Bridging the trust deficit:Trusting veterans in defence procurement

In any of the meetings, project reviews or presentations with the arms manufacturer or a development agency (while being posted at procurement directorate at Naval HQ and thereafter at Ministry of Defence), I used to be in a lookout for ex service personnel on their bench. The reason was quite simple, we could translate our requirement clearly using military terms and language cutting through unnecessary explanation. This allowed us to come directly to the point, thereby bringing speed and efficacy and most importantly understand their system and capabilities better, often cutting through the sales pitch and glossy brochures. Not to mention, their presence also helped to break the ice and we could comfortably start discussion in a friendlier and open manner. 

While I did not find many ex Indian service personnel in Indian companies, I was pleasantly surprised that most foreign organisations and companies had a battery of retired officers with them and some even in top management. Indian ex service personnel with his own defence company was a rarity; I have to admit, I can only recollect one from Chandigarh, who had set up a small manufacturing unit.It was only when I left the service and started my own venture that I came face to face with the truth. Service HQ was not very comfortable receiving ex-service personnel or accepting any of your proposal. We were bracketed as the “arms dealers” and suddenly everything changed overnight. Irrespective of what your intention was, either providing a service or even manufacturing a non-lethal product – you were an Arms Dealer. The day you retire and if you plan to do business in the same profession which you have been an integral part for last 25 years; you become a persona non grata.

It was only when I spoke to a very close friend of mine who happens to be in uniform, that the true reason unfolded upon me. He was very candid and said – Look Navy is always overcautious of initiatives of its own retired clan, thinking they are trying to exploit and make business with the navy post retirement. There exists a trust deficit. ….the navy treads on a very safe grounds considering so many shams in the past.

Exploit what? We are pitching for the same product or service which the foreign company is. Yes, we are Indians, yes we are ex fauji’s, yes we are patriotic; so how does that work against us? Why is that   you are comfortable meeting with a civilian personnel or veteran from a foreign force but not an Indian veteran? Are these guys not working for money? Do they don’t want business? Are they not Arms Dealer? Then why single us out? Having been in the system we know the gaps, we know the requirements and thus we are better suited to understand the needs and offer a service or a product targeted towards it. Just follow the procedures and process the case. If not, give us a frank feedback and we will improve and revert back. We seek no more. And yes, we have our colleagues in Service and we might use the occasion of the meeting to just drop in and say hello to him, with otherwise is a tedious task. What so great about it?  

Personnel at Service HQ need to realize that onus of indigenization and self-reliance does not only rest on shoulder of Ministry of Defence and Senior Officers, they are equally important in this initiative. Just by donning civilian attire, ex service personnel don’t become enemy overnight. We are your Ambassadors and taking us along will benefit the system. We are part of services, just because our pay check does not come from Defence Account, does not make us less nationalistic and less patriotic. I do agree there have been some bad apples, but then in which set up they have been not? We need to look at successful nations like Israel and US;   Most of their defence companies are led my retired service officers and they could not have achieved all that without the support from their parent services. Veterans are a member of the same team with same goals ….not just for meeting in clubs and course reunions.    

(Writer is an ex Indian Naval officer and is currently pursuing his PHd from IIFT, Delhi in Defense Industrialisation in India)