How to supply to Defence (The 20 minute version) Defence Business Access Office Rod Kenafacke State Manager Victoria professionalise | re-prioritise | standardise | benchmark | improve industry relationships and industry performance | lead reform The 20 Minute Version • Know the Market • Show Me the Money! • Ask for Help. Commercial Group Business Access Office Services • Our Role: – Build and maintain the Defence-Industry relationship by providing advice, information and guidance on doing business with Defence to Industry & – Providing Defence with local knowledge, information and data on defence industry and regional matters, including on current and emerging company capabilities. • How?: – Company Visits – Tailored Advice – Defence Update Briefings – Defence Awareness Presentations Commercial Group Business Access Office Services • Provide information on other DMO industry assistance programs – Skilling Australia’s Defence Industry (SADI) – Defence Industry Innovation Centre – Defence Export Unit – Global Supply Chain program • Work with local and state government and industry representative bodies – Industry Capability Network – Australian Industry and Defence Network (AIDN) – Victorian Government Defence Industry Unit – and others Commercial Group Ministers What is Defence? CDF/Secretary Service Chiefs Navy, Army, Air Force Commercial Group Capability Development Group Defence Science and Technology Organisation Chief Information Officer Group Defence Support Group Defence Materiel Organisation Defence Materiel Organisation Commercial Group The Rules • Commonwealth Procurement Guidelines • Defence Procurement Policy Manual (DPPM) • ASDEFCON Suite of Contracts • and others. Commercial Group The Process • Defence White Paper • Defence Capability Plan (DCP) • First & Second Pass Approval Commercial Group What and How Defence buys • Defence typically buys whole integrated systems of systems – and spare and niche parts • Difference between “Prime contractor” and “Subcontractor” • Many methods of acquisition: – Open tender (most common), – Restricted tender – Sole source – Standing offer – Standing panel – Foreign Military Sales • No preferred supplier list! Commercial Group Market Information • • • • • • • • • • • • Networking Defence & DMO Annual Procurement Plans Defence Capability Plan Defence & DMO Budget Papers Working Groups – LEWG, SEWG & others Defence + Industry ePortal AIDN ICN Media Releases Trade Publications Trade Shows BAO & other Defence workshops Commercial Group Defence Capability Plan Commercial Group Defence Capability Plan Commercial Group Defence Capability Plan Commercial Group DMO Annual Procurement Plan Commercial Group Defence Annual Procurement Plan Commercial Group Defence Budget Papers Commercial Group Defence Budget Papers Commercial Group Global Supply Chain Program Purpose: Creates opportunities for capable local firms to compete for work in the global supply chains of multinational primes • • • • • Works with foreign prime contractors and OEMs to create opportunities for Australian industry in their global supply chains Encourages overseas primes to develop country specific programs to evaluate Australian suppliers in inclusion in their global supply chains Develops and delivers targeted training and mentoring programs to better position Australian companies to take advantage of supply chain opportunities Agreements in operation with Boeing, Thales and Raytheon (more to follow) Companies can register for participation in the program via the ePortal Commercial Group Defence Export Unit Purpose: Assist Australian defence industry in export sales in order to sustain strategically and operationally important defence industry capabilities • • • • • Develop plans and campaigns for international marketing of specific products, in conjunction with other relevant government and industry agencies Collection, analysis and dissemination of targeted market intelligence on opportunities for Australian defence exporters Identify impediments in foreign defence markets With sufficient defence industry support, establish an Australian national presence under the Team Australia banner at International defence exhibitions Coordination of appropriate engagement between industry and foreign government/military agencies Commercial Group Show Me the Money! • Networking • Create partnerships, alliances, cooperatives, joint ventures, et cetera. • ICN • Register to join prime contractor’s global supply chain • National newspapers & commercial search engines • Industry Briefings (run by DMO or Primes) • AusTender website • AIDN • Defence + Industry ePortal website Commercial Group Remember… • The three “P”s for doing business with Defence: – Patience – Perseverance – Persistence And come to us for help. Commercial Group Contact Details: Business Access Office Victoria & Tasmania • • • 1800 621 783 [email protected] www.defence.gov.au/dmo/id/bao/ Rod Kenafacke State Manager Victoria • 03 9282 7372 • 0419 413 818 • [email protected] Commercial Group