The armaments industry between geopolitical impetus and industrial reality. M is becoming a strategic tool for transformation, growth and succession.

Within a few years, the security and defense industry has transformed from a politically controlled niche market to a growth area promoted by industrial policy. The Russian war of aggression against Ukraine, the increasing pressure on NATO partners to meet the 2% target and the European debate on strategic autonomy have fundamentally changed the framework conditions for armaments companies.

At the same time, many challenges remain structural: long development cycles, complex approval procedures, heavily regulated export markets, limited economies of scale and dependencies on public procurement processes. Medium-sized suppliers and system partners are increasingly coming into focus - they deliver precision, flexibility and technological know-how, often as hidden champions in the background. Anyone who bears responsibility today faces the question: consolidate, grow, diversify - or hand over?

starkpartners has been supporting companies from the defense technology industry for years - discreetly, with integrity and with a high level of responsibility. Whether suppliers of complex machined parts, system assemblies, sensor technology, optics, electronics or special software for military applications: We know the special requirements that are placed on companies in this industry - technically, regulatorily and ethically.

We know how much trust it takes to be able to exist permanently in sensitive supply chains. We understand how closely operational excellence, certifications such as AQAP or DIN 2303, and strategic partnerships with OEMs such as Rheinmetall, Hensoldt, KMW or Airbus Defence are interlinked. And we also know that owners of these companies rarely act out of short-term calculation - but in the awareness of their responsibility towards employees, customers and the nation.

The M market for companies in the security and armaments industry is in motion - but selectively. On the one hand, there are state-sponsored demand impulses, a massive need for investment and strong consolidation pressure. On the other hand, export rules, international approval procedures and political sensitivity act as natural market entry barriers.

Above all, medium-sized suppliers are increasingly being targeted by strategic buyers who want to broaden their portfolio or vertically integrate the supply chain. At the same time, investors - especially those with an industrial background or an ESG-conscious orientation - are specifically looking for companies with a security-relevant technology focus and a secure order situation. Important: Access to this market requires trust, care and discreet management. This is exactly what distinguishes our work.

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Typical target companies in the Defence M context

Attractive target companies are usually highly specialized, technologically focused and strategically indispensable within the defense-related supply chain. Whether precision turned parts for combat modules, special cables for communication technology, embedded software for sensor platforms or metalworking components with protective effect – the decisive factor is the ability to deliver reliably under military standards on a permanent basis.

Furthermore, companies involved in Cybersecurity & IT Services, the protection of critical infrastructures (e.g., energy, water, transport, communication), and disaster and civil protection are gaining relevance. Providers in the public safety & government procurement sector (e.g., police, fire departments, rescue services) as well as Intelligence Services & Data Analytics are also increasing in strategic importance. Finally, industrial technologies with dual-use potential – such as in sensor technology, robotics, or materials engineering – are among the increasingly attractive target groups.

Many medium-sized companies have been established in their niche for decades, have long-term framework agreements with the Bundeswehr, NATO or EU agencies, and meet complex certifications such as AQAP 2110, ISO 9001 for defense technology or ITAR-compliant processes for US-related applications. Added value factors such as own development shares, test laboratories, small series competence or digital interfaces for end customer integration are often found. Especially in security-critical areas, personnel stability and depth of know-how are an essential asset.

Valuation dynamics market logic: Trust, approval, depth

Valuations in the defence and security sector do not follow a classic industry classification. Value is not solely determined by revenue or EBITDA – but by the longevity of customer relationships, access to critical programs, technology-related entry barriers, and the extent of regulatory hurdles.

A supplier with project-related delivery histories for armored vehicles, communication systems, air defense components, or cyber and IT protection solutions achieves significantly more stable valuation bases than a classic industrial manufacturer without a security or defence technology track record. The same applies to providers in infrastructure protection, disaster relief, and public safety, whose products and services are regulatorily embedded and in demand by government.

The ability to manage complex in-house manufacturing depths – including surface finishing, testing, and documentation – also influences investor perception. Trustworthiness, discretion, compliance fitness, and proven suitability for dual-use technologies are considered silent but crucial value drivers.

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Frequently Asked Questions on Business Succession in the Defence Sector

Rüstung Verteidigung Defence Aerospace
Whether it's valuation, succession, or sale – most entrepreneurs face similar questions when it comes to their defence company. Here, we would like to give you an initial overview and clarify key points that become relevant in almost every project. For anything further, we are always available to assist you confidentially and personally.

The valuation of a defence company relies not only on revenue and EBITDA multiples but primarily on industry-specific factors: long-term procurement contracts with government clients, security-relevant certifications, proprietary technologies and IP, and its positioning within the defence ecosystem. Recurring revenues from service and maintenance contracts, technological independence, and compliance with regulatory requirements are key value drivers.

In the defence sector, valuations are generally based on revenue and EBITDA multiples. These vary significantly depending on the segment – such as defence technology, aerospace, or cybersecurity. Typically, EBITDA multiples range between 7x and 12x; in particularly technology-driven or security-critical niches, even higher values can be achieved. Due to long-term contract structures, high entry barriers, and recurring service revenues, multiples are usually above the classic industry level.

For accompanying a company sale, a multi-stage remuneration model is usually agreed upon: a monthly retainer to cover ongoing consulting and process costs, and a success-dependent success fee that is only due upon successful completion. This ensures that both parties have a shared interest in the transaction’s success. The amount of the retainer and the success fee depends on the company’s size, complexity, and transaction volume, and is transparently agreed upon at the beginning of the mandate.

An M&A process in the defence sector typically takes 9 to 15 months. In addition to the classic phases – preparation, investor outreach, due diligence, and negotiation – regulatory reviews, export control requirements, and security and secrecy protection requirements particularly extend the transaction duration. The close involvement of government agencies and the careful selection of suitable investors also mean that defence transactions are usually more complex and time-consuming than in other industries.

Discretion is paramount. Neither employees nor customers are informed of sale plans without prior agreement. We manage the process so that only vetted prospective buyers gain insight.

For a successful M&A process in the defence sector, in addition to the usual financial and corporate documents, security- and export-relevant documents must be prepared. These include audited annual financial statements, detailed order and project lists, proofs of approvals, certifications and export licenses, IP and technology rights, compliance and IT security concepts, as well as information on long-term maintenance and service contracts. Transparent and structured documentation is crucial to meet the high regulatory requirements and the due diligence of investors.

Typical investors in the defence sector are primarily strategic buyers such as international armaments and defence technology companies looking to expand their product portfolio, technological depth, or market presence through acquisitions. Additionally, private equity firms specializing in security and technology-driven industries also emerge. Furthermore, family offices with a long-term horizon, as well as specialized infrastructure and defence funds seeking access to stable cash flows and geopolitically relevant markets, also invest.

Due diligence in the defence sector generally proceeds as in other industries – with examinations of finances, contracts, taxes, legal structures, and personnel matters. However, specific aspects are added: the review of export licenses, secrecy protection requirements, security-relevant certifications, IP and technology rights, and the assessment of compliance with international armaments and export control laws. Due to these additional requirements, due diligence is usually more extensive and more strictly regulated than in classic industries.

Many buyers desire a transition period of 6–24 months. Whether and for how long the entrepreneur remains on board is negotiable and depends on succession planning, team structure, and the investor model.