DEFENCE PROCUREMENT AND NEGOTIATION MASTERCLASS
Background
With a stellar career in the Army over 25 years, he has been Commanding officer (2011-14), Instructor - School of Artillery (2004-06, 2014-16), Director- Army Headquarters (2019-20), Brigade Commander (2020-2022). Among his core competencies are Procurement & Technical Evaluation of military equipment, Price Negotiations, Intergovernmental meetings ,Trials of military equipment and Program Management. During his service he has guided and coordinated Capital Acquisition of military hardware & software from National & International agencies.
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Problem Statement
A record ₹ 1.85 lakh crore ($ 20 billion) has been designated for Capital Acquisition in the Union Budget of 2026-27. The Defence Acquisition Procedure (DAP) serves as the foundational framework for capital acquisitions undertaken by the Ministry of Defence and the Service Headquarters. The DAP suitably glues the modernization of defence forces and development of complete defence manufacturing ecosystem. All OEMs(Original Equipment Manufacturers)/ Vendors/ DAs(Development Agencies) must necessarily be able to manoeuvre through the intricate and complex defence acquisition ecosystem to become part of defence procurement.
Subject
Defence capital acquisition is now explicitly linked to the nation's economic engine. It encompasses multiple aspects of defence equipment development & acquisition including:
Formulation of SQRs (Service Qualitative Requirements)
Strategy for Acquisition Categorization
Design & Development
Trials & Technical Evaluation of hardware & software
Price Negotiations
Post Contract Sustenance Management
Intergovernmental Negotiations
The unique complexities of various processes, documents, regulations and methodologies require continuous guidance and hand-holding. Extensive experience in defence acquisition processes integrates policy frameworks with “Womb to Tomb” concepts to facilitate successful contracts.
Recent Developments
Speed in defence acquisition and scalability in defence production have become cornerstone of defence policy. Jointness, Atmanirbharta and Innovation (JAI) are the keystone of government policy of defence preparedness across every facet. Defence acquisition processes continue to evolve, hitherto being guided by the DAP 2020, shortly being replaced by DAP 2026.
Key Issues
Inability to meet SQRs due to knowledge voids & flawed development strategies.
Incorrect categorization leading to disqualifications/ sub-optimal product pitch.
Ineffective strategies for product offerings & negotiations.
Opportunities & threats
Opportunities
Strategy development for successful integration into the Defence Capital Acquisition ecosystem.
Adoption of customized approaches for Design & Development.
Threats
Failure to translate operational requirements into design parameters.
Time & cost escalation from flawed trial methodology.
What we offer
Build Defence Procurement as a Strategic Capability—not a Transaction
We help organizations design and execute robust, transparent, and outcome-driven procurement frameworks across the following critical areas:
🔹Interpretation of Service Qualitative Requirements into design parameters.
Development of hardware & software in compliance of operational & environmental standards.
👉Achieve all technical parameters with corresponding certifications for Technical Bids
🔹 Strategic Price Negotiation
Design and execute negotiation frameworks for optimal cost outcomes
👉 Achieve value without compromising capability
🔹 Trial & Validation Framework
Design and oversee technical trials for equipment validation.
👉 Validation of Prototype & FOPM (First Of Production Model).
🔹 Program Management
Oversee, coordinate and integrate production, testing & sustenance aspects.
👉Ensure viable Long Term Sustenance & Equipment Management.
🔹 Strategic Price Negotiation
Formulate Price Negotiation Strategy for cost optimization.
👉Favourable outcomes in Commercial Bid.
🔹 Intergovernmental / inter Agency Coordination
Facilitate engagements with global & domestic entities.
👉 Accelerate decision making & execution.
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Experience
Years of
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Organizations
Brig. Saugata Mukherjee (Retd.)
Masters in Business Administration ( 2017) – Osmania University, Masters in Defence & Strategic Studies (2007) – Chennai University, Distinguished Honours Graduate (2003)– USA Field Artillery School, USA, Masters in Science Technology (2002) – Pune University
