Understanding Defence – a Business Perspective
The aim of the course is to present the complexity of the defence world from a business perspective. It seeks to explain the relationship between military technologies and policymaking, and clarify international regulations for defence production and military/dual-use trade, with a specific emphasis on the EU and NATO regulatory frameworks.
Participants will gain a comprehensive understanding of the specifics of the defence business, including marketing, sales, market analysis, and support programmes for research and development of military and dual-use technologies. They will also explore current challenges and anticipated future trends in defence technologies.
In addition, the course will provide practical insights into how defence procurement works, how to access and navigate procurement processes, and how to build strategic partnerships with key stakeholders—including governments, armed forces, and defence primes.
Upon successful completion, participants will be equipped to create effective strategies for business development, sales, and marketing of defence and dual-use products, supported by a clear methodology and an in-depth understanding of the unique characteristics of this sector. Ultimately, they will be better positioned to pursue and secure business opportunities in the defence market.
Gained Competencies
Understanding the interplay between defence technologies, policymaking, and how these shape procurement priorities and opportunities.
Gaining knowledge of the latest trends, support programmes, and available funding for the research and development of military and dual-use technologies.
Developing effective business development, sales, and marketing strategies tailored to specific defence and dual-use technologies, with a focus on accessing procurement processes and securing business opportunities in different markets.
Gaining insight into current challenges, emerging threats, and anticipated future trends in defence technologies, and understanding their implications for industry stakeholders.
Understanding international regulations governing the production and trade of military and dual-use items, with a particular focus on navigating EU and NATO frameworks to enable compliance and facilitate strategic partnerships.
This course is tailored for professionals who:
- Are interested in the defence sector and seek comprehensive, practical knowledge not offered in traditional university programmes—knowledge essential for understanding how to enter and operate in the defence market successfully.
- Work in defence (industry, government, EU/NATO/UN structures, academia) or defence-related fields (consultancy, law, finance, technology, business development, marketing, sales, etc.) and wish to deepen their understanding of the business aspects of defence, including procurement processes, strategic partnerships, and routes to market.
- Are considering a career in the defence or dual-use sectors and want to grasp the specifics of the defence ecosystem, including its regulatory environment, stakeholder landscape, and opportunities for collaboration.
- Operate in civilian industries but recognise the potential of their solutions for defence applications, and are looking for guidance on how to navigate entry into the defence market, including how to position their offerings, engage with procurement agencies, and build strategic partnerships.
- Have established/planning to establish a business and want to understand how to develop a successful defence market strategy, attract investors, and tailor their products and services to meet defence and dual-use sector demands.
- Are considering investing in defence or dual-use businesses and want to understand how to evaluate business strategies, assess market potential, and identify opportunities that align with the unique dynamics and growth drivers of the defence sector.
The course takes place online through a combination of prerecorded high-quality video lectures, online Q&A sessions, live sessions with valuable experts, comprehensive study materials and control tests. Most of the course material is allowing applicants to study individually based on their own time availability.
It is conducted entirely in English.
The course starts on 22 September 2025 and ends on 14 November 2025.
The course starts on 22 September 2025 and ends on 14 November 2025.
| Module 1 Obligatory live online session (22. 9. 2025, 15:00 – 16:30 CET) |
Introduction, international, NATO and EU regulatory frameworks |
| Module 2 | R&D in defence, current NATO and EU support programmes |
| Module 3 | Business development, marketing and sales in defence |
| Module 4 | Current challenges and trends |
| Module 5 | Case study (optional) |
Course Lecturer
Dr. Kristýna Helm
Dr. Helm offers a complex perspective on the international defence ecosystem gained through years of professional experience in the defence sector. Her academic background equips her to understand and educate on the underlying factors driving the phenomena currently shaping international security relations. Serving as a National Focal Point for the European Defence Fund, Deputy Head of the Czech Delegation to the NATO Industry Advisory Group, and Board Member of the NATO Science & Technology Organization involves her actively in ongoing European and transatlantic initiatives. Regular engagements with representatives from governments and international organisations give her invaluable insights into the possibilities and constraints of state support. Daily interactions with defence industry companies in her role as Vice President of the Defence and Security Industry Association of the Czech Republic enable her to identify, understand and address their needs effectively. Having extensive experience as a university lecturer and public speaker, she excels in effectively transferring knowledge in an engaging and memorable way.
