How to Sell an Invention to the Military: 5 Proven Steps

Selling an invention to the military can be a lucrative opportunity for inventors, but it requires a unique approach compared to selling to the commercial market. Military procurement processes and regulations are complex and require careful navigation.

Additionally, the military’s unique needs and requirements must be taken into consideration when pitching an invention.

In this blog post, we will discuss the key steps that inventors should follow to successfully sell their inventions to the military.

From understanding the procurement process to preparing a compelling pitch, we will provide insights and tips to help inventors navigate this challenging but rewarding market.

Step 1: Understanding the military’s procurement process

How to Sell an Invention to the Military

To successfully sell your invention to the military, it is essential to understand their procurement process. The military procurement process is a multi-stage process that involves many different stakeholders, regulations, and standards. Here are the key stages involved in the procurement process:

Identify Requirements: In this stage, the military identifies its requirements for goods or services, including any specific technical, functional, or operational requirements.

Market Research: The military conducts market research to identify potential suppliers who can meet their requirements. They may also seek input from industry associations, trade shows, and other sources to gather information on available products and services.

Request for Information (RFI): Once they have identified potential suppliers, the military may issue an RFI to gather additional information about the capabilities of these suppliers.

Request for Proposal (RFP): The RFP is a formal document that outlines the military’s requirements, evaluation criteria, and terms and conditions for the contract. The RFP invites interested suppliers to submit a proposal that meets the requirements outlined in the RFP.

Proposal Evaluation: The military evaluates the proposals submitted the suppliers based on the criteria outlined in the RFP. They may conduct technical and cost evaluations, as well as other types of evaluations depending on the nature of the procurement.

Contract Award: After evaluating the proposals, the military selects the supplier(s) that best meet their requirements and awards the contract.

Understanding the military procurement process is critical for inventors to determine the best approach to selling their inventions.

By knowing the procurement process, you can position your invention to meet the military’s specific requirements and standards, making it more likely to be selected.

It is also important to note that the military procurement process can take a long time, and patience is necessary when dealing with this market.

Step 2: Reaching out to the right contacts

When selling an invention to the military, it’s crucial to reach out to the right contacts within the military. Here are some subheadings to discuss this topic in more detail:

Identifying the right contacts:

Identifying the right contacts within the military can be a challenging task. It’s important to research and identify the specific units or branches of the military that your invention may be relevant to.

Once you have identified these areas, you can then start researching the individuals or groups within the military who are responsible for procurement in these areas. This may include contracting officers, program managers, or other personnel who are involved in the procurement process.

Importance of networking:

Networking and building relationships with military personnel can be critical to selling your invention to the military. Attending industry events, conferences, and trade shows can provide opportunities to meet military personnel and gain valuable insights into their needs and requirements.

Building relationships with military personnel can also help you to better understand the military’s procurement process and how to position your invention to meet their specific requirements.

Building a strong pitch:

When reaching out to the right contacts in the military, it’s essential to have a strong pitch that clearly communicates the benefits of your invention. Your pitch should address the military’s specific needs and requirements and demonstrate how your invention can meet these needs.

It’s also essential to be able to demonstrate that your invention is reliable, effective, and can be delivered on time and within budget.

Step 3: Prepare a Compelling Pitch

When selling an invention to the military, it’s crucial to prepare a compelling pitch that addresses their specific needs and requirements. Here are some key elements of a successful pitch:

1. Identify the Problem

The first step is to identify the problem that your invention solves. Military personnel are always looking for solutions to complex challenges, so it’s important to clearly articulate how your invention addresses a specific need.

2. Explain Your Solution

Next, explain how your invention solves the problem. This should include a clear and concise description of the technology, as well as any unique features or advantages over other solutions.

3. Provide Evidence

Military personnel are often skeptical of new technology, so it’s important to provide evidence to back up your claims. This could include data from testing and evaluation, customer testimonials, or other forms of third-party validation.

4. Address Concerns

It’s essential to anticipate and address any concerns that military personnel may have about your invention. This could include questions about the cost, reliability, or compatibility with existing systems.

