Services Interior | Selling to NATO
Selling to NATO
The North Atlantic Treaty Organization (NATO) is a political and military alliance of 32 countries from Europe and North America. NATO utilizes contractors from all over the world to acquire critical goods and services for its members, allies, and partners. U.S. firms may pursue NATO business opportunities by participating in International Competitive Bidding (ICB) and by registering as a supplier with NATO agencies.
NATO International Competitive Bidding
For bidding on infrastructure projects (e.g., satellite telecommunications, information technology, and building construction), NATO agencies and commands implement International Competitive Bidding. NATO ICB requires that qualified firms be nominated to the bidders list by their governments. The US Bureau of Industry and Security pre-approves U.S. firms for participation in NATO ICB by reviewing a one-time application and will then issue a Declaration of Eligibility.
NATO Agencies Self-Registration
NATO procurement can occur through different entities, but most major acquisitions are completed through the following agencies:
The NATO Support and Procurement Agency (NSPA) is the principal services provider, acquiring products and services in support of weapons systems, fuel delivery, port services, airfield logistics, airlift, medical and catering services, and base support services.
The NATO Communications and Information Agency (NCIA) is the principal agency involved in the research and development, procurement, and implementation of C3 capabilities. NCIA acquires solutions related to communications, technology, and cyber.
The NATO Supreme Headquarters Allied Powers Europe (SHAPE) is a major contracting agency for NATO Crisis Response Operations.
The NATO Supreme Allied Commander Transformation (SACT) focuses on the transformation of NATO forces and capabilities. The ACT command is co-located with the U.S. Joint Forces Command in Norfolk, Virginia.
NATO and the GSA MAS Program
NATO is also a frequent customer of GSA’s Multiple Award Schedule Program. GSA Schedule holders can sell to NATO and other eligible international organizations under Section 607 of the Foreign Assistance Act (FAA).
Section 607 of the FAA authorizes the President of the United States to provide friendly countries, international organizations, the American Red Cross, and voluntary nonprofit-relief agencies GSA supplies and services “consistent with and in furtherance of the international goals”.
This means NATO Agencies can utilize GSA Schedule contracts to acquire non-military supplies and services.
Examples of products and services NATO procures from GSA Schedule contracts include:
- IT and Cybersecurity services
- Communication equipment
- Medical equipment and supplies
- Professional, administrative, and management support services
- Training and simulation solutions
The NCIA commonly uses Basic Ordering Agreements (BOAs) to purchase through the MAS Program. BOAs are one of the main NATO procurement methods used to procure commercial off-the-shelf (COTS) goods and services. BOAs involve a separate contract between NATO and a contractor, often using preexisting GSA terms to establish the agreement.
How We Can Help
As an experienced government contractor and consulting firm, Winvale can help you expand your customer base to include international organizations like NATO. Whether it’s partnering on our GSA Schedule contract, or going after your own prime business opportunities, we can help you succeed in the international government market.
Learn More About Winvale’s Services for NATO Contracting
