Tier 2 and tier 3 defence and aerospace suppliers operate inside the most security-conscious procurement environment in UK industry.
Cleared comms for regulated buyers.
ITAR. UK SOFS. JOSCAR. AS9100. The marketing has to clear regulatory scrutiny before it clears procurement. Most agencies don’t know how to write content that does both.
Defence buyers don’t buy on impulse. And they don’t buy from generalists.
The buying process is multi-stakeholder, security-cleared and framework-driven. JOSCAR registration is the entry ticket. Defence Equipment & Support (DE&S), Defence Digital and the major tier 1s (BAE, Babcock, Leonardo, Thales) run structured supplier engagement.
Generic B2B marketing produces content the tier 1 BD lead won’t share internally because it doesn’t speak the language. The result is a sector where the credibility is in the workshop and the website doesn’t reflect it.
The Method
How we market to defence procurement.
01
Security-aware content
What you can say. What you can’t. Cleared content for cleared environments. We work with your commercial and security teams to publish capability content that supports BD without crossing classification lines.
02
Tier 1 procurement engagement
BAE, Babcock, Leonardo, Thales, MBDA, Rolls-Royce. Each runs different supplier engagement processes. We map them and build content tier 1 procurement officers and BD leads can use to justify your inclusion in shortlists.
03
Capability and accreditation visibility
AS9100, ISO 27001, Cyber Essentials Plus, JOSCAR, ITAR registration. These are the proof points that pre-qualification panels score. We surface them and structure the site so they’re findable in seconds.
04
Programme-specific positioning
Tempest. Type 26. SSN-AUKUS. Land Industrial Strategy. Programmes drive the supply chain. We position your capability against the specific programmes where you have a credible offer.
Credibility is the marketing. Make it visible.
The Manufacturing Growth Audit
Want to know where your enquiries are leaking?
Request a Manufacturing Growth Audit. We’ll map where demand is being lost across visibility, conversion and follow-up, then give you a 90-day plan to fix it.
