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Defence Industry
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Defence Industry Advisor
Mr
Auerlio Azpiazu
Bio
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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
The Defence Industry Advisor (DIA) has been involved in the
development and presentation of technology proposals and products to the US
DoD and to US
industry. Australian firms have been
assisted in preparing presentations that are familiar to the potential
audience and also more aligned with current requirements and interests of
the potential partners and collaborators.
The programs include the following:
1.
5-15 April - A Team Australia visit and presentations to
the USMC Briefing to Industry Baltimore, Maryland, followed by briefings
and events at the Naval Air Warfare Center, Patuxent River, Maryland;
Washington, DC, Huntsville, Alabama and Tampa, Florida. This Team
Australia will be comprised of firms that have previously been part of Team
Australia
and will be here to expand on their previous successes.
2.
19-22 July 2010- Attendance and exposition of a Team
Australia at The Annual (US) Veterans' Small Business Conference and
Exposition, Las Vegas, Nevada.
3.
28-30 Sep 2010 Modern Day Marine Exposition (MDM),
Quantico, Virginia. A Team Australia Stand at this largest
of USMC related events.
4.
25-27 Oct 2010 Association of the US Army (AUSA) Annual Meeting and
Exposition, Washington,
DC. Team Australia has been an AUSA Sustaining Member
of this organization since at least the 1990's and is now a recurring
exhibitor at this largest Defense Exhibition in Washington, DC.
The planned Australian presence for this year has been expanded and
improved in anticipation of the greater expansion in 2011.
Unfortunately, as a result of the Convention Center having conflicts in
scheduling, this event will not be immediately after MDM this year.
Also in 2011, the events will follow each other.
5.
29 Nov - 2 Dec 2010- The Interservice/Inter-active
Training and Simulation Exposition and Conference (I/ITSEC) will again have
a Team Australia presence. This conference in Orlando,
Florida, has grown to be the premier event
for Defense simulation and training in North America.
Team Australia
has had a growing presence corresponding to expanded success over the last
few years. Australian firms have continued to evolve technologies and
products that are on the cutting edge of world-wide developments in this
area. The 2009 presence generated results some of which will be
followed up and developed during the April 2010 visit.
In addition, there are early plans to support smaller focused
groups of Australian firms that will demonstrate and discuss their products
and capabilities. These offerings will include cyber-security, force
protection, intelligence data coordination and other very specific
technology areas. As these events are firmed up, this site will
provide updates and additional information.
Look for announcements about the April visit in the next two
weeks.
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
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