Preparing for market

This section is for SMEs who want to begin the process of exporting defence and security products and services. It contains advice on identifying appropriate markets to exploit. It offers Government and commercial marketing information, guidance on licensing and other legal issues and links to a range of associated information, such as:

• Researching and understanding the market,

• legal matters (export licensing regulations, Government trade embargoes),

• business enterprise and financing schemes,

• information security/intellectual property protection,

• and a funding scheme to aid attendance at overseas trade shows.

Understanding the market

Market Research

Doing your homework is essential if you are going to identify the right markets for your product or service – those that have a clearly stated requirement for what you are selling and have the finances available to purchase it. Business Link has provided a dedicated online Overseas Market Research Guide which you should consult before deciding which countries to approach.

Country by country “doing business in” guides

There is a wealth of information available to help you understand how business is conducted in overseas territories. These links should provide you with all of the basic advice and guidance you require.

UKTI country by country ”doing business in” guides

The CIA World Factbook

Overseas Marketing Guides – Defence & Security

To offer added value to the general country information available UKTI DSO is developing a series of defence and security overseas marketing guides. These will focus initially on UKTI DSO’s list of priority markets – those that offer the best opportunities for UK plc.

Overseas Market Introduction Service (OMIS)

OMIS is a flexible business tool which uses the expertise of our global trade teams to benefit your business. OMIS provides a non defence and security service package backed up the personal support of UKTI personnel based both in the UK and within our overseas missions.

You can read more about OMIS or speak to your regional ITT officials for further details.

Tradeshow Access Programme

UKTI’s Tradeshow Access Programme (TAP) provides grant support for eligible SME firms to attend trade shows overseas. Taking part in overseas exhibitions is an effective way for you to test markets, attract customers, appoint agents or distributors and make sales

Export control

The Government controls UK exports of strategic goods, technology and software for important reasons, including safeguarding the national and collective security of the UK and its allies.

The Export Control Organisation

Part of the Department for Business, Innovation & Skills (BIS) – is responsible for assessing export licences applications for specific categories of controlled goods and for issuing or refusing licences as appropriate. Any item exported from the UK, including for an overseas exhibition, that is subject to UK export controls needs a licence. For more information see About the Export Control Organisation.

Applications to export controlled goods and technology need to be the made direct to the Export Control Organisation, see Beginners Guide to Export Controls for more information.

For companies wishing to check whether an export licence is required, please see Do Your Goods Need an Export Licence.

MOD form 680

Companies that seek to release classified information overseas for use in export promotion need to apply for clearance to the Ministry of Defence using MOD Form 68O. For companies about to embark on a marketing campaign the F680 gives an indication of whether an export licence would be likely to be approved, but does not remove the need for an export licence. An F680 must have been approved before UKTI Defence and Security Organisation will give support to an export campaign.

For more information see MOD Form 680 procedure.

Trade Sanctions

It is inevitable that there will be UK trade sanctions in place with certain overseas countries in respect of certain pieces of kit or technology. To ensure that you are not wasting money, time and effort in pursuing an overseas contract for which an export licence will be refused please visit www.gov.uk/sanctions-embargoes-and-restrictions.

• Useful links - country, information and support websites.