23 jammers and decoys increasingly integrated into counter-UAS and air-defense frameworks. In parallel, the space domain is opening new opportunities through low-cost optical and RF sensors and analytics designed to monitor, track or even disrupt objects in orbit. What advice would you have for a company entering the U.S. market? Pillsbury’s Justin adds: “Hire experienced legal counsel that thinks about your business needs and perspectives. This is both a legal and business point. From a legal perspective, you will be dealing with sophisticated players that are looking out for their own interests. Thus, it will be essential to understand every piece of paper you sign and its implications under U.S. law, both for B2B and B2G relationships.” “From a business perspective, it will be important to look at law as a tool and not as something to fear. Too often companies receive myopic advice that does not take their business strategy and priorities into account. Your legal counsel should be helping you see and manage risk in the most responsive and efficient way possible.” Lee at A&O Shearman, points out: “My simple answer is that this is not just (or, perhaps, even mainly about) the U.S. market. The war in Ukraine, escalating geopolitical tensions and the fraying of U.S. security support that has protected Europe since the Second World War has exposed the fragility of EU military capabilities and galvanized political will to address capacity gaps. This phenomenon is not limited to Europe but to the wider Middle East and Asia. Israeli companies need to think globally when it comes to Defense and Defense Tech, and have local depth as well as global reach as they enter new markets.” Lior at Pearl Cohen advises: “He who fails to plan, plans to fail. The Israeli ecosystem is designed to support young companies without huge resources and relying on slim teams. As compliance and market understanding are translated to credibility in the eyes of potential investors and customers, do not settle when comprising your team of advisors. Establish export control, cybersecurity, and contracting systems from day one –prior to an initial demo, and prior to hiring your first employee, especially in the U.S. This legal discipline turns what most non-U.S. defense entities see as a burden, or a technical process (“box ticking”), into a virtue signal and strategic asset: a sure way to be taken seriously by U.S. government authorities and investors.”
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