THE EXPORT FACTOR


PRESALE ENGAGEMENT Depending on the country’s interest and the defense item, security assistance pro- grams may be initiated through foreign military sales or direct commercial sales. Te technology security and foreign disclosure processes of the Army security assistance enterprise provide guidance and decision on technology and infor- mation transfer. Tis review process determines whether a sale advances U.S. political-military objectives by building the capacities of allies and partners while also maintaining U.S. operational and technological advantages and protect- ing critical technology from diversion to potential adversaries.


Government and industry can engage prior to receiving a letter of request from a country to explore capabilities that the country may require. A let- ter of request—spelled out in DOD 5015.38-M, the Security Assistance Man- agement Manual—is what it sounds like: a request from a country to buy a defense item, or for the price and availability of an item.


To ensure compatibility before a sale, a security cooperative development pro- gram is an effective means to assess interoperability with allies and coali- tion partners. Te Office of the Deputy Assistant Secretary of the Army for Defense


Exports and Cooperation


(DASA(DE&C)) uses that method to assess if a U.S. system works on a for- eign platform. Tis enables industry to showcase its product under a govern- ment-to-government agreement before a possible sale of a defense article.


A CASE STUDY IN EXPORTABILITY Te Precision Guidance Kit (PGK) fuze provides a good case to study the export- ability of defense items made by the U.S.


32 Army AL&T Magazine July-September 2016


The key to successful exportability of defense items and services is for the government and the defense industry to work together to promote U.S. foreign policy and national security interests effectively.


INTERNATIONAL PARTNERS A German DM111 projectile equipped with a PGK fuze stands before a German PzH 2000 self- propelled howitzer in September 2014 at Yuma Proving Ground, Arizona.


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