“Military medicine is a growing market” – Interview with Heike Lange, German Health Alliance (GHA)

Geopolitical tensions, new security situations, and growing demands on the operational readiness of armed forces are bringing the topic of military medicine into sharper focus – especially for members of the German Health Alliance (GHA). Heike Lange of the German Health Alliance (GHA) discusses the opportunities and challenges this presents for medical technology companies.

Question 1: Why is the topic of military medicine becoming increasingly important for companies in the healthcare sector, especially medical technology?
Heike Lange:
Geopolitical developments in recent years have changed the international environment. Traditional markets like the US and China have become more complex: In the US, political uncertainty and tightened regulations are complicating market access, while in China, pressure to localize technology is increasing significantly.

At the same time, the current geopolitical tensions underscore the importance of the Bundeswehr—especially the medical service—and highlight its importance. Investments are increasing rapidly, not only in Germany but also within NATO. This creates a growing market for the industry. And last but not least, it should not be forgotten: With innovative products, medtech companies are making a decisive contribution to improving the medical care of soldiers—in an emergency, this can be vital to survival.

Question 2: What are the challenges for companies that want to do business with the Bundeswehr Medical Service?
Heike Lange:
Above all, patience and perseverance are required. The Bundeswehr's procurement processes are complex, highly formalized, and often take several years. For many companies, this represents a real hurdle. However, those who succeed are rewarded: The contracts are usually long-term, with a planning horizon of 10 to 20 years, and the Bundeswehr is a reliable partner.

Question 3: What do companies need to consider if they want to do business with international military organizations?
Heike Lange:
This is even more complex. Every country, every organization—whether NATO, the EU, or individual national armies—often has its own guidelines, procedures, and regulations. Navigating these requires experience, contacts, and a great deal of expertise.

Question 4: What is the GHA doing to support its members in this area?
Heike Lange:
As GHA, we offer our members a platform where they can network with each other and also engage with the medical services. It's helpful that, thanks to my more than 20 years of experience at Beta Verlag, I personally know exactly where the opportunities and challenges lie on both sides – the medical services and the industry. Direct communication with the medical services is by no means a given, as colleagues in the medical services often act cautiously for compliance reasons. At the same time, early dialogue between the industry and users is very important, as this is the only way to prevent products from being developed that do not meet the actual needs of physicians. Therefore, we will be developing further formats in the coming months to specifically promote this exchange."