Market Niches in the Private Military Sector: An Initial Look

Abstract

This report presents data drawn from two studies of US-based private military contractors (PMCs), including what we believe is the largest independent survey yet conducted on the Private Military industry. Results from the first study (a structured interview) include the identification of key variables industry managers use to differentiate between firms in the industry, and a simple cognitive model industry participants use to orient themselves in the industry landscape. Key results from the second study include the identification of several important differences between large and small competitors in the industry and identification of the key variables industry managers use when evaluating the qualities of firms with whom they sub-contract. Overall, this study will help professionals who do business with PMCs better understand the nature of the industry.