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Defence
Industry Advisor
Mr Auerlio Azpiazu
Bio
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Defence Industry
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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.
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Recent Activities
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The
Defence Industry Advisor (DIA) has been deeply involved in the development
and presentation of technology proposals and products to the US DoD
Technical Support Working Group (TSWG) request for proposals under the
Broad Agency Announcement (BAA) for potential solutions and weapons to
fight terrorism. This BAA seeks to identify technologies and products from
any where in the world that could be used in the fight to end terrorist
operations and limit their ability to operate.
Other
Recent Work includes : Assisting ADI and their US Partner OSHKOSH Trucks in
negotiating an initial $16 million contract for supply of the ADI High
Mobility Engineering Vehicle to the US Army as well as additional vehicle
work leading to a partnering agreement on the Bushmaster Armoured Vehicle;
Working with Metal Storm to present their revolutionary technology to
appropriate US interested parties; Supporting more than two dozen
Australian Firms with US Offices in establishing contacts within the US
Government and Business infrastructure; Facilitating Meetings for US Firms
and Officials visiting in Australia; Seeking relief from US regulatory
restrictions for Australian firms.
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Before you come to the USA
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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 its
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.
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Contact
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Defence Industry Advisor (DIA)
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Aurelio Azpiazu
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Tel: +1 (202)
797 3385
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aurelio.azpiazu@defence.gov.au
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