Your First Indian Army Order: Where Should You Start?

Where should a defence startup begin when it wants to work with the Indian Army?

Should you try to reach the most senior officer you can, or start with the people who actually face the operational problem your product is designed to solve?

In Part 19 of Working with the Indian Defence Ecosystem: Defence Procurement – A Practitioner’s Perspective, Brigadier Narendra Pratap Singh brings together the lessons from the series so far in an episode titled “Three Doors and Six Habits.”

The first half examines three routes that defence startups should understand:

Indigenous Research and Development under Schedule 9A: Working with the user to develop a capability that may not yet be ready for procurement. Development support does not guarantee a production order.

Army Commanders’ Special Financial Powers under Schedule 20: A potential route for procuring equipment to meet operational requirements, subject to the applicable provisions, financial authority, conditions, sanctions and availability of funds.

Other Capital Procurement Procedure (OCPP): A route relevant to specified upgrades, modifications and replacements of capital equipment already in service, subject to the applicable requirements and approvals.

These are distinct routes, not interchangeable shortcuts. The first step is to understand whether the Army needs a new capability developed, equipment procured or existing equipment upgraded.

The second half outlines six habits that can make engagement with the defence ecosystem more productive:

Watch for opportunities: Track changing operational priorities and emerging requirements.

Read widely: Understand technology and lessons from current conflicts without confusing a fashionable innovation with a validated military need.

Reach the right user: Identify the organisation that actually owns the operational problem.

Bring a domain expert: Pair introductions and business development with someone who understands military requirements and can lead delivery.

Understand the money: Know the relevant budget head, planning cycle, financial authority and applicable instructions. Financial powers alone do not establish that funds are available.

Be ready to deliver: Prepare for security requirements, interoperability, IP ownership, documentation, maintenance and field support before the first order arrives.