UK Trade & Investment

UK Trade & InvesTmenT

defence & secUrITy

OrganIsaTIOn

WelcOme TO UKTI dsO

“ I am extremely keen to promote the breadth

and the success of British manufacturing

through UKTI. Drawing on UKTI’s wider

experience in innovative marketing, UKTI

DSO is working with industry to promote

the UK’s defence and security offer,

and its individual products and services.

This presents a tremendous opportunity

to ensure continued UK success in

a fiercely competitive global market.”

lord mervyn davies

Minister for Trade and Investment

OUr mIssIOn

To help UK defence and security

companies to succeed

OUr valUes

We strive for service excellence

We behave in an ethical,

responsible manner

We are committed to building

relationships with industry and

overseas governments

The UK has

achieved a

20 PeR ceNT shaRe

of The global

defeNce exPoRT

maRKeT oveR

WHere We OperaTe

defence and secUrITy

The defence and security sectors are an important part of the UK economy, contributing billions of pounds in exports each year and providing tens of thousands of jobs in the United Kingdom. Defence and security companies are a very significant part of the UK’s high-value manufacturing sector and our R&D base. These companies offer solutions to the legitimate defence and security needs of countries around the world, allowing them to protect their citizens, and building capacity to tackle insecurity around the world.

Defence exports provide an important contribution to Ministry of Defence (MOD) objectives in maintaining key sovereign capabilities in production capacity and engineering skills which are vital for the UK defence industrial base.

In recent years the UK has consistently achieved around a 20 per cent market share of the global export market, and surpassed even this in 2007 when the UK was top global defence exporter, winning an unprecedented £10 billion (US$19 billion) of new business and achieving a 33 per cent global market share.

rd West

Covers Europe, the Americas and Russia

rd central

Covers the Middle East,

South and Central Asia and Africa

Covers the Far East and Australasia

WHere We OperaTe

abOUT UKTI dsO

UKTI Defence & Security

Organisation (UKTI DSO) focuses on building and maintaining relationships with overseas governments. Defence and security is a growth market with potential for many UK companies to utilise their technologies, skills and knowledge to export successfully.

UKTI DSO works with industry and overseas governments to ensure UK equipment, products and services are promoted in the best possible way and that the overseas customer’s requirements are appropriately met and supported by industry throughout the life of the equipment. UKTI DSO staff provide specialist export advice and practical assistance to the two sectors, working closely with both industry and the Ministry of Defence to provide the essential government-to government dimension to company-led marketing campaigns.

UKTI DSO operates three regional directorates (see map on page 2), which provide government support and advice to British defence and security companies and help with new business. They are experts in their particular geographic areas and are the first point of contact for overseas customers and for UK companies

for all matters relating to sales of defence equipment and services, and support specific industry-led overseas marketing campaigns. There is also a Security Directorate to provide specialist support to companies within the security sector and a Business Development Directorate which deals with events, exhibitions, provides market analysis and specific support for SME companies. UKTI is a global organisation with its headquarters in London. The network employs around 2,300 staff and advisers in the UK and in 82 UK overseas embassies, high commissions, consulates and trade offices. There is a UKTI office in each of the nine English regions with over 200 international trade advisers (ITAs). In Scotland, Wales and Northern Ireland, services are delivered in co-operation with the respective national development agencies.

UKTI DSO works alongside the UK regional ITAs who advise and guide UK companies on their route to export and help them to use the full range of UKTI DSO services. UKTI DSO also engages closely with industry bodies and trade associations to help the industry.

Us101 cHOsen

as THe Us

presIdenTIal

HelIcOpTer

defence

The UK Government has pledged its support to the defence industry which has an outstanding record of export success including major platforms, weapons systems, sub-systems, and training and support packages. UKTI DSO has a proven ability to help UK exporters to win business overseas and achieve their international business potential.

UKTI DSO provides comprehensive support to the sector, helping to underpin the individual marketing activities of UK defence companies. This support includes the following: – Building and maintaining strong

relationships with overseas governments – the core customers for UK defence products and services. The aim is to maximise UK prospects in both established and

emerging markets.

– Providing overseas customers and UK defence companies with access to the MOD, the armed forces and wider government specialist support. – S upporting specific industry-led

overseas marketing campaigns including, where appropriate, MOD-sponsored training and support packages.

