A major international contract is rarely created through a single decision. It requires long-term preparation, industrial capability, trusted partnerships and the ability to respond when a market opportunity emerges.

Mika Nieminen shares the story behind Rauma Marine Constructions’ agreement to build two Arctic Security Cutters for the United States Coast Guard. The company case examines how Finnish maritime expertise was positioned for the U.S. market and what other industrial companies can learn from the process.

From the RMC case, Mika will broaden the discussion to look at international maritime industry strategies, the role of government-to-government (G2G) cooperation, and how Finland and other countries approach strategic industrial partnerships. He will also explore the strengths and challenges of the Finnish model — and what Finnish companies can learn from international examples.

The case is relevant well beyond the maritime sector. It demonstrates how specialised capabilities, supplier networks and sustained market development can open access to demanding international customers, and how cooperation between governments and industry can support market entry and strengthen strategic industrial capabilities.