With 3 decades of experience in engineering, military equipment, and international defence cooperation, Alexandros Kapetanakis has built a career at the intersection of technology, public service, and defence policy. His work has included technical responsibilities, international relations, industrial security, and cooperation with European and NATO organisations.
As Founder and CEO of EBS Consulting, based in Athens, Greece, Alexandros now brings this experience to businesses working in the defence and dual-use technology sectors. Founded in 2023, EBS Consulting helps organisations understand regulatory requirements, prepare for security clearances, explore international programmes, and develop partnerships within the defence industry.
In this conversation with Business Magazine UAE, Alexandros discusses his professional journey, the challenges companies face when entering the defence market, the role of European collaboration, and his plans for EBS Consulting.
From Engineering to Entrepreneurship
Alexandros’ career began with a foundation in electrical and computer engineering. His subsequent work in public service gave him direct experience of the technical, organisational, and international aspects of the defence sector.
“How did your background in engineering and defence lead you to establish EBS Consulting?”
“My professional background is rooted in electrical and computer engineering, supported by more than 30 years of experience in technical and defence-related roles. Throughout my career, I have worked with military equipment, technical matters, and international defence cooperation.
My responsibilities gave me an understanding of how defence organisations operate and the requirements that companies must meet when working in this sector. I also gained experience in international relations, industrial security, and cooperation between organisations.
I established EBS Consulting in 2023 to apply this experience in a consultancy setting. Our work focuses on helping businesses understand the requirements of the defence industry, prepare for relevant procedures, and identify opportunities for collaboration.”
Understanding Defence Industry Requirements
Entering the defence market can be difficult for companies that are unfamiliar with its security procedures, registrations, and regulatory expectations. EBS Consulting supports businesses as they prepare for these requirements.
“What are some of the main challenges companies face when entering the defence and dual-use technology sectors?”
“Companies entering the defence sector need to understand that technical capability alone is not always enough. They must also consider security requirements, regulatory compliance, documentation, and the procedures that apply to their activities.
For smaller companies in particular, these processes can be difficult to manage without a clear understanding of the relevant requirements. Security clearance procedures and registrations may require preparation and careful attention to detail.
At EBS Consulting, we help companies understand these processes and prepare the necessary documentation. Our services include support with industrial security requirements, HURDSE and EMEAT registration, and preparation for relevant certifications and compliance needs. The aim is to help businesses approach the market with a clearer understanding of what is required.”
Working with European and NATO Programmes
Alexandros previous responsibilities included work connected with European defence cooperation and NATO-related activities. This experience informs EBS Consulting’s support for organisations seeking to understand international programmes and funding opportunities.
“How does your experience with European and NATO organisations influence the work you do today?”
“My previous roles involved international defence cooperation, participation in European and NATO-related activities, and engagement with different organisations and national representatives.
From 2017 to 2023, I served as the Hellenic National Coordinator, and from 2017 to 2021, I also headed the Department of Cooperation with Third Countries in GDDIA of HMoND.
These responsibilities gave me direct experience of international coordination and the procedures involved in defence cooperation. They also helped me understand the importance of preparation, clear communication, and knowledge of the relevant institutional frameworks.
Through EBS Consulting, I use this background to guide companies that want to explore European and international defence opportunities. This includes guiding them on how to participate in programmes and organisations such as the European Defence Agency, the European Commission, NATO, the European Defence Fund, NATO DIANA, and the NATO Support and Procurement Agency. Each programme has its own requirements, so companies need to assess their capabilities and prepare accordingly.”
Helping Smaller Companies Enter the Defence Market
For businesses with specialised technologies, the defence sector can present opportunities alongside demanding entry requirements. EBS Consulting helps companies assess their readiness and understand the steps involved in approaching potential partners.
“How does EBS Consulting help smaller businesses prepare for opportunities in the defence sector?”
“Smaller businesses may have valuable technologies or specialist expertise, but they do not always have the internal resources or sector knowledge needed to approach the defence market. Understanding registration procedures, security requirements, procurement processes, and potential partners can take considerable time.
