Defense Market Entry Consulting

Breaking into the U.S. defense market is less about a single decision and more about a sequence, and most firms lose time because they take the steps out of order. Nortrane guides foreign companies, allied suppliers, and first-time entrants through that sequence, from the first feasibility question to a position where you can realistically win work. We are a vendor-neutral advisory firm, which means our only interest is getting you to market efficiently and in full compliance, not selling you software or billing you by the hour to explain the obvious.

Can a foreign-owned company sell to the U.S. Department of Defense

Yes. Foreign ownership does not disqualify you from U.S. defense work. Commercial and unclassified contracts are broadly open. The moment a contract touches classified information, you enter the world of facility clearances and foreign ownership mitigation, and that is where sequencing matters most. We help you understand, early and honestly, which parts of the market are open to you as you are today, and what would have to change to reach the rest. For the full picture, read our step-by-step roadmap on how a foreign company enters the U.S. defense market.

Why sequence matters

Firms waste the most time by registering before they understand their export posture, by pursuing classified opportunities before they have addressed foreign ownership, or by chasing prime relationships before they can articulate a clear capability. A plan that runs the steps in the right order, with the compliance work started early rather than bolted on at the end, is the single biggest difference between entrants who reach a first contract in a reasonable window and those who stall.

Who we work with

We work with foreign manufacturers and suppliers, allied partners, technology firms, and domestic companies that are new to defense contracting. Our clients value discretion, and we operate accordingly. We do not publish client names, and we do not disclose the specifics of any engagement.

What you can expect

Every engagement begins with an initial consultation to establish scope, timeline, and the realistic path for your specific situation. We do not apply a one-size-fits-all retainer to complex entry problems. We build the plan around your objectives and the reality of where you are starting. Related services include our compliance and documentation advisory and our teaming and partnership advisory.

Frequently asked questions

Do I need a U.S. subsidiary to sell to the Department of Defense

Not always. Some commercial and unclassified paths can be pursued without one, while classified work and certain registrations make a U.S. entity necessary or strongly advisable. The right answer depends on what you sell and to whom, which is exactly what the feasibility stage settles.

How long does it take to enter the U.S. defense market

It varies widely with your offering and whether classified work is involved. Unclassified registration and positioning can move relatively quickly, while facility clearance and foreign ownership mitigation add substantial time. We give you a realistic, situation-specific timeline at the start rather than a generic promise.

What is FOCI and does it apply to me

Foreign Ownership, Control, or Influence is the framework that governs whether a foreign-owned company can access classified information and hold a facility clearance. If you intend to pursue classified work, it almost certainly applies, and the mitigation instrument depends on your ownership structure. We help you understand which path is likely before you commit.

Do I need to register for ITAR

If you manufacture, export, or broker defense articles or services on the U.S. Munitions List, registration with the Directorate of Defense Trade Controls generally applies. Getting that determination right early prevents serious problems later. We help you scope it and coordinate qualified counsel where a formal determination is needed.

Should I team with a prime or go direct

For a firm with no U.S. past performance, teaming with an established prime is often the fastest credible route to a first award, because you borrow proven qualifications while you build your own record. Whether it is right for you depends on your capability, your timeline, and the opportunities in front of you.