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A successful presentation or demonstration can feel like a breakthrough. The military user likes the capability, sees its operational value and may even become a strong champion for it. But does that mean an order is around the corner? Not necessarily.
In Part 6 of Working with the Indian Defence Ecosystem – A Practitioner’s Perspective, Brigadier Narendra Pratap Singh (Retd) examines one of the most important distinctions companies need to understand when working with the Indian Armed Forces: the user is not always the buyer.
A unit may identify an operational need and validate a capability, but the requirement may need to move through other organisations for technical evaluation, planning, funding, security, approvals and procurement. The person using the system, the person who owns the requirement, the organisation holding the funds and the authority that ultimately procures it may all be different.
The episode explains why companies should not mistake operational acceptance for procurement authority—and why repeatedly demonstrating a product to an enthusiastic user may not move an opportunity forward.
Instead, the right question after a successful demonstration is not simply, “When will you place the order?” It is: “What is the appropriate next step?”
Understanding that pathway is critical to turning user interest into a mature procurement opportunity.
Brigadier Narendra Pratap Singh (Retd) is a Defence Technology Strategist, AI and Digital Transformation Leader, and former Director of Artificial Intelligence in the Indian Army. He is currently the CEO of Mindsprintz Consulting, advising defence organisations, startups, and industry on artificial intelligence, autonomous systems, digital transformation, and the future of warfare.
