By Ken Turley, Tokk Ltd

Working with defence and government isn’t like selling into any other market. It’s shaped by regulation, security, and long-term trust. That can feel daunting — but with the right preparation (and the right partners), the opportunities are huge.

At Tokk Ltd we help organisations choose the right route in, tighten up compliance, and position themselves to win. Here’s a practical walkthrough to get you started.

First things first:
Are you “fit for defence”?

Before you pitch the MoD or jump on a framework, make sure the foundations are solid: strategy, safety, cyber, bidding, and export readiness. A great place to start is Make UK Defence and their tailored improvement programmes. Focus on:

• A clear, credible business strategy
• Marketing that speaks the buyer’s language
• Strong health, safety & environmental processes
• Better bid discipline and win rates
• Cyber resilience (e.g. Cyber Essentials / ISO 27001)
• A realistic export plan

Do the groundwork and everything else gets easier. Skip it and even simple steps become uphill.  

Choosing your route to market

There isn’t one “right” route — most firms blend approaches:

• Direct sales to government/military (sometimes via a local subsidiary).
• Distribution/finishing with a prime or specialist partner, especially where contracts require local content/offset.
• Joint ventures to combine expertise, IP and manufacturing in-country.
• Licensing your IP for local manufacture.

If you’re unsure which path fits, Tokk Ltd can help map options against your product, target buyers, and regulatory constraints — then build the business case to back it up.

For live UK defence opportunities, register on the Defence Sourcing Portal (DSP) and set your alerts; also keep an eye on Contracts Finder and Find a Tender for wider public sector spend.  

The small print that really matters:
Export controls

UK strategic export controls cover military and dual-use goods, software and technology — and that includes sharing certain IP or technical data, not just shipping boxes. Start with the official overview of UK Strategic Export Controls, then check whether your item is controlled using the Consolidated Lists and the Goods/OGEL Checker tools.  

If you do need a licence, some cases are covered by Open General Export Licences (OGELs) (you register and follow the conditions). Others need individual licences via the government systems (SPIRE/LITE). See OGELs and SPIRE guidance.  

For items on the UK Military List, the legal thresholds are in Schedule 2 of the Export Control Order 2008(worth bookmarking if you’re engineering to a boundary).  

Working internationally? Expect alignment with the Wassenaar Arrangement and Australia Group principles — but local details still matter. And if the US market is in scope, learn the ITAR basics early; it’s broader than many expect. 

Governance & banking:
Easily overlooked, surprisingly important

• Governance — Directors’ details are visible on Companies House; some firms keep statutory boards lean and use advisory boards for wider expertise.
• Banking — Defence firms can face slower onboarding due to enhanced due diligence (especially where PEPs are involved). Build extra time into your funding plan and speak to banks with clear defence appetite.

Tokk Ltd can help you plan these “practicalities” so they don’t derail momentum.

Bringing it together

Defence and government markets reward preparation, patience and precision. If you tighten your fundamentals, get your route to market straight and bake compliance into daily life, you’ll move faster and with fewer surprises.

If you’d like a clear, step-by-step plan tailored to your situation, Tokk Ltd can help — from readiness reviews and bid strategy to export control workflows and partner selection.

Ready to explore how we can support you? Simply fill in our contact form and let’s start the conversation.

Handy links (bookmark these)

• UK overview: Strategic Export Controls; Consolidated Control Lists; Goods/OGEL Checker.  
• Licensing: Open General Export Licences; SPIRE guidance. 
• Law: Export Control Order 2008 – Schedule 2 (UK Military List). 
• International context: Wassenaar Arrangement; Australia Group; ITAR (DDTC).  
• UK opportunities: Defence Sourcing Portal (MoD); Contracts Finder; Find a Tender.  
• Cyber basics: Cyber Essentials.