There is no hack for entering defence.
But there is a fastest route and most SMEs choose the slow one.
The fastest way in is:
1. Start with sub-tier positions, not direct OEM entry.
Tier-2 and Tier-3 suppliers onboard faster than Tier-1 OEMs.
2. Build one “anchor capability.”
You don’t need 10 strengths.
You need one thing you do better than others.
3. Document first, scale second.
Most SMEs do this backwards and lose 12–24 months.
4. Target programs, not companies.
OEMs think in platforms, not products.
5. Get introduced don’t cold approach OEMs.
Introductions outperform cold outreach by 5–10×.
👉 This is the path DANS specializes in. Not shortcuts but acceleration.
