Defence importers and exporters, Defence Materiel Organisation (DMO) and Australian defence industry respectively must navigate complex foreign policy and varying acquisition processes to achieve objectives. Counsellor Defence Materiel (CONDMAT) Branch in Washington aims to smooth these processes for North America.
CONDMAT Washington performs three key roles: procurement, the principal responsibility of the office; working to understand and influence the United States (US) regulatory environment including legislation, policy interpretation and procedures on Australia/US procurement and releasability; and an export support function for Australian companies.
AUSTRALIAN DEFENCE INDUSTRY SUPPORT
The office of CONDMAT, and its predecessors, has promoted Australian industry and technologies for nearly three decades.
CONDMAT Washington has an area dedicated to industry relations. Through specific events and direct liaison with US industry the area aims to identify and open up opportunities to Australian industry.
CONDMAT Washington, Mark Reynolds, said the biggest challenge in fulfilling this role is getting access to people within the US system, when Australia is just one of 180 countries vying for attention.
‘We provide this access through participation in US defence related trade shows and conferences, such as the Association of US Army (AUSA) Annual meeting. We are working closely with colleagues in Canberra to facilitate Australian industry presenting itself to concentrations of potential US industry and government users; we present at seminars in which Australian industry capability and products are spotlighted; we brief and provide escort functions for both individual firms and ‘Team Australia’ groups’ he said.
Team Australia is an Australian Government initiative where DMO joins with Australia ’s defence industry to showcase Australian defence capability solutions. It is a concept that has been well supported, achieving results for Australian industry in several international markets.
‘As an example of CONDMAT support, both INCAT and AUSTAL have benefited from visits and presentations made in the US by this office,’ Mr Reynolds said.
‘We had day to day involvement with the US Navy and Army when they were seeking the ‘way ahead’ to secure leases for fast catamarans which have now been in place for more than five years.
‘CONDMAT has supported Team Australia members seeking involvement on projects including the Littoral Combat Ship, the Joint Strike Fighter, the US Coast Guard’s Deep Water program, and the US Army’s armoured vehicle programs. Large and small Australian firms have been aligned with Team Australia in their efforts to gain work on these projects including Tenix, ADI/Thales, Raytheon; and small to medium enterprises Media Solutions, AquaPlus, Metal Storm and Redflex Communications. These firms have achieved contracts with the US Department of Defense and business relationships and contracts with US industry partners.
‘CONDMAT Washington office assisted ADI in their marketing and contracting of the High Speed Engineering Vehicle (HSEV) and Bushmaster. The work resulted not only in sales to the US Army, but also a relationship with Oshkosh Truck Corporation. As the Bushmaster continues to be proven in operations with the Australian Defence Force, interest in the US was cultivated and a partnership was encouraged with Oshkosh . That agreement is now official and is developing a way ahead that could result in substantial benefit not only to ADI but to the ADF as well.
‘The Bushmaster is a good example of DMO involvement. Not only are our colleagues in Canberra collaborating with us, but we have seen the Defence Materiel Advocate, Major General Jim Molan, in the US to assist in this effort as frequently as could be expected. In addition, there has been excellent support from our Military Attaché and his staff, and from Head of the Australian Defence Staff in Washington Rear Admiral Raydon Gates,’ Mr Reynolds said.
He acknowledged that there were some limitations on CONDMAT’s ability to promote Australian products for export including resources and priorities.
‘Support to operations, procurement, and improving the regulatory environment in which procurement takes place are our main functions and so resources are channelled there. However, everyone in the CONDMAT Washington office promotes Australian industry capabilities when opportunities arise,’ Mr Reynolds said.
‘Our office routinely processes emails, phone calls and visits from Australian firms and in some cases US firms seeking relationships with Australian firms or access to products. Of more than 3,000 Australian visit requests recently processed by our visits officer, more than 20 per cent were for industry, and most visit the office in Washington.
‘Assisting these representatives involves meeting with them; usually setting up meetings with the appropriate US contacts from government or industry; advising on the regulatory environment, potential impediments, security issues, presentation and movement of materials; and accompanying them where appropriate to meetings,’ he said.
