EXPORT GROWTH

Aiming for the top

UK Trade & Investment’s Defence & Security Organisation has helped sector SMEs jointly pursue export opportunities

When a contract opportunity to supply Pakistan with a firing range solution arose, UK Trade & Investment’s Defence & Security Organisation (UKTI DSO) encouraged a number of independent small and medium-size enterprises (SMEs) to collaborate on a joint bid. Successful in winning the contract, the companies involved saw the value in collaborating and formed a co-operative group, Ballistic Tool Kit (BTC), to work on similar projects. Today the group comprises around 40 SMEs who supply small arms, specialist weapon systems, training and targeting systems, optical equipment, specialist lubricants and body armour. Working closely with the group, UKTI DSO highlights upcoming opportunities and provides advice on pitch responses. “Our members recognise that by working together, they stand a greater chance at being successful in the Defence and Security export market than working individually,” says Paul Everington, chairman of BTK and managing director of member company, MS Instruments. “BTK is a unique organisation in our sector and has enabled SMEs to expand their horizons significantly.”

Key BTK activities include an annual symposium where members update each other on their equipment, capabilities and activities. Additionally, every two years, the BTK Live Fire exhibition showcases members’ products, supported by UKTI DSO’s Export Support Team. “Guests include defence attachés, VIPs and other decision makers in the security and defence areas,” adds Everington. “UKTI DSO’s Export Support Team helps us to organise the event, encouraging attendance by military contacts from the various Foreign Embassies and High Commissions in London. Helping us to attract a high calibre of participants in this way contributes significantly towards the success of the events, and the business opportunities that arise from them.” UKTI DSO also provides in-market support to BTK members as they pursue new opportunities. Its in-country teams have helped BTK members to complete complex negotiations with overseas clients, access high level officials, navigate export control processes, make useful contacts and develop best practice.

Since its establishment, BTK estimates that its members have won approximately £150m worth of contracts with international clients in the law enforcement, security and military sectors. The concept has been so successful that BTK is hoping to broaden its scope to bid for disaster relief and humanitarian aid contracts as well, and UKTI DSO will continue to be on hand to support any new initiative. “I would advise any defence and security company looking for overseas business to speak to DSO to get their insight into what the risks and opportunities are, so that they can be prepared and do it properly,” says Paul. “Allocating a small budget to work with DSO is a worthwhile investment which will pay dividends.”

LET’S DO BUSINESS

FOR THE FULL range of DSO Support and Services, please visit www.ukti.gov.uk/dso

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