=public_post-text\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Sigbj\u00f8rn Albertsen<\/a>, Senior Adviser for Defence and Dual-Use at the Norwegian Ukrainian Chamber of Commerce, shared practical insights into Norway&#8217;s defence technology ecosystem.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Speaking at the May edition of the <a href=\"https:\/\/product-pr.com\/defence-tech-bootcamp-go-global\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Defence Tech Comms Bootcamp: Go Global<\/a>, organised by Calibrated and Tech PR School, they explained how the Norwegian defence market operates, where the main opportunities lie, and how Ukrainian companies can build relationships with industry, government and innovation networks.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Defender Media has compiled the key takeaways and, with the speakers\u2019 permission, is publishing the main insights.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Norway DefTech priorities overview<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Norway is a relatively small defence market, but it plays a strategically important role within NATO. As the Alliance&#8217;s northern flank, the country is responsible for monitoring Russian military activity in the Arctic and North Atlantic.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Together with the other Nordic countries, Norway is also moving toward deeper military integration, creating stronger demand for interoperable capabilities and industrial cooperation. The Norwegian Armed Forces are prioritising investments in maritime capabilities, cold-weather operations, air defence, drone capabilities, ISR, ammunition, cyber resilience, and protection of critical infrastructure.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-text-align-left wp-element-button\" href=\"https:\/\/thedefender.media\/en\/2026\/06\/norway-ukraine-usv\/\"><strong>Read more:<\/strong> Norway will allocate nearly $130 million for the procurement of maritime drones for Ukraine<\/a><\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\">These priorities are backed by long-term funding. Norway plans to invest approximately \u20ac150 billion in defence over the next 12-14 years, with a strong focus on command and control systems, <a href=\"https:\/\/thedefender.media\/en\/tags\/autonomy\/\">autonomous platforms<\/a>, <a href=\"https:\/\/thedefender.media\/en\/tags\/ai\/\">AI<\/a>, missile technology, <a href=\"https:\/\/thedefender.media\/en\/tags\/uuv\/\">underwater capabilities<\/a>, munitions, and lifecycle support. Since Norway is not self-sufficient in defence production, partnerships with allied companies are essential.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For Ukrainian defence firms, this creates tangible opportunities to integrate battlefield-proven technologies into NATO supply chains through cooperation with Norwegian industry, particularly in drones, autonomy, ISR, and other combat-tested digital solutions.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Government stakeholders<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Understanding how Norway&#8217;s defence ecosystem is structured is essential for market entry. While procurement is centralised, several government organisations can help foreign companies establish partnerships and access the market.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Ministry of Defence (MoD).<\/strong> In April 2026, Norway and Ukraine signed a joint declaration committing to support joint defence industrial cooperation, and in August 2026, <a href=\"https:\/\/thedefender.media\/en\/2026\/08\/drone-deal-norway\/\">Norway and Ukraine signed a Drone Deal<\/a>. These commitments focus on co-development, joint production, technology transfer, and distributed manufacturing capacities in both countries. This provides a strong political foundation for long-term industrial partnerships.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-text-align-left wp-element-button\" href=\"https:\/\/thedefender.media\/en\/2026\/08\/drone-deal-norway\/\"><strong>Ukraine signed a Drone Deal with Norway. <\/strong>The countries have also concluded a declaration on strategic partnership<\/a><\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Norwegian Defence Materiel Agency (NDMA).<\/strong> NDMA is the central procurement authority for the Norwegian Armed Forces. It also manages Industrial Cooperation Agreements (ICAs), which require foreign suppliers to generate industrial value in Norway through local partnerships, R&amp;D, production, or technology transfer. Understanding ICA requirements is essential for companies targeting major Norwegian defence programs. NDMA also runs a Norwegian industrial donations platform, where Norwegian producers can offer their equipment for donations to Ukraine.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Norwegian Defence Research Establishment (FFI).<\/strong> FFI is responsible for defence-related research in Norway and serves as the chief adviser on defence-related science and technology to the Ministry of Defence and the Norwegian Armed Forces\u2019 military organization. FFI is the Norwegian counterpart to Brave1 and represents Norwegian interests in the upcoming \u20ac20M Brave Norway program.