Going Global Defense Initiative
Virginia Economic Development Partnership
International Trade
Impact on Virginia
902,985
$509,000,000,000.00
Contract Awards (2000-2012)
18.9%
5,000
Active Defense
Contractors
$310.5B
Virginia
Economy
(2008)
15.6%
$57.4B
DoD Spending (2008)
Virginia
Workforce
(2009)
Virginia Jobs Directly
and Indirectly Funded
from DoD Spending
and Re-spending
Why VEDP?
• State agency
• Established international trade program
• Delivered 1,000+ international market research
reports in last 3 years
• Prepared 300+ international business trips (trade
missions) in last 3 years
• Staff of 20 in Virginia with Global Network in 75+
countries
Is my company eligible to
participate?
In order for companies to participate, companies must
currently sell defense-related products or services,
sell to the USG defense sector, and already have
technologies ready for international use and
applications.
Rules of Participation
• Company must complete an application form to
determine eligibility
• Payments made directly to service providers
• Travel to market requires a $500 participation fee
• Participating companies pay all their own travel
expenses
• Other rules may apply
Going Global Defense Initiative
The Going Global Defense Initiative mitigates
the impact of defense spending cuts
on Virginia’s economy.
• Market diversification
• International revenue streams
• Not a quick fix
Program Components
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Market Research
Export Compliance
Contract & Proposal Generation
Technical Translation & Adaptation
Security Cooperation / COCOMs
Export Training
Online Directory of Virginia Defense Companies
Trade Association Research
Going Global Training Courses
1. Market Research
200 Market Research Projects Available
In-country consultants in 75+ countries
Sample Projects:
• Identify distributors
• Due diligence
• Business matchmaking services
Research Report
Sample report on market for unmanned underwater vehicles (UUVs) in Australia
Research Report
Sample report on market for unmanned underwater vehicles (UUVs) in Australia
1. Market Research
Matchmaking
The best way to increase international sales is with
face-to-face meetings in-country with potential
partners, distributors and end-users.
• VEDP offers a wide variety of group market visits
and independent market visits for a co-pay of $500.
– Go with a group of other defense companies, maximize
networking opportunities, and have one-on-one
meetings with key contacts in your area of specialization
– Schedule an independent market visit to a country
where no group market visit is offered
2. Export Compliance
20 Export Compliance Slots Available
This program navigates companies through the
commodities jurisdiction analysis process.
3. Contract & Proposal Generation
15 Contract & Proposal Slots Available
Assistance with:
• Submitting international tenders
• Preparing international partnership contracts
• Drafting 1206 proposals for foreign militaries
• Quoting on security company standards
4. Technical Translation & Adaptation
25 Technical Translation Slots Available
Assistance with:
• Translation to prepare your product or service for
foreign markets
• Alphabet transliteration
• Conversion for search recognition
• Technical adaptation of software and IT programs
5. Security Cooperation / COCOMs
VEDP partnering with COCOMs:
EUCOM, AFRICOM, PACOM, SOUTHCOM, NATO
Participate in activities including industry days,
on-continent vendor days, and facilitation
of outreach to defense contractors.
Details will be announced as they become available.
6. Export Training
3 Export Training Seminars conducted around Virginia
10 Export Training Videos already available
at ExportVirginia.org
6. Export Training
Export Training Resources Available on ExportVirginia.org
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International Traffic in Arms Regulations (ITAR) (Video + Presentation)
Department of Homeland Security Investigations (Presentation)
International Procurement Challenges & Opportunities (Video + Presentation)
Foreign Corrupt Practices Act (FCPA) (Video + Presentation)
Do’s and Don’ts of International Contracts (Video + Presentation)
Foreign Corrupt Practices Act (FCPA) Case Studies, Presented by FBI (Presentation)
EUCOM Public-Private Partnerships, Presentation by NATO (Video + Presentation)
Brief on Allied Command Transformation (Presentation)
Exporting Your Capabilities Overseas (Video + Presentation)
Top 3 Tips to Improve Your Bids Abroad and at Home (Video + Presentation)
Shipping and Compliance for Defense and FMS Projects (Video + Presentation)
Finding the Money for Defense Projects (Video)
Defense Financing and Case Studies for International Projects (Presentation)
7. Online Directory of Virginia
Defense Companies
Directory will be created during the grant year
Virginia companies will be able to list
products, services, capabilities
Details will be announced as they become available.
8. Trade Association Research
Through partnerships with trade associations,
in-depth market research will be conducted
and presented for the following industries:
Oil and Gas
Critical Infrastructure
Medical
Reports will be published on ExportVirginia.org
9. Going Global Training Courses
Prepare your company to “go global” with web-based courses
on a variety of topics, such as:
Market Research
Legal Requirements
Product Adaptations
Contracts
Selling Services
Courses will be made available on ExportVirginia.org.
Next Step
Defense Initiative Managers
Jenee Andreev
Serving Northern Region
jandreev@yesvirginia.org
Theodora E. von Hohenstaufen Noll
Serving Southwest, South Central,
Northwest, Central and Hampton Roads
Regions
tnoll@yesvirginia.org
www.ExportVirginia.org