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Upcoming Events
  Contracting to the US Dept of Defense

Austrade is supporting a visit to Australia by members of the US Department of Defense for a series of two day seminars and workshops on contracting to the US defence forces. The events will be held in Sydney (20-21 July), Brisbane (24-25 July), Canberra (27-28 July), Perth (31 July and 1 August), Adelaide (3-4 August) and Melbourne (7-8 August). The training modules focus on current and future opportunities for Australian business to perform contracts in Iraq, as well as general US government contracting opportunities. Companies will receive practical assistance on bidding for upcoming contracts or sub-contracting opportunities. Further details on this event will be available shortly. Interim inquiries can be made to Austrade.

  Farnborough Air Show, England - US Defence Events

If you will be at the Farnborough Air Show in England in July, the Greater Washington Initiative invites you to participate in their activities which include sessions on doing business with the US Department of Defense (DOD), featuring presentations by DOD personal and a number of key industry primes. Find out more.



  Safeguarding Australia Summit 2006 (19-21 Sept) Canberra

Join the 5th Australian homeland security conference in Canberra. The conference incorporates a large exhibition featuring suppliers of various security services and technologies.

  ASIS International 2006 (25-28 Sept), San Diego

Join nearly 20,000 professionals at the world's largest and most comprehensive educational and networking event dedicated to security.

  American Public Transportation Association Conference (8-11 Oct) San Jose, USA

This is a key event for exporters targeting the US public transport sector. Austrade business matching support is available to exhibitors and visitors upon request.

  Intelligence 2006 (17-19 Oct) Brisbane

The 15th annual conference of the Australian Institute of Professional Intelligence Officers (AIPIO).

  2006 Mass Transport Security Conference (1-2 Nov) Brisbane



  International Consumer Electronics Show (8-11 Jan 2007) Las Vegas, USA

Join the Australian pavilion at the world's largest consumer electronics event. For further details, visit the Austrade website.

  GovSec (9-10 May, 2007) Washington DC, USA

Mark your diary for this important event for suppliers to the homeland security sector.

Welcome to the June edition of Austrade's Selling to US Government Team News. This newsletter brings together relevant information on the US government marketplace for Australian exporters. Under the AUSFTA, Australian companies can participate in eligible procurements with the US federal government and over 30 US states.

New recipients of this newsletter include exporters that attended or expressed interest in a recent Austrade program or seminar. We want to keep you informed of upcoming developments and initatives, and will do so through this newsletter. If this service is not relevant to your business, please press "Unsubscribe" below.

We hope you enjoy our June edition and encourage you to circulate it to your colleagues and associates.



In this issue:
  Seminars on US Homeland Security Market a Success
  Message to Australian Exporters from the US Department of Homeland Security
  Starting off in the US government market - practical steps
  What is TRL?
  Bonding with the US: the EFIC solution
  Improvised Explosives Device Detection
  USA Federal Government Procurement Contracts Law at La Trobe University


Seminars on US Homeland Security Market a Success

Austrade wishes to thank all those exporters who attended our recent seminars on opportunities in the US homeland security market and roundtables on selling to the US government. These events were well attended and generated significant interest amongst exporters.

Our speakers from the USA met with many companies during their visit to review Australian capabilities. We hope that the connections established yield fruitful outcomes for all.

For those unable to attend the seminars or those seeking copies of the presentations, these are available online at www.austrade.gov.au/it/presentations.

Many seminar participants expressed interest in the ability to get Pre-RFP warnings of upcoming US government bids and contracts. This information can be a great asset for companies planning on entering the US government market and those who want to see what the 'water' is like before jumping in.

Austrade is a subscriber to a database service that provides a host of information on upcoming opportunities. For a small fee (a fraction of the cost of having this service in-house), Austrade will monitor this database daily for information of relevance to your company and capabilities. We will set search parameters with you to ensure that the information retrieved matches your interests. Once we are alerted to relevant opportunities, we will pass this information onto you immediately. To access this service, please contact us at usgovaccess@austrade.gov.au.

During our seminars we also launched the new Australian Government booklet - "Selling to the US Government - A Guide for Business". If you are yet to receive a booklet, you can request a copy by emailing us at usgovaccess@austrade.gov.au. The booklet is also available in downloadable format at www.austrade.gov.au/usgovaccess.

Austrade looks forward to working with seminar participants towards success in the US government market.



Message to Australian Exporters from the US Department of Homeland Security

Recently, we had the pleasure of interviewing a senior representative from the US Department of Homeland Security on his perspective for Australian companies supplying the Department. View a 10 minute video of our interview with Mui Erkun, Chief of Staff, Chief Procurement Office, Under Secretary - Management, DHS and receive direct advice from Mr Erkum on how you can maximise your approach to the US Department of Homeland Security. Download the video at www.austrade.gov.au/usgovaccess.



