CFN Consultants A Partnership

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CFN ConsultantsA Partnership

• DOING BUSINESS IN NATO AND
• THE EUROPEAN UNION
• AN INDUSTRY PERSPECTIVE

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Our Vision As the premier consultancy
specializing in Canadian defence and security, as
well as specializing in NATO, EU, and UN
activities, to be a model of excellence,
integrity, and expertise. Our Mission To provide
exceptional advice, facilitation and support to
enable the best possible solutions for our
clients.
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OUR TEAM

• The partnership, comprised of three former
  Government Executives, was formed in 1983.
  Currently, the company comprises
• 7 Partners
• 20 Associates
• 1 Researcher/Analyst
• 3 Staff

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OUR TEAM - CANADA

• 2 former Assistant Deputy Ministers (Material)
  and National Armament Directors (NADs)
• 3 former Vice Chiefs of the Defence Staff
• 2 former Commanders of the Navy
• 1 former Assistant Deputy Minister (Science
  Technology)
• 2 former directors general information systems
• 2 former directors general and 2 former senior
  directors Public Works
• 3 industrial and regional benefits specialists
• 3 former element senior officers
• 1 former Canadian Military Representative to NATO
• 1 former division chief, NAPMA

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OUR TEAM - EUROPE

• 1 former USAF senior officer and NAPMA division
  chief
• 1 former GEAF senior officer, Chief of Logistics
  at NATO AWACS Force Command and NAPMA
• 1 Business development specialist based in Rome

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OUR GUIDING PRINCIPLES

• Will participate only in business activities
  which are in the best interests of our clients.
• Operate as one interdisciplinary team our work
  reflects our collective experience and judgment.
• Avoid real or perceived conflicts of interest
  one client per initiative.
• Promote the need for a high professional standard
  and mutual respect for everyone.

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ROLES

• Advisors to provide advice and counsel to our
  clients based on the extensive and combined
  experience of the partners and their associates
  on current policy, processes, financial plans,
  technical requirements and priorities of the NATO
  alliance and National Authorities.
• Facilitators To promote their goals and
  objectives by assisting in the preparation of
  strategies designed to realize business
  objectives and linkages among stakeholders.
• Supporters Problem solving to achieve their
  goals and objectives.
• Consultants to Governments to conduct studies
  and provide analytical expertise to governments
  and the NATO Alliance on a broad range of defence
  and security issues.

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BUSINESS LINES

• Aerospace, maritime, army weapon systems, sensors
  and support
• Public Safety security projects (similar to
  Homeland Defence)
• Information Management, Information Technology,
  and Systems Procurement
• Science Technology for Defence and Public
  Safety
• Travel and relocation
• Deployment Logistics (e.g. Bosnia, Kosovo and
  Afghanistan)
• Policies, regulations and procedures
• Identification of NATO, EU and UN procurement
  opportunities

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PRODUCTS SERVICES (1)

• Corporate Strategic Planning
• Business Opportunity Identification and Analysis
• Business Development
• Marketing Advice
• Corporate Acquisition and Teaming
• Growth Strategies

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PRODUCTS SERVICES (2)

• Advice and Support for NATO, EU, and UN
• Procurement Strategies and Opportunities
• International Trade and Procurement policies and
  regulations
• Contracting Process
• Bid and Proposal Support
• Red-Teaming of Proposal Submissions
• Defence Project Management Expertise
• Industrial Participation and Industrial Benefit
  planning
• Special Topic Reports and Analysis
• Alternative Service Delivery

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CLIENT APPROACH

• Focus on
• Influencing Environment and Processes
• Bureaucracy vs. Politicians
• Best Business Case (i.e. acceptable proposal at
  best price)
• Extensive use of Internal and External Databanks
  for Intelligence
• Active Participation in Trade/Industry
  Associations

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SOME OF OUR CLIENTS
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EUROPEAN DEFENCE PROCUREMENT ORGANIZATIONS

• NATO Management and Supply Agency (NAMSA),
  Luxembourg
• NATO Consultation, Command and Control Agency
  (NC3A), Brussels and The Hague
• NATO AWACS Project Management Agency (NAPMA),
  Brunssum
• European Defence Agency (EDA), Brussels
• Organisation Conjointe de Coopération en Matière
  d'Armement (OCCAR), Bonn

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NAMSAwill be briefed separately

• Main areas, in which the Agency is involved are
• Supply
• Maintenance
• Procurement
• Contract Management
• Engineering and Technical Support
• For business with NAMSA contractor must be
• Registered in NAMSA source file
• One of the 26 NAMSO member countries
• Electronic bidding available

