tingency access to strategically placed ment becoming a vehicle for the U.S. and it’s reviewed by the State De-
nations. A prime example in the ac- government in its foreign policy.” partment before it is submitted to
cess arena is Turkey. Self-defense? Before participating nations and the foreign military.
Israel is but one example. Specifi c U.S. defense contractors can do business, Once that formal request is made,
interests? That can get complicated. a contractor has to be licensed by the the service that owns a program — the
State Department to talk to a potential U.S. Air Force in the case of the F-16
Dance of the defense foreign customer. Schoegler explains — sends a team into the requesting
denizens his company will request a license country. According to Schoegler,
FMS is covered by public law, and for each marketing foray. “We follow Lockheed Martin, as the F-16 manu-
participating nations must meet all re- the lead of the U.S. government. We facturer, might be asked to be a part
quirements in the Foreign Assistance cannot market without government of this team. Even then, contractors
Act and the Arms Export Control Act. approval,” he says. Lockheed’s rep- often are excused from delicate gov-
Offi cially, it begins in U.S. embassies. resentatives will start at an embassy ernment-to-government discussions.
Military personnel in a U.S. embassy and meet with the country team, out-
provide a foreign nation’s military lining their plans, Schoegler says. Congressional stamp
with information about the military Once a foreign government decides of approval
capabilities needed to defend its coun- it wants to purchase an item, it will Congress must be notifi ed when a
try and are the frontline advisors on submit a detailed letter of request and purchase totals $14 million or more
developing weapon sales to U.S. allies. might request price and availability of major defense equipment, $50
In addition to its foreign policy data on the item or service. The cus- million or more of total LOA value,
and defense components, FMS is a tomer might ask for a letter of offer or $200 million or more of design
sizeable business program, with sales and acceptance (LOA), which is the and construction services. (Thresh-
agreements (including construction) U.S. government’s offer to sell the item olds are higher for NATO countries.)
of $20.9 billion in 2006, according to or service, according to DSCA. The For purchases by non-NATO nations,
DSCA. Though defense contractors process can be complicated, according lawmakers have 30 days’ statutory
might demur at the suggestion, the to Schoegler and State Department notice, preceded by a 20-day advance
argument can be made that business and DSCA offi cials, especially for na- or informal notice period. Notifi cation
sometimes leads this effort. tions new to the world of FMS. periods are shorter for NATO nations.
Savvy defense contractors such as Here is where contractors can be- In the rare instance that Congress
Lockheed Martin have employees in come a “force multiplier” for the U.S., has an issue with an LOA, lawmakers
nations where the U.S. government Schoegler says. “We help educate the must pass a joint resolution within
might be receptive to a sale — antici- foreign government on the process. 30 days to block it from moving for-
pating where needs might lie. We explain the mechanics. We know ward. The 30-day clock begins when
Business leaders charge the pro- the logistical support and training the notifi cation is entered into the
gram right back to the U.S. govern- issues the foreign government may Congressional Record. If there is no
ment. According to Tom Schoegler, want to think about,” he explains. joint resolution in that time, DSCA
Lockheed Martin’s director of Mid- With or without contractor assis- signs the LOA and sends it to the
dle East and Africa, Corporate Inter- tance, Congress, the State Depart- customer for signature.
national Business Development, “As ment, and the relevant U.S. military Sometimes lawmakers do express
contractors, we fi nd ourselves at the service all must approve requests concern, as they did in 2007 about the
nexus of foreign policy, with the items before the parties can proceed. If proposed sale of satellite-guided bomb
we are building for the U.S. govern- approved, DoD develops an LOA, kits, or Joint Direct Attack Munitions,
Security assistance programs like Foreign
Military Sales help to build relationships
that promote specifi c U.S. interests.
M AY 2 0 0 8 M I L I T A R Y O F F I C E R 7 1
MMay_diplomacy.indd
71ay_diplomacy.indd 71 44/8/08 8:14:29 PM/8/08 8:14:29 PM
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88 |
Page 89 |
Page 90 |
Page 91 |
Page 92