Starting off in the US government market - practical steps

A number of participants at our recent seminars were new to the US government market and sought some practical tips from Austrade as to how they can get started in this sector. In addition to reading our new booklet "Selling to the US Government - A Guide for Business", we recommend the following steps:

1. Read our Selling to US Government Team Newsletter - We encourage you to read our newsletter thoroughly to keep abreast of new developments and opportunities in the US government sector. This newsletter includes information on upcoming promotions and events, market news, and tips for doing business with the US government. Where items are of interest, respond quickly or seek out help from our Team immediately. Remember, this market can move quickly and deadlines can be tight. If you would like to subscribe colleagues or associates to our newsletter service, please send their details (name, company, telephone, email address etc) to usgovaccess@austrade.gov.au.

2. Prepare your marketing materials for the US Government - Having relevant marketing materials on hand will enable you to respond to opportunities in your sector. In particular, a quad chart outlining your core capabilities that can be adapted as required to meet the needs of specific opportunities is essential for many initial approaches. What is a quad chart? This is a one page overview of your capabilities broken into four quadrants: a graphic illustrating your solution; an outline of your technical approach; a summary of your operational and performance capabilities; and costs, deliverables and contact details. Click here Click hereto download an example of a quad chart or do a Google search for "quad chart" to see how others are using this tool to promote their capabilities to government.

As contracting offices often review hundreds of quad charts at a time, you need to make sure that your chart grabs their attention instantaneously. The more time you spend on your quad chart, the greater your chances of getting noticed and moving to the next stage of a procurement. Once you have prepared your quad chart, please feel free to submit it to our team for review and feedback through usgovaccess@austrade.gov.au.

3. Be proactive and engage with Austrade early - If your company is seeking a more proactive approach to identifying opportunities in the US government market, we suggest that you engage with Austrade at a strategic level. Through our offices in Washington and Colorado Springs, Austrade provides a range of services that are tailored to the specific needs of individual exporters. These services range from general market research to customer identification and introductions, coordination of your meeting program during visits to Washington (or elsewhere in the US), assistance with trade shows, and introductions of particular service providers (eg GSA Schedules consultants, lawyers, government market advisers etc). To discuss your company's particular requirements and to seek assistance from the Austrade Selling to US Government Team, please email us at usgovaccess@austrade.gov.au or telephone our Sydney representative on 02 9390 2395.

4. Respond to RFPs, RFIs, BAAs and other procurement opportunities - You will need to monitor upcoming opportunities closely so that you are prepared for submissions, often at short notice. You can do this by subscribing to a range of e-newsletters generated out of Washington. The booklet "Selling to the US Government - A Guide for Busienss" lists a number of websites and information sources that you can regularly monitor. Austrade also actively monitors upcoming Broad Agency Announcements (BAA) released by the Technical Support Working Group (TSWG), the US Department of Homeland Security, and the US Department of Defence. Subscribers to our newsletter service will receive these announcements quickly and are encouraged to prepare submissions. We also can work through the submission and response requirements with you to make sure you put your best foot forward.

Other opportunities are long-term and may require extensive planning by your team. Gayle Nix, Executive Director, Accenture Global Immigration, Justice and Public Safety, told participants at our recent seminar series that often upcoming procurements start as rumours around Washington. Having someone on the ground to act as your ears and eyes may assist you find out about procurements before they are formalised. Austrade can act as your 'insider' in Washington if we know what sectors you are targetting. Further, our subscription databases allow us to access background information on particular procurements. Talk to us about how we can support your marketing efforts in Washington by emailing us at usgovaccess@austrade.gov.au.

The US government market requires dedication by your company's management and advisers. Many Australian companies have already secured US government contracts so this is a real and expanding sector for suitable Australian exporters to pursue. Remember, you don't have to go it alone - we encourage you to engage with knowledgeable experts early in your planning process. There are peers, advisers and Austrade representatives in Australia and the USA that are happy to share their knowledge on how to be successful in this market.



What is TRL?