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NATO C3 Agency

• Offices in Brussels and The Hague
• Support NATO in
• Consultation, Command, Control, Communications,
  Intelligence, Surveillance and Reconnaissance
  (C4ISR) capabilities.
• NATO nations recommend companies for any business
• Basic Ordering Agreements (BOAs) for a broad
  range of Information Management/Information
  Technology services
• Competition between BOA listed and non-listed
  companies for individual opportunities possible
• Opportunities are listed on www.nc3a.nato.int

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European Defence Agency

• The European Defence Agency was created to help
  EU Member States develop their defence
  capabilities for crisis-management operations
  under the European Security and Defence Policy
  Functions
• Developing defence capabilities
• Promoting
• Defence Research Technology
• Cooperation in Armaments Acquisition
• Streamlining European Armaments Industry
• Strengthening the European Defence, Technological
  and Industrial Base.

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European Defence Agency (continued)

• Defence competitions are open to natural and
  legal persons having a technological and/or
  industrial base appropriate for the related
  contract on the territory of any of the Member
  States of the European Union. Consortia also
  allowed.
• No pre-registration necessary
• Electronic bulletin boards (www.eda.europa.eu)
  for
• RFP promulgation
• Prime Contractors looking for suppliers
• Suppliers looking for business opportunities

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European Defence Agency (continued)

• RT Joint Investment Programme on Force
  Protection
• 20 nations contributed 55M Euro for 2007-2009
  timeframe
• Collective survivability call 15 May 2007
• Secured wireless communications and individual
  protection calls 16 Nov 2007. Latecomers may
  still apply.
• Remaining calls data analysis including data
  fusion, mission planning/training in an
  asymmetric environment
• Companies must be recommended by their nations

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OCCAR

• Aim to provide more effective and efficient
  arrangements for the management of certain
  existing and future collaborative armament
  programmes
• Members FR, GE, IT, UK, BE, SP
• (NL, LU, TU participating in some programs no
  member)
• Acquisition
• A400M Transport Aircraft
• Boxer Armoured Vehicle
• FREMM Frigates
• COBRA Radar
• Tiger Helicopter
• Global balance vice costshare workshare
• Competition not limited to member states, but
  allows for national security exemptions
• Plan to use electronic tendering

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NAPMA

• Agency manages all aspects of the NATO AWACS
  Program from acquisition, delivery and Life Cycle
  Sustainment.
• Responsible to plan and coordinate acquisition
  strategy and to manage contracts associated with
  modernisation of the NE-3A fleet.
• Requests for Information (RFI)/Requests for
  Proposal (RFP) are distributed via national focal
  points to known capable national industries.
• Interested companies from any NAPMO nation can
  compete.
• Process requires companies to be vigilant about
  AWACS opportunities, and to make their interest
  and capabilities known the their national focal
  point.
• No electronic bidding or bulletin board.

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ACTIVITIES IN WHICH CFN CLIENTS ARE INVOLVED IN
NATO/EU/UN ARENAS

• Total Logistics Support to Canadian Forces
  deployed to NATO operations in Bosnia
• NATO contract to manage the Kabul airport,
  Afghanistan
• Information management support services for NATO
  in Bosnia (now an EU contract)
• Information management support services to the UN
  in Kosovo
• Provision of material and equipment for NATO
  operations in Afghanistan
• Transportation services (airlift, sealift, rail)
  to support NATO and national authorities in
  Bosnia, Kosovo and Afghanistan
• Establishment and continuing support of NATO
  Flying Training in Canada (NFTC)

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INDUSTRIAL BENEFITS (IB)/INDUSTRIAL
PARTICIPATION (IP)

• Major NATO (and we assume EU) acquisitions and
  sustainment activities require some form of IB/IP
  to accrue to participating nations
• Before any work or activity is authorized, an
  Industrial Benefits Plan must be approved
• IB/IP is a Return of Investment for contributing
  to a joint program
• IB/IP may influence cost and time
• Direct work nations industry participate in the
  program
• Indirect/Offset industry to industry or nation
  to nation compensation

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INDUSTRIAL BENEFITS (IB)/INDUSTRIAL
PARTICIPATION (IP)

• IB/IP Policy in place for each single program
• Development of IB/IP policy is difficult
  political decision
• However, IB/IP is the glue for successful joint
  programs
• Example NATO AWACS
• 100 IP through Prime Contractor
• 100 IB through multi-national industry
  consortium
• Challenge to achieve 100 goal
• CFN has team of IB/IP specialists to support
  industry in providing offsets

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HOW TO BE MOST EFFECTIVE IN SECURING NATO, EU
AND NATIONAL CONTRACTS IN EUROPE