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"932\" height=\"1024\" src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/tevje-ravn-eggan-foto-lars-bugge-aarset-932x1024.webp\" alt=\"\" class=\"wp-image-105039\" style=\"aspect-ratio:3\/4;object-fit:cover;width:350px;height:auto\" srcset=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/tevje-ravn-eggan-foto-lars-bugge-aarset-932x1024.webp 932w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/tevje-ravn-eggan-foto-lars-bugge-aarset-273x300.webp 273w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/tevje-ravn-eggan-foto-lars-bugge-aarset-767x843.webp 767w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/tevje-ravn-eggan-foto-lars-bugge-aarset-1398x1536.webp 1398w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/tevje-ravn-eggan-foto-lars-bugge-aarset.webp 1456w\" sizes=\"auto, (max-width: 932px) 100vw, 932px\" \/><figcaption class=\"wp-element-caption\">Tevje Ravn Eggan, Cluster Manager at the Nordic Defence and Security Cluster<\/figcaption><\/figure>\n<\/div>\n\n\n<p class=\"wp-block-paragraph\"><strong>Norwegian Defence Attach\u00e9 in Kyiv.<\/strong> The office of the Norwegian Defence Attach\u00e9 in Kyiv bridges Ukrainian needs with Norwegian support. A deputy defence attach\u00e9 for the defence industry helps governments connect with relevant technology providers.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Norwegian Armed Forces.<\/strong> Although large procurements are handled by NDMA, individual branches occasionally launch pilot projects, technology demonstrations, prototype testing, and concept development initiatives together with FFI. Access to these opportunities usually requires a trusted Norwegian partner or industry champion.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Innovation Norway, Business Norway and Invest in Norway.<\/strong> Innovation Norway (IN) is the official Norwegian trade and investment promotion organisation, whose primary objective is to support Norwegian businesses in expanding to international markets. However, IN also run programs such as Business Norway and Invest in Norway, which help connect foreign companies with Norwegian industry and innovation ecosystems, thereby attracting foreign investment and facilitating market entry in Norway. IN has a representative office in Kyiv that supports Norwegian and Ukrainian companies.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Key industry players<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Norway&#8217;s defence industry is relatively small but highly specialized. The ecosystem is dominated by a handful of global prime contractors supported by a growing network of innovative SMEs developing dual-use and defence technologies.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Major prime contractors.<\/strong> Companies such as <strong>Kongsberg Defence &amp; Aerospace<\/strong>, <strong>Nammo<\/strong>, <strong>Chemring Nobel<\/strong>, <strong>Kitron<\/strong>, <strong>NFM Group<\/strong>, and <strong>Radionor Communications<\/strong> are the backbone of Norway&#8217;s defence industry. For Ukrainian companies, becoming a supplier or technology partner to these firms is often the fastest route into the Norwegian and wider <a href=\"https:\/\/thedefender.media\/en\/tags\/nato\/\">NATO<\/a> market.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Kongsberg is the key entry point.<\/strong> As one of NATO&#8217;s leading defence suppliers, Kongsberg actively works with external suppliers that bring innovation, specialized expertise, and technologies that can be integrated into complex defen\u0441e systems. The company maintains a dedicated supplier portal for prospective partners.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignleft size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"768\" height=\"1024\" src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/1706520249195-768x1024.webp\" alt=\"\" class=\"wp-image-105042\" style=\"aspect-ratio:3\/4;object-fit:cover;width:350px;height:auto\" srcset=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/1706520249195-768x1024.webp 768w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/1706520249195-225x300.webp 225w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/1706520249195-1152x1536.webp 1152w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/1706520249195.webp 1280w\" sizes=\"auto, (max-width: 768px) 100vw, 768px\" \/><figcaption class=\"wp-element-caption\">Sigbj\u00f8rn Albertsen, Senior Adviser for Defence and Dual-Use at the Norwegian Ukrainian Chamber of Commerce<\/figcaption><\/figure>\n<\/div>\n\n\n<p class=\"wp-block-paragraph\"><strong>Nammo is expanding its industrial partnerships.<\/strong> One of the world&#8217;s leading manufacturers of ammunition, shoulder-fired weapons, and propulsion systems, Nammo continues to increase production capacity and works closely with allied industrial partners across Europe.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>A strong and growing SME ecosystem.<\/strong> Norway has an increasing number of defen\u0441e and dual-use technology companies, including Six Robotics, Maritime Robotics, SentiSystems, Teledyne FLIR Norway, Norbit, and Biodrone. Many are actively scaling solutions in autonomy, robotics, maritime technologies, ISR, and sensing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Focus on Oslo and Trondheim.<\/strong> While defen\u0441e companies are located across the country, the largest concentration of industry is around Oslo. Oslo serves as the main business and government hub, while Trondheim \u2013 often referred to as Norway&#8217;s technology capital \u2013 is home to a strong ecosystem built around research, engineering, and deep-tech innovation. These two cities are the most practical starting points for companies entering the Norwegian market.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Clusters and industry ecosystems<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Industry clusters are an effective entry point into the Norwegian defen\u0441e market, providing access to prime contractors, government stakeholders, and potential business partners.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>FSI (Norwegian Defence and Security Industries Association).