5. Outline the Next Steps

Finally, it’s important to outline the next steps in the process, including any additional testing or evaluation that may be required. This should also include a clear timeline for delivery and implementation.

Here are some tips on how to create a compelling pitch that will capture the attention of military personnel:

Tailor your pitch to the specific needs and requirements of the military unit or agency you are targeting.

Use clear and concise language that is easy to understand.

Include visual aids such as diagrams, charts, or videos to help illustrate your invention.

Practice your pitch in advance to ensure that you can deliver it confidently and effectively.

Be prepared to answer questions and address concerns from military personnel.

By following these tips and including the key elements outlined above, you can create a compelling pitch that will increase your chances of success when selling your invention to the military.

Step 4: Following up and negotiate

After making the initial pitch to the military, it’s crucial to follow up and negotiate with the military contacts to finalize the deal. Here are some subheadings to discuss this topic in more detail:

Importance of following up:

Following up with military contacts is crucial to keeping your invention at the forefront of their minds. It’s important to continue to build relationships with military personnel and keep them updated on any new developments or progress related to your invention.

Following up can also provide an opportunity to answer any questions they may have and address any concerns.

Negotiating with the military:

Negotiating with the military can be a complex process, and it’s important to be well-prepared before entering into any negotiations. When negotiating with the military, key considerations may include pricing, delivery timelines, and contract terms and conditions.

It’s important to understand the military’s procurement process and be able to navigate any regulations or guidelines that may impact the negotiation process. It’s also essential to be able to clearly communicate the benefits of your invention and how it can meet the military’s needs and requirements.

Finalizing the deal:

Once negotiations are complete, it’s important to finalize the deal with the military. This may involve signing a contract and ensuring that all parties are clear on the terms and conditions of the deal. It’s important to ensure that all legal and regulatory requirements are met and that all parties are satisfied with the final agreement.

Step 5: Protect Your Invention

last but not least, when selling an invention to the military, it’s important to protect your intellectual property from theft or infringement. Here are some key steps to take to protect your invention:

1. Apply for Patents

A patent is a legal document that grants the holder exclusive rights to an invention for a certain period of time. To apply for a patent, you will need to submit a detailed description of your invention, as well as any supporting documents or data.

This process can be complex and time-consuming, but it’s essential to protecting your invention from infringement.

2. Apply for Trademarks

A trademark is a symbol, word, or phrase that distinguishes your invention from others in the marketplace. This can include product names, logos, or slogans. To apply for a trademark, you will need to submit a trademark application and pay a fee.

This process can be relatively simple, but it’s important to ensure that your trademark is unique and not already in use.

3. Use Confidentiality Agreements

To further protect your invention, you may want to use confidentiality agreements when discussing your invention with military personnel or other potential buyers.

A confidentiality agreement is a legal contract that prevents the recipient from disclosing or using your confidential information without your permission.

4. Monitor for Infringement

Even with patents and trademarks in place, it’s important to monitor for infringement of your intellectual property. This can include conducting regular searches for similar products or trademarks, as well as monitoring online marketplaces and social media for unauthorized use of your intellectual property.

By taking these steps to protect your invention, you can reduce the risk of intellectual property theft and increase the value of your invention in the marketplace.


  • Julkar Nain

    Md. Julkar Nain is a seasoned business professional with a passion for small business. With years of practical and academic experience in the field, Julkar has developed a deep understanding of what it takes to make a small business profitable. His expertise in small business consultancy has helped countless entrepreneurs turn their businesses around and achieve success. Aside from his consultancy work, Julkar is also a prolific writer, with a keen interest in sharing his insights and findings about small business. Through his writing, he hopes to inspire and empower more people to take the leap into entrepreneurship and make their small businesses thrive. With his unique combination of hands-on experience and academic knowledge, Julkar is a trusted authority in the small business community. Whether you're a seasoned entrepreneur or just starting out, Julkar's insights and advice can help you take your business to the next level.

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