– Promoting the UK industry as a trusted supplier.

– Acting as a conduit for UK advice and expertise to overseas customers.

– Identifying export potential in future programmes in conjunction with the UK Ministry of Defence.

– Promoting an ethical approach to defence exports.

deTerrenTs

cOnflIcT prevenTIOn

naTIOnal secUrITy

peace sUppOrT

OperaTIOns

“ The UK defence industry produces some of the most innovative

equipment in the world and offers turnkey solutions in both the

defence and security sectors. I am delighted that we in UKTI DSO

are able to offer advice, support and guidance aimed at keeping

the UK as one of the most successful global defence exporters.

Our aim is to support both large and small companies and I look

forward to working with both industry and Government to ensure

that the UK offers the best equipment at the right price with

the right support.”

richard paniguian

The GovernmenT is commiTTed

To workinG closely wiTh The

Uk defence indUsTry in sUpporT

of iTs exporT campaiGns and To

ensUre iTs conTinUed sUccess

secUrITy

The UKTI DSO Security

Directorate provides advice to homeland security, fire, police and commercial security sector companies to optimise government support for the UK’s unique and leading-edge UK industry. The security sector has seen a significant growth in worldwide market opportunities. UKTI DSO supports UK companies with products and services in a diverse range of different areas, including the following: – National security and external

border management across all environments.

– Protecting people, property, transport, ICT systems, other infrastructure and economic assets.

– Enabling effective crisis management in response to natural and civil emergencies.

– Providing security at major events.

– Providing protection against and decontamination from chemical, biological, radiological and nuclear threats.

– Fire engineering, active and passive fire protection and firefighting.

– Emergency services’ management and control systems.

Our security team helps UK companies and the industry as a whole to pave the way for them to win business from overseas government and industry customers. The team aims to develop a clear understanding of the UK’s capability in military and civil security sectors.

sUrveIllance

prevenTIOn

deTecTIOn

prOTecTIOn

marKeT analysIs and

IndUsTrIal parTIcIpaTIOn

marKeT analysIs

Analysis of the global defence export market is carried out by a specialist team within UKTI DSO Business Development. As well as producing regional assessments covering prospects in the land, naval and air sectors, the team also carries out competitor analysis and maintains detailed statistics covering UK and competitor defence and security exports and trends. The team can be contacted to discuss business requirements and a charge is made for

commissioned market assessments.

IndUsTrIal parTIcIpaTIOn

Industrial Participation (IP) is a UK MOD policy that aims to stimulate work and business opportunities for UK companies and secure access to overseas markets by generating long-term partnerships with offshore companies.

Companies bidding for contracts to supply equipment or services to the UK armed forces undertake to place defence-related work in the UK. IP is a flexible response to the barriers to overseas defence markets often faced by UK exporters. UKTI DSO’s Industrial Participation Unit works closely with the MOD on acquisition programmes, negotiates the IP commitments with the offshore suppliers and maintains a relationship with them to ensure the work flows to UK companies over the life of the commitment.

In addition to developing

supply-hain opportunities, IP credit

an also be considered for:

Technology transfer

R&D

Marketing assistance

c

c

small bUsIness

cHarTer

small bUsIness sUppOrT

It can be tough for small companies to compete in the global defence and security market. In recognition of this, UKTI DSO has developed a Small Business Charter tailored specifically to the needs of smaller companies.

Small Business Charter members receive specialist advice and information from a dedicated account manager who keeps them informed about the full range of UKTI DSO support, works with others in UKTI on the company’s behalf and can signpost to other government support – most significantly, the MOD. This might include refining the best markets for a company’s product or service, information on export licensing, military support and details of UKTI DSO’s presence at exhibitions, both in the UK and overseas.

Account managers and UKTI ITAs take the time to get to know their client’s products and services. They carry out on-site visits and one-to-one meetings to ensure they fully understand the client’s business and objectives and can offer the most appropriate advice. Their approach is professional and friendly, with the emphasis on regular two-way dialogue. By becoming a Small Business Charter member, companies receive their own regular newsletter and access to the Charter Members Centre of the UKTI DSO website. This contains advance notification of events and exclusive information relevant to the defence and security sector.

The small business

charter pledge:

W e will meet you or visit your company and learn about your products or services.