Our role is to help companies understand these requirements and identify the steps they need to take. Depending on their needs, this may include support with security clearance preparation, compliance readiness, procurement guidance, or participation in defence exhibitions.
We also help businesses assess opportunities for collaboration and understand how their products or services may fit within a particular programme or requirement. The process begins with understanding the company’s capabilities and objectives, then identifying the practical steps needed to move forward.”
Technology and the Future of Defence
Defence and dual-use technologies continue to develop across several areas, creating a need for companies to assess new capabilities while meeting technical and regulatory expectations.
“What developments in technology do you believe companies in the defence sector should pay attention to?”
“Companies should pay close attention to technological developments that may affect defence capabilities and the use of dual-use technologies. They also need to consider how new technologies can be developed, tested, assessed, and introduced in line with the requirements of the sector.
Technology development is not only about creating a product. Companies must also understand its readiness, its intended use, the relevant standards, and the opportunities for cooperation with research organisations, industry partners, and public institutions.
At EBS Consulting, we support businesses with technology scouting, technology readiness considerations, and research and development strategy. We also help them explore relevant innovation programmes and collaboration opportunities. A clear understanding of both the technology and the programme requirements can help companies make better decisions about their next steps.”
Building International Partnerships
International cooperation has been a consistent part of Alexandros’ professional experience. His work with defence organisations and international representatives has given him insight into the coordination needed to develop cross-border relationships.
“Why are international partnerships important for companies working in defence and dual-use technology?”
“International partnerships can help companies access expertise, exchange knowledge, and explore opportunities that may not be available within a single market. In the defence sector, cooperation often involves organisations with different responsibilities, procedures, and national requirements.
For businesses, building these relationships requires preparation and a clear understanding of what each partner can contribute. Companies also need to consider compliance, security, and the objectives of the programme or collaboration they wish to join.
EBS Consulting supports companies that want to explore international cooperation through relevant European and NATO frameworks. This can include guidance on programmes, identifying potential areas of collaboration, and supporting consortium-building activities. The aim is to help businesses understand the process and assess whether a partnership is suitable for their objectives.”
Leadership and Lessons from Public Service
Alexandros’s career has involved technical responsibilities as well as coordination across institutions and international partners. These experiences have shaped his approach to managing complex projects and working with different stakeholders.
“What lessons from your public service career have been most useful in your work as a consultant and business leader?”
“My experience in public service has shown me the importance of preparation, responsibility, and clear communication. Working with different departments, institutions, and international representatives requires an understanding of each party’s role and the procedures that guide their work.
It is also important to approach complex matters systematically. In the defence sector, details relating to security, compliance, and documentation can have a significant effect on how a project progresses. These matters need to be addressed carefully rather than treated as secondary considerations.
I bring this understanding to my work at EBS Consulting. We aim to give clients practical guidance based on their needs and the requirements they must meet. I believe that a clear process and realistic expectations help businesses make informed decisions and prepare more effectively.”
The Next Chapter for EBS Consulting
Since its establishment in 2023, EBS Consulting has focused on advisory services for the defence and dual-use technology sectors. Its work covers compliance, security preparation, international cooperation, procurement guidance, and innovation support.
“What are your priorities for EBS Consulting as the company continues to develop?”
“Our priority is to continue supporting organisations that want to develop their activities in the defence and dual-use technology sectors. This includes helping them understand security and compliance requirements, prepare for relevant procedures, and explore opportunities for cooperation and procurement.
We also intend to continue supporting companies interested in European and NATO-related programmes, defence innovation, and research and development. These areas require companies to understand the relevant frameworks and assess how their capabilities align with specific opportunities.
EBS Consulting aims to remain focused on practical guidance and the needs of each client. As the company develops, we will continue to build on our experience in defence cooperation, technical matters, and regulatory preparation to help business with greater clarity.”
Connect with Alexandros Kapetanakis on LinkedIn or visit https://www.ebsconsulting.gr/
Read more:
Lisa-Marie Scheller: Empowering Female Artists Through Music and VIZIONS
Andrealiz Uy | Building AB Business Support Services Through People, Process, and Technology
About Author