TRL (Technology Readiness Level) is an important acronym for those developing new technology in Australia for the US government market. In many US government RFPs (request-for-proposals) and Pre-RFPs, the source will often define that a technology be at a certain level at the time the contract is let. These levels are referred to as TRL 1 to 9.
The explanations and diagram below prepared by NASA illustrates these nine levels effectively. Whilst the examples relate to flight or space related technologies, the principles are the same no matter what the widget.
Each level can be explained as follows.
TRL 1: Basic principles observed and reported
This is the lowest level of technology readiness and includes initial scientific research and its translation into applied research and development. An example might include paper studies of a technology's basic properties.
TRL 2: Technology concept and/or application formulated
This is when the invention begins. Once basic principles are observed, practical applications can be invented. The application is speculative and there is no proof or detailed analysis to support the assumption. Examples are still limited to paper studies.
TRL 3: Analytical and experimental critical function and/or characteristic
This includes the initiation of active research and development such as analytical and laboratory studies to physically validate analytical predictions of separate elements of the technology. Examples include components that are not yet integrated or representative.
TRL 4: Component and/or breadboard validation in a laboratory environment
Basic technological components are integrated to establish that the pieces of the technology will work together. This is relatively "low fidelity" compared to the eventual system. Examples include integration of 'ad hoc' hardware in a laboratory.
TRL 5: Component and/or breadboard validation in a relevant environment
Fidelity of breadboard technology increases significantly. The basic technological components are integrated with reasonably realistic supporting elements so that the technology can be tested in a simulated environment. Examples include 'high fidelity' laboratory integration of components.
TRL 6: System/subsystem model or prototype demonstration in a relevant environment
A representative model or prototype system, which is well beyond the breadboard tested for TRL 5, is tested in a relevant environment. This level represents a major step up in a technology's demonstrated readiness. Examples include testing a prototype in a high-fidelity laboratory environment or in a simulated-operational environment.
TRL 7: System prototype demonstration in an operational environment
TRL 7 represents a prototype near or at planned operational level. It is a major step up from TRL 6, requiring the demonstration of an actual system prototype in an operational environment, such as in an aircraft, vehicle or space. Examples include testing the prototype in a test-bed aircraft.
TRL 8: Actual system completed and 'flight qualified' through test and demonstration
The technology has been proven to work in its final form and under expected conditions. In almost all cases, this TRL represents the end of the true system development. Examples include developmental tests and evaluation of the system in its intended weapon system to determine if it meets design specifications.
TRL 9: Actual system 'flight proven' through successful mission operations
This is the highest TRL and represents the actual application of the technology in its final form and under mission conditions, such as those encountered in operational testing and evaluation. In almost all cases, this is the end of the last "bug fixing" aspects of true systems development. Examples include using the system under operational mission conditions.
So, when you see TRL on any RFPs or Pre-RFP documents, you will now understand what this terminology refers to and be able to evaluate your own capabilities against the requirements. If there are any other acronyms or terms you come across in RFP documents that you are not familiar with, please feel free to ask Austrade for assistance by contacting us at usgovaccess@austrade.gov.au.
Information in this story was sourced from the DODI 5000.2 Acquisition System Guidebook published by the US Department of Defence (2004).


Bonding with the US: the EFIC solution

The Export Finance and Insurance Corporation (EFIC), an Australian government entity, is assisting Australian exporters overcome the significant bonding requirements in the USA through the establishment of a US$50 million bonding line with Liberty Mutual Insurance Company.

Typically, bonds are used to support trade contracts by providing compensation to a buyer if the supplying company does not fill its contractual obligations. Whilst Australian exporters are becoming increasingly accustomed to using bonding facilities in this way, the US market is unusual because it requires suppliers to post surety bonds - those guaranteeing performance of obligations - for up to 100 percent of the contract value. In other markets, this requirement is usually 10-15 percent.

To many SME exporters, this represents an enormous burden, especially when completing US Government contracts. Many banks do not offer the necessary support to SMEs so EFIC is filling this market gap to support Australian exporters. This new arrangement clears the path through complex US bonding rules and helps more Australian exporters take advantage of market opportunities under the AUSFTA.

For more details on how EFIC can assist your export finance needs in the USA, go to www.efic.gov.au.



Improvised Explosives Device Detection

BAA 05-03, Prototypes and Technology for Improvised Explosives Device Detection (PTIEDD).

On 22 May, the Homeland Security Advanced Research Projects Agency (HSARPA) released Amendment 2 for BAA 05-03, Prototypes and Technology for Improvised Explosives Device Detection (PTIEDD). The purpose of the amendment is to announce the addition of TTA-3, which is available for proposal submission according to the schedule in the BAA.

The BAA is available on the FedBizOpps web site: http://www.fedbizopps.gov/ and on the HSARPA Solicitations Portal: http://www.hsarpabaa.com.



USA Federal Government Procurement Contracts Law at La Trobe University

La Trobe University's School of Law invites students from other LLM programs, practitioners and others wishing to participate in a unit on USA Federal Government Procurement Contracts in December 2006 at their Bundoora campus in Melbourne. The unit will be taught by Professor Danielle Conway-Jones from the University of Hawai'i. Professor Conway-Jones is also the Director of the Hawai'i Procurement Institute. For further details on this program, please visit www.latrobe.edu.au/law/gbl.html.


© 2005 Australian Trade Commission             |             Email: usgovaccess@austrade.gov.au            |             Phone: 13 28 78
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