W e will offer expert military and marketing advice.

We will help you maximise your export potential.

We will invite you to Charter-exclusive events and other relevant exhibitions, inward missions and briefings.

W e will work hard to encourage and maintain a close and frequent two-way relationship with you.

UKTI servIces

UKTI DSO is an integral part

of UK Trade & Investment. The organisation provides a unique range of export services developed to enable globally minded

companies to achieve their international potential. As the economic outlook across the globe becomes challenging, it is more important than ever for businesses to find new ways to maximise growth and reduce their dependence on one or a limited number of markets. UKTI works with companies that have a product or service with export potential, a drive to succeed and a good management structure. It is particularly keen to support innovators who invest significantly in R&D.

sUppOrT fOr expOrTers

In addition to the bespoke support described above which is available from UKTI DSO for the defence and security sectors, there is a range of services developed by UKTI designed to support both novice and more experienced exporters in planning their export strategy. These services include the following:

UKTI Trade Development Service Portfolio

A comprehensive package of tailored training, planning and support to help companies to do business overseas. Services include

Trade Adviser, sales leads from UKTI’s extensive overseas network, research, events, trade shows and market visits.

Passport to Export

Especially designed to support new and less experienced exporters to gain the skills and confidence they need to succeed. Businesses receive up to six days’ one-to-one mentoring and consultancy from an experienced ITA. Grants are available on a match-funded basis and ITAs can signpost other UKTI services that would benefit the business. Overseas Market Introduction Service (OMIS)

Invaluable support from the overseas network of UKTI staff in UK embassies and high commissions around the world. Staff with on-the-ground experience can provide: an overview of the market, feedback on the demand for products or services and a list of contacts (including making the initial approach). They can also organise events, set up appointments and conduct research.

Export Marketing Research Scheme (EMRS)

Support for organisations wishing to carry out overseas field research prior to developing a market entry strategy. The EMRS provides professional advice and support, as well as a grant for eligible

Export Communications Review (ECR)

A service to help companies improve the way they communicate with overseas customers. ECR advisers carry out an audit of all communications with overseas customers (verbal, written, electronic, etc) and identify any gaps or problem areas. Companies receive a tailored list of

recommendations to improve their language and cultural capabilities. Tradeshow Access Programme (TAP)

Grant support for eligible

companies to attend trade shows overseas, so they can test markets and build relationships with buyers, agents, distributors and customers. Companies usually attend as part of a group, led by an accredited trade association. Market Visit Service (MVS) A programme of Trade Missions to overseas markets, with support both within the UK and from locally based UKTI staff. Eligible companies can receive grant support and organised embassy briefings and one-to-one appointments with potential customers and suppliers. The ideal way for businesses to gain first-hand knowledge of a marketplace.

Outward and Inward Missions UKTI DSO arranges or participates in a number of sector-focused missions both in the UK and overseas. These provide an opportunity to meet with and demonstrate products to buyers, decision-makers or influencers from overseas. They include invitations to key overseas decision-makers to visit the UK. Sector Events (UK)

Events such as the UKTI DSO Symposium are designed to provide information and advice specific to industry and regarding business opportunities available overseas.

Sector Events Abroad Sectoral seminar or network events run by UKTI usually with a trade association, in defence and security sectors, include UKTI participation in overseas exhibitions, Defence Industry Days, equipment demonstrations to overseas buyers and other promotional activity overseas.

With 2,300 staff across

all key global markets,

no other organisation is

better equipped to help

companies do business

internationally.

defence expOrTs pOlIcy

UK expOrT cOnTrOl:

prOmOTIng glObal secUrITy

THrOUgH sTraTegIc expOrT

cOnTrOls, facIlITaTIng

defence expOrTs pOlIcy

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, Enterprise & Regulatory Reform – is responsible for assessing export licence applications for specific categories of controlled goods and for issuing or refusing licences as appropriate. Any item exported from the UK that is subject to export control needs a licence.

Applications to export controlled goods and technology need to be made direct to the Export Control Organisation.

Visit www.berr.gov.uk/exportcontrol

for more information.

