Exploring new defence & security opportunities for SMEs in the US

In June 2011 UKTI DSO, in collaboration with the British Embassy in Washington, the US Department of Defense (DoD), the NDI and Scottish Development International, staged a unique event for over 150 UK-based SMEs at venues in London, Newcastle and Glasgow, with the aim of identifying new defence sales opportunities in the US.

The US DoD Foreign Comparative Test (FCT) programme is an important activity for non-US defence companies wishing to do business with the Department of Defense. Over the past 30 years UK companies have been particularly successful, winning $3 billion of business through participation in the FCT programme and follow-up procurement.

UKTI DSO has previously organised ‘Meet the Buyer’ events at the Farnborough International Air Show and DSEi, which has enabled companies to meet FCT representatives attending the exhibitions. These have proved very popular and highlighted the need for a more ambitious event to enable the FCT to meet a broader range of companies and hold more in-depth discussion with them. It was suggested that the US FCT carry out a tour of the UK, with UKTI DSO working alongside various UK trade associations in order to maximise the client base for 1-2-1 sessions with the FCT. Dan Cundiff, who led the FCT team, gave an excellent presentation on the US FCT program and how companies can participate in it. Clearly the 1-2-1 sessions with the FCT were the main part of the event; they were very Dragon’s Den, with companies having the opportunity to present their product and capabilities in their 20 minute slots. In fact, individual companies were allocated up to four sessions with different interest groups within the FCT: Army, Special Forces, Navy and Air Force. To give added value to the event, DSO also provided briefings on the US defence market and the range of DSO services and support available to SMEs.

The FCT Mission Statement is to ‘Rapidly find, assess and field Foreign non-Developmental items or Commercial off-the-shelf equipment to satisfy United States warfighter needs’. From the outset the FCT managed expectations. They knew what they were looking for and provided a ‘shopping list’ of equipment in advance. Their core aim was to consider anything that could help the soldier in the field, to make his pack lighter or improve efficiency.

Although it is too soon to report potential sales as a result of the FCT Tour, the team clearly felt their visit was very productive and said they would like to repeat the Tour again in two years time, visiting other parts of the UK. The one big advantage UK industry gained from the FCT Tour is the knowledge that US DOD is interested in buying from us where we can provide innovative solutions to their requirements. We have an excellent track record with the FCT and they – and we – are keen to see that relationship continue.

For more information, please download or view the UKTI DSO Overseas Marketing Guide for doing Defence and Security business in the United States of America.

July 2011