• Register with your national delegation at NATO HQ
• Gather information on current and future
  requirements
• Determine Sponsor/Requirements Definition Experts
  and engage---For many of the NATO requirements,
  sponsors are at SHAPE HQ Mons, Belgium
• Track agency activities
• Get to know and understand approval processes
• Get to know key players in the agencies the
  Leadership, the Buyers, the Contract
  Administrators
• Understand the rules of procurement sole
  source, competition, best and final offers, etc
• Red Team the proposal before submitting final
  response

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CFN WEBSITE
http//www.cfnconsultants.com
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• BACKUP SLIDES

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SENIOR PARTNERS
Two former DND Assistant Deputy Ministers
(Materiel)
(Ray Sturgeon)
(Pierre Lagueux)
Former Vice Chief of the Defence Staff ADM
(Personnel) (LGen Paddy ODonnell)
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PARTNERS

• Former Director General PWGSC for Aerospace
  Marine Electronics
• (Harry Webster)

Former Director General PWGSC for IM/IT and
Professional Services (Noel Bhumgara)
Former Vice Chief of the Defence Staff and Deputy
Commander-In-Chief of NORAD (LGen George
Macdonald)
Former Director General Information Management
Operations (BGen Kevin OKeefe)
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ASSOCIATES
Former Commander of the Navy (VAdm Peter Cairns)
Former Assistant Deputy Minister for Science and
Technology (Dr. John Leggat)
Former Director General Information Systems
Delivery Support (BGen Jacques Plante)
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ASSOCIATES
Former Senior Director PWGSC Aerospace Marine
Former Executive VP ADGA Group (Gavin Scott)
Former Executive, New Brunswick Dept of Economic
Dev. Business Dev. and IRB Specialist (Terry
King)
Former Senior Director, PWGSC Aerospace former
Director Business Dev., Curtiss-Wright Corp. (Jim
Gribben)
Former Defence Attaché (GR, IT, NL, BE) (Col Fred
LaForge)
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ASSOCIATES
Former Senior CF Communications Officer (BGen Pep
Fraser)
Former Chief Of Staff to Chief of Maritime Staff
(Capt (N) Ian Parker)
Former Senior Naval Training/Human Resources
Specialist (Cdr John Bell)
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REGIONAL OFFICESVICTORIA CANADA
Former Commander of the Navy Vice Chief of the
Defence Staff (VAdm Gary Garnett)
Former Business Officer Western Economic
Diversification (Dean Dring)
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REGIONAL OFFICESHALIFAX CANADA
Former Nova Scotia Deputy Minister for
Environment Labour Economic Development (Ron
LEsperance)
Former Associate ADM (Policy) NATO Military
Representative (VAdm Jim King)
Former Naval Attaché to USN Former Director
Business Development (Capt(N) Tony Goode)
Former Senior Signals Officer Business IRB
Specialist (Jon Corston)
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REGIONAL OFFICESINTERNATIONAL
Brussels
Former Chief of the Evaluation, Plans, Policy
Division of the NATO Airborne Early Warning
Control Programme Management Agency (Tom Brownell)
Germany
Former Senior Officer, German Air Force (Col
Hubert Heuer)
Rome
Business Development Specialist (Dr. Pietro de
Meo)
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CLIENT APPROACH

• Canadian Association of Defence and Security
  Industries (CADSI)
• Aerospace Industries Association of Canada (AIAC)
• Armed Forces Communications Electronics
  Association (AFCEA)
• Information Technology Association of Canada
  (ITAC)
• The Navy League of Canada
• Executive positions on CADSI BOD, Shipbuilding
  Association of Canada (SAC), Industrial Benefits
  Association of Canada (IBAC), Air Force
  Association of Canada, Navy League, etc.

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IRB Policy

• Industry Canada Eligibility Criteria
• Guidelines and Application Very Rigorous
• Causality
• Must be caused by each Project
• Cannot bridge Projects
• Eligible Party Primes Corporate Parents
  Subcontractors
• party must be identified in the contract
• Must Be New Work
• Timing--- Performance Period (8-10 years)
• Canadian Content Value

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IRB MANDATORY REQUIREMENTS

• 100 of the Contract Value in IRB Canadian
  Content Commitments
• Reality requires contracts placed in Canada to be
  in excess of the 100, to offset the foreign
  content.
• IRB Plans must include
• Minimum 60 Defined at Proposal Submittal
• Contracted Performance Guarantees
• Liquidated Damages--(10 of shortfall)
• Payment Holdbacks
• Industry Canada approves and audits all IRB
  transactions

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CFN-IRB BUSINESS DEVELOPMENT

• IRB Management- assist in the development and
  delivery of compliant IRB bid proposals, and in
  the implementation of the contracted IRB
  Programs.
• IRB Business Development-assist in the
  identification of IRB related subcontracts to
  Canadian companies via the Prime Contractors,
  their subcontractors and their major suppliers,
  as a result of the IRB programs.