|
Minister
Counsellor, Defence Materiel
Mr David Marshall
Bio
|
|
In the News
|
|
The Industry Support Section (ISS) of the
Defence Materiel Branch (DEFMAT) at the Embassy of Australia in
collaboration with the Defence Export Unit (DEU) of the Defence Materiel
Organisation (DMO) has begun planning and implementation of activities
for calendar year 2010.
More
|
|
The Defence & Industry e-Portal
The ePortal
supports the Defence Strategic Reform Program (SRP) by providing the
basis of a cost effective, two way, e-business service delivery channel
for defence industry to access information on DMO Projects, Priority
Industry Capabilities, the Skilling Australia’s Defence Industry (SADI),
the Defence White Paper 2009, Defending Australia in the Asia Pacific
Century: Force 2030 and the public Defence Capability Plan 2009.
The Bulletin Board feature of the
ePortal is increasingly being used to advertise forthcoming industry
briefings, and to reach out to potential new market entrants. This in
turn increases competition by broadening the potential supplier base, and
delivering enhanced value for money in procurement.
|
|
|
|
Defence Industry
|
Defence Industry Advisor
Mr
Auerlio Azpiazu
Bio
|
The Defence
Industry Advisor is tasked with facilitating and advising on access to Australian
Industry and Defence Component Manufacturing and Development
Organizations. In order to accomplish this task, relationships are
maintained amongst appropriate US, Canadian and other Government and
Industry Defense organizations. DIA is always seeking new products and
technologies that might be needed or of interest to primarily the US
Defense Forces. Primary contacts are within those Australian firms
registered with the Australian Defence Materiel Organization (DMO). It is
recommended that Australian firms first approach their DMO Regional
Office for assistance available in Australia. This assistance
will make any visit to North America
more effective and profitable. Similarly, DIA maintains a working
knowledge of Australian developed products, technologies and items in
development. This information is shared with appropriate US interests and
firms that could cooperate, acquire or collaborate in a product’s
development or application.
|
Industry Activities
Scheduled for 2011
National Veteran Small Business Conference and Expo (New Orleans, LA),
August 15 – 18
Modern Day Marine (Quantico,
VA), September 27 – 29
Association of the United States Army (AUSA) Annual Meeting
and Exposition (Washington,
DC), October 10 – 12
Inter-service/Industry Training, Simulation and Education
Conference (I/ITSEC) (Orlando,
FL), November 28 - December 1
Other Recent Work
1. Establishing more
than 40 arrangements between Australian firms and US Service Disabled
Veteran Owned Small Businesses (SDVOSB).
These arrangements permit Australian firms to have access as
sub-contract/partners to US Government work that would otherwise be denied
to them. For the SDVOSB’s it
provides access to capabilities, technology and production facilities as
well as potential work in Australia
as part of a reciprocal opportunities.
To date the range of contracts has been between a few thousand
dollars to more than $us50 million.
2. Working with Metal Storm to present their revolutionary
technology to the US Marine Corps and Army as well as representatives of
other nations.
3. Developing and Presenting a marketing strategy for Lunar Lighting’s
innovative lighting products. These
products have attained a series of immediate sales to US firms and US
government groups.
4. Encouraging the development of now more than 30 Australian Firms with US
Offices in establishing contacts within the US Government and Business
infrastructure.
5. IN collaboration with the Defence Export Unit, the use of
the “Team Australia”
brand to further promote Australian Industry at appropriate, major US
Defense Trade expositions.
6. Working with and facilitating meetings for US Firms and
Officials visiting in Australia. Visits to Australia have resulted in the
establishment of partnerships and other collaborations and a further
recognition of Australian technological and innovative capabilities.
7. Working to and obtaining with the assistance of US and AUS
Colleagues to obtain relief from US regulatory restrictions for Australian
firms. In addition, contributing to
the development of the pending US/AUS Defense Trade Treaty. Near term plans include additional
briefings to inform US audiences of the benefits of working with AUS under
this new and more flexible regime for exchange of technical
information.firms.
Before you come to
the USA
The US Defense market is large and potentially lucrative. As a
result, everyone in the world tries to enter it. After you have decided
that your firm is ready to seek the US opportunity, your firm
should consider if it is best suited to market products directly to the US
Department of Defense (USDoD) or its prime contractors. Unlike the
Australian Department of Defence (ADoD) and the Australian Defence Force
(ADF) where generally all major items are purchased through the DMO, the US
DoD grants purchase authority to its many Commands in the various services
and related agencies. In addition, with some products, purchases maye also
be made through one non-defense department and used by all Federal
Departments. The US DoD Commands sub-delegate buying authority to the many
field establishments of the department. As a result there are in excess of
35,000 contracting officers making purchases all over the USA and the world. These
contracting officers are legally empowered to commit the US Government and
as a result are also legally liable for errors they might make. If these
errors are proven to be intentional, criminal charges can and have been
brought. The result is a very strict adherence to law and regulation.
Someone selling to the US
government should be aware of these restrictions and abide by them as well.
Failure to do so will at a minimum result in debarment (inability to sell
to the government) or in the worst case, being held criminally liable and
possibly incarceration. The suggestion to plan your visits, results from
experience and from the need to know where your product or service is most
likely to find a welcome ear. Failure to do so often results in wasted time
and the related costs plus a small likelihood that any profit will accrue
to your firm. It is very possible that the phrase “Time is money” was
invented in the USA.
The business and personal pace is very accelerated and senior people work
sometimes on 20 minute periods in their entire day. Thus when you have an
appointment, many of the social niceties are not practiced and business
meetings are intended to be just business. While rudeness is not the
intent, greetings and other social exchanges should be limited in scope and
not extended beyond those indicated by the host. This also provides for a
need to have a concise business proposition prepared and be able to quickly
identify what is of value to the potential customer or contact.
Contact
Defence Industry Advisor (DIA)
Aurelio Azpiazu
Tel: +1 (202) 797 3385
aurelio.azpiazu@defence.gov.au
|
