- The Story
How strategic relationships, local market knowledge, and direct stakeholder engagement helped facilitate discussions between a Dutch drone manufacturer and Latvia’s defence establishment.
Identifying the Opportunity
In a rapidly evolving European security environment, defence technology companies are increasingly seeking opportunities to engage with governments and institutions looking to strengthen their capabilities and local production capacity.
Through ongoing engagement within Latvia’s business and public-sector ecosystem, Angulo & Partners identified a potential opportunity between a Dutch drone manufacturer and key stakeholders within Latvia’s defence sector. The company had developed practical and scalable drone systems designed for specific defence applications and was exploring opportunities for strategic cooperation within Europe.
Reduction in duplicative roles, real estate savings, scaled support of business, and capability improvement
Optimization of all goods not for resale, including demand reduction, consolidated spend, and capability improvement
Supply chain network optimization, with synergies across transportation and logistics
An important early step in the process involved discussions with Latvian Minister of Defence, Andris Sprūds, regarding developments within Latvia’s defence landscape, the increasing importance of drone technology, lessons emerging from the conflict in Ukraine, and the country’s broader defence and industrial objectives.
These discussions provided valuable insight into Latvia’s priorities and helped establish a foundation for further engagement between the Dutch company and relevant stakeholders.
Preparing for the Ministry Discussions
Before any formal meetings took place, significant preparation was required.
Angulo & Partners coordinated communication between the parties, assisted in structuring presentations, facilitated introductions, and worked closely with stakeholders to ensure that the company’s capabilities, manufacturing expertise, and long-term vision were presented in a clear and professional manner.
This stage involved extensive planning, stakeholder coordination, and ongoing dialogue to ensure that all parties were aligned ahead of future discussions.
The Ministry of Defence Meeting
Following months of preparation and engagement, a high-level meeting was successfully facilitated at the Latvian Ministry of Defence in Riga.
The Dutch company’s CEO travelled to Latvia to present the company’s technology and discuss potential areas of cooperation. The meeting brought together defence representatives, senior officials, and military leadership to discuss technological capabilities, security requirements, NATO-related developments, and the growing role of unmanned systems in modern defence operations.
The discussions provided an opportunity for direct dialogue between decision-makers and industry representatives in an environment focused on practical cooperation and long-term strategic considerations.
Beyond Introductions
While the outcome and specific details of the discussions remain confidential, the engagement demonstrates the broader value of strategic business development and stakeholder management.
Successful market entry, particularly in highly regulated sectors such as defence, rarely depends solely on the quality of a product or technology. Access to the right stakeholders, understanding local priorities, and maintaining trusted relationships are often equally important factors.
The Role of Angulo & Partners
This project reflects the role Angulo & Partners plays in helping companies navigate new markets and engage with the right decision-makers.
Whether supporting defence, technology, manufacturing, infrastructure, or other industries, the firm’s objective remains the same: connecting capable businesses with meaningful opportunities through strategic partnerships, local market expertise, and hands-on execution.
Many companies possess innovative products and strong commercial potential. The challenge is often gaining access to the right conversations. Through its network, market knowledge, and relationship-driven approach, Angulo & Partners helps bridge that gap and create opportunities for growth across Europe.
* We take our clients’ confidentiality seriously. While we’ve changed their names, the results are real.