Companies that seek to release classified information overseas for use in export promotion need to apply to the Ministry of Defence using MOD Form 680. Please note, F680 clearance does not remove the need for companies to comply with licensing requirements. The form and guidance on its completion are available on the MOD website,

THe expOrT

sUppOrT Team

parTIcIpaTe In

12 exHIbITIOns

per year

mIlITary sUppOrT

mIlITary advIce and

expOrT sUppOrT Teams

For companies in both the defence and security sectors, access to objective advice and support on military doctrine, equipment and services can be invaluable. Under the overall direction of a two-star senior military adviser (SMA) and his senior staff, serving officers from all three services are

embedded throughout UKTI DSO. These officers have special expertise covering the full range of military capabilities, and wide-ranging experience often gained in operational environments. As well as providing help and advice to UKTI colleagues and industry, they provide a vital linkage to the MOD and the armed forces, and act as a conduit for the essential support these organisations can provide to export campaigns. They are able to engage readily and easily with foreign counterparts and provide direct military-to-military advice in support of UK products and services.

In addition to these staff officers, export support teams – made up of British Army personnel with wide-ranging operational

experience – are on hand to provide specialist military support to UK companies and the potential customer, most usually in the form of equipment demonstrations at exhibitions and specific missions, both in the UK and overseas.

These teams provide operational credibility to the demonstrations of in-service equipment. They can also assess other UK products with export potential, work with a company to produce promotional marketing material and provide post-sales training support, which can be a key discriminator in a UK company’s bid. These unique services are chargeable, but offer excellent value for money.

Overseas exHIbITIOns

UKTI DSO has a dedicated team providing facilities for HM Government to assist UK industry at overseas defence and security exhibitions. Exhibitions are used as a focal point for visiting UK Ministers and Service Chiefs and also to showcase equipment in an innovative environment with the use of the British Army Export Support Team.

Prior to and during each event the Overseas Exhibitions team works with UK trade associations, UK industry, exhibition organisers and foreign governments to secure visits by overseas delegations to UK companies. The team aims to ensure that each exhibition is regarded as a success for the UK and emphasises UK attendance at events worldwide.

parTnersHIp and sUppOrT

parTners WebsITe

This offers UK defence and security companies unique access to market and events information, business opportunities and details of military support activities. The UKTI DSO Partners website is only available to members of the UK defence and security industry, UK Government officials, members of UK financial institutions and defence trade association officials.

It offers free and exclusive access to the following: – Defence and security

information and services. – Defence and security business

opportunities.

– The latest news developments, including marketing updates. – The latest Industrial

Participation opportunities. – Details of UK and overseas

exhibitions.

To register free, visit the UKTI DSO website:

cOnTacT Us

regional directorate West +44 (0) 20 7215 8157

regional directorate central +44 (0) 20 7215 8077

regional directorate east +44 (0) 20 7215 8094

security directorate +44 (0) 20 7215 8256

military adviser +44 (0) 20 7215 8038

small business Unit +44 (0) 20 7215 8204

business development +44 (0) 20 7215 8194

Alternatively, you can contact an International Trade Adviser in your area on:

+44 (0) 20 7215 8000

A range of UK Government support is available from a portfolio of initiatives called Solutions for Business. The “solutions” are available to qualifying businesses, and cover everything from investment and grants through to specialist advice, collaborations and partnerships.

UK Trade & Investment is the government organisation that helps UK-based companies succeed in the global economy.

We also help overseas companies bring their high quality investment to the UK’s dynamic economy – acknowledged as Europe’s best place from which to succeed in global business.

UK Trade & Investment offers expertise and contacts through its extensive network of specialists in the UK, and in British embassies and other diplomatic offices around the world. We provide companies with the tools they require to be competitive on the world stage.

For further information please visit www.uktradeinvest.gov.uk or telephone +44 (0)20 7215 8000.

Whereas every effort has been made to ensure that the information given in this document is accurate, neither UK Trade & Investment nor its parent Departments (the Department for Business, Enterprise & Regulatory Reform, and the Foreign & Commonwealth Office) accept liability for any errors, omissions or misleading statements, and no warranty is given or responsibility accepted as to the standing of any individual, firm, company or other organisation mentioned.

The paper in this document is made from 50 per cent recycled waste pulp with 50 per cent pulp from well-managed forests. This is a combination of Totally Chlorine Free and Elemental Chlorine Free. The inks are vegetable oil-based and contain resins from plants/trees and the laminate on the cover