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Video

Interfacing with U.S. and Foreign Militaries

November 6, 2016

In this video, Theodora von Hohenstaufen Noll of VEDP-International Trade discusses interfacing with U.S. and foreign militaries.

Options for engaging with foreign militaries include:

  • SCOs or ODCs
  • Defense attache’s
  • Industry events
  • Defense trade shows
  • COCOMs
  • Partnering with foreign companies

This video explains these options and provides many tips to companies that wish to engage with foreign militaries and make Foreign Military Sales.

Videos

Video

ISO Standards for Private Security Companies

November 2, 2016

In this video, Lisa DuBrock of Radian Compliance discusses ISO standards for private security companies.

Defense companies may be required to become ISO certified when conducting international business. ISO is a recognized benchmark all over the world.

This video discusses the following ISO management system standards that are important to the defense industry:

  • ISO 9001 – Foundation of all management systems
  • ISO 14001 – Environmental management systems
  • ISO 27001 – Information security management systems
  • ANSI/ASIS PSC.1 and ISO 18788 – These standards are risk-based and their key points are human rights. They are required for any PSC doing business for the U.S. DoD, United Kingdom, or Western European countries.

To learn more about these ISO standards and how to become certified, watch this video!

Videos

Video
Middle East

Selling to the UAE Military

November 2, 2016

In this video, Anne Jafrey of Channels MEA discusses selling to the UAE military. Due to the historic Foreign Military Sales program in the UAE, the market is predisposed to U.S. military goods and services. The U.S. and UAE armed forces frequently cooperate in operational missions.

To sell to the UAE miliary, a good place to start is to review existing and planned FMS programs and to look for gaps. UAE military spending continues to be robust and competition is strong. In order to sell to the UAE government, most US companies need a local commercial representative or distributor.

Selling to the UAE defense sector is possible through several relationships:

  • As a sub to a prime contractor
  • Through a third party integrator
  • Through a commercial distributor

In the UAE, relationships are very important and best-in-class is the most important purchasing differentiator.

To learn more about the UAE military procurement process, watch this video!

Videos

Video

Understanding the Small Business Innovation Research (SBIR) Program

November 2, 2016

In this video, Dr. Michael Weatherly of Frontier Technology, Inc. discusses the Small Business Innovation Research (SBIR) Program. The SBIR program creates a partnership between government and industry to develop innovative solutions to challenges.

Through a competitive awards-based program, SBIR enables small businesses to explore their technological potential and provides the incentive to profit from its commercialization.

The SBIR program contains three phases:

  • Phase 1 – Feasibility study
  • Phase 2 – Prototype development
  • Phase 3 – Commercialization

To learn more about the SBIR program, its benefits, and how to get involved, watch this video!

Videos

Video
Middle East

Doing Business in the Defense Sector in Saudi Arabia

April 14, 2016

Is your company interested in pursuing defense sales in the Kingdom of Saudi Arabia? In this video, Morris DeFeo of Crowell Moring touches on important considerations for this market.

Videos

Video

Foreign Military Sales with VADM Joe Rixey, Director of the Defense Security Cooperation Agency

April 14, 2016

Hear from Vice Admiral Joe Rixey, Director of the Defense Security Cooperation Agency (DSCA) to learn more about the Foreign Military Sales (FMS) process and resources to help defense companies sell to foreign militaries.

Videos