<\/strong> Norway&#8217;s largest defen\u0441e industry association represents the country&#8217;s leading defen\u0441e companies and serves as a key interface between industry and government. For foreign companies, FSI is one of the best gateways to the Norwegian defen\u0441e ecosystem and its major prime contractors.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>DI5.<\/strong> Based in Kongsberg and supported by Innovation Norway, DI5 is a defen\u0441e innovation cluster focused on accelerating collaboration between startups, SMEs, and established industries. Its close proximity to Kongsberg Defence &amp; Aerospace makes it a valuable platform for companies seeking industrial partnerships.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>NORDSEC (Nordic Defence and Security Cluster).<\/strong> NORDSEC brings together more than 150 companies working in defen\u0441e, dual-use technologies, and advanced manufacturing. The cluster provides networking opportunities, industry events, and direct connections with defen\u0441e companies and decision-makers across Norway and the wider Nordic region. Situated in Trondheim, NORDSEC is well connected with the Norwegian University of Science and Technology (NTNU).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Norwegian-Ukrainian Chamber of Commerce (NUCC).<\/strong> NUCC is a non-commercial interest organisation for Ukrainian and Norwegian companies looking to enter each other\u2019s market. NUCC has an office in Kyiv, and a dedicated advisor supports defense and dual-use companies on industry-related and general inquiries.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-text-align-left wp-element-button\" href=\"https:\/\/thedefender.media\/en\/2026\/09\/rozhkov-interview-thesis\/\"><strong>Frontline Robotics CBDO Mykyta Rozhkov:<\/strong> Ukraine and Norway are working on an autonomous system to protect maritime infrastructure<\/a><\/div>\n<\/div>\n\n\n\n<h4 class=\"wp-block-heading\">Practical steps<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Direct procurement is possible but difficult.<\/strong> Ukrainian companies can formally participate in NDMA tenders. In practice, however, strict security requirements, certifications, and the preference for proven suppliers make direct market entry challenging. Partnering with a Norwegian or international prime contractor is often the most realistic route.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Start by aligning your solution with Norway&#8217;s defen\u0441e priorities and identifying the right industrial partners. Joining an industry cluster, attending defen\u0441e events, and launching pilot projects with Norwegian partners are effective ways to build relationships before pursuing larger procurement opportunities.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Highlight what makes Ukrainian defen\u0441e companies unique: battlefield-proven technologies, rapid innovation, and real operational experience. At the same time, be prepared to meet Norway&#8217;s high compliance standards, including export controls, security requirements, GDPR, and anti-corruption rules. Transparency and accountability are essential for building trust with Norwegian partners.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-text-align-left wp-element-button\" href=\"https:\/\/thedefender.media\/en\/2026\/04\/ukraine-norway-middle-strike\/\"><strong>Read more: <\/strong>Ukraine and Norway to launch joint production of middle-strike drones<\/a><\/div>\n<\/div>\n\n\n\n<h4 class=\"wp-block-heading\">Norwegian business culture: what Ukrainian companies should know<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Norway&#8217;s defence ecosystem is built around trust, transparency, and long-term relationships. For Ukrainian companies, understanding these unwritten rules of Norwegian culture can be just as important as having the right technology.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Trust is your most valuable asset.<\/strong> Norway is a small society of 5.5 million people, where everyone knows everyone. Business networks are closely connected, and reputations spread quickly. Norwegians build trust based on how you act and perform, not on what you say. You need to demonstrate that you are capable, reliable, and professional\u2014only then will they trust you.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Report problems early, not late.<\/strong> Norwegian partners understand that mistakes happen. What matters is communicating them immediately, taking responsibility, and presenting a solution. The biggest mistake you can make is to hide a problem. If it comes to the surface later, you are likely to lose your partner&#8217;s trust.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Listen carefully to feedback.<\/strong> Norwegians often communicate diplomatically to preserve good relationships. A Norwegian might say, &#8220;This looks very good, but maybe Part A could be improved by changing X and Y to Z.&#8221; In reality, this usually means: &#8220;Change X and Y to Z.&#8221; Everything after the word &#8220;but&#8221; is the key message and should be acted upon.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"577\" src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/20250826_1514160-1024x577.webp\" alt=\"\" class=\"wp-image-105045\" srcset=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/20250826_1514160-1024x577.webp 1024w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/20250826_1514160-300x169.webp 300w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/20250826_1514160-767x432.webp 767w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/20250826_1514160-1536x865.webp 1536w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/10\/20250826_1514160-2048x1153.webp 2048w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\">Demonstration at NTNU Shore Control Lab. From left: Maxime Audrain, NTNU; Esben Gadsb\u00f8ll, Danish Tech Startups; Sigbj\u00f8rn Albertsen, NUCC; and Tevje Ravn Eggan, NORDSEC. Photo: Lars Bugge Aarset\/Fremtidens Industri<\/figcaption><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Expect flat hierarchies and consensus.<\/strong> Organisations are relatively non-hierarchical, and decisions often involve multiple stakeholders. Norwegian society is closely connected. You might be the boss at work, while your employee coaches your child&#8217;s football team. As a result, people try to maintain good relationships and seek consensus when making decisions.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Expect vague task descriptions and feedback.<\/strong> Initiative and independent problem-solving are highly valued. Therefore, <strong><\/strong>tasks in the Norwegian business environment are often open-ended. A manager will usually describe the goal of the task and then let the employee determine the best way to achieve it themselves. This can result in what Ukrainians would characterise as vague task descriptions and feedback.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Arrive strictly on time.<\/strong> Punctuality is taken very seriously in Norway, as is personal accountability. If you arrive late because of traffic, most Norwegians will not consider it a valid excuse. They expect you to have planned accordingly. They respect other people&#8217;s time and expect the same in return.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Sell the practical application before the technical details.<\/strong> Norwegian buyers are generally less impressed by lengthy datasheets, specifications, and technical facts. They are more interested in understanding how a solution solves a real problem. Quality, reliability, and sustainability often matter more than finding the cheapest option.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Useful contacts and links<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.regjeringen.no\/contentassets\/27e00e5acc014c5ba741aacfff235d99\/no\/sved\/forsvarsloftet.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">forsvarsloftet.pdf<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.regjeringen.no\/contentassets\/67f7c2ebbd9940cea3712f55c9ab8327\/faf-2026-2033.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">NORDSEC Nordic Defence and Security Cluster faf-2026-2033.pdf<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.kongsberg.com\/about-us\/suppliers\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Suppliers &#8211; KONGSBERG &#8211; an international technology group<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.fma.no\/forsvarsanskaffelser\/investering\/hvordan-bli-leverandor\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Hvordan bli leverand\u00f8r \u2013 Forsvarsanskaffelser<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.regjeringen.no\/contentassets\/0112f699f56149258996f2de6e7a783b\/joint-declaration-en.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Norway-Ukraine-joint-declaration-en.pdf<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.fma.no\/en\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Norwegian Defence Materiel Agency<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.nordsec-conference.no\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Forsvarskonferansen &#8211; Nordic Defence and Security Conference<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/businessnorway.com\/invest-in-norway\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Invest in Norway | Business Norway<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.nordsec-cluster.no\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">NORDSEC Nordic Defence and Security Cluster<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.di5.no\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Di5 Cluster<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.fsi.no\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">FSi &#8211; Norwegian Defence and Security Industries<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.nucc.no\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">NUCC &#8211; Norwegian-Ukrainian Chamber of Commerce<\/a>&nbsp;<\/li>\n\n\n\n<li><a href=\"https:\/\/www.linkedin.com\/in\/tevje-ravn-eggan-2073a679\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Tevje Ravn Eggan | LinkedIn<\/a><\/li>\n\n\n\n<li><a href=\"https:\/\/www.linkedin.com\/in\/sigalbert\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Sigbj\u00f8rn Albertsen | LinkedIn<\/a><\/li>\n\n\n\n<li>NUCC \u2013 nucc.no \u2013 <a href=\"mailto:post@nucc.no\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">post@nucc.no<\/a>&nbsp;<\/li>\n\n\n\n<li>Innovation Norway \u2013&nbsp; <a href=\"mailto:ole.henaes@innovationnorway.no\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">ole.henaes@innovationnorway.no<\/a>&nbsp;<\/li>\n\n\n\n<li>The Norwegian Embassy in Kyiv \u2013 <a href=\"mailto:emb.kyiv@mfa.no\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">emb.kyiv@mfa.no<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Key takeaways from the presentation at Calibrated\u2019s Defence Tech Comms Bootcamp<\/p>\n","protected":false},"author":11,"featured_media":105038,"template":"","tags":[382,216,1664,726,369],"class_list":["post-105050","insights","type-insights","status-publish","has-post-thumbnail","hentry","tag-defence-tech-comms-bootcamp","tag-industry","tag-innovation","tag-norway","tag-sea-drones","pmpro-has-access"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to enter Norway\u2019s defence market: guide<\/title>\n<meta name=\"description\" content=\"Key takeaways from the presentation at Calibrated\u2019s Defence Tech Comms Bootcamp . 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