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Please note: 
The Foreign Military Sales course taught during International Week is a 1-day course.  Foreign Military Sales course at all other locations is a 1.5-day course.  


An essential course for manufacturers, exporters and their executives, and legal and financial advisors, featuring:

 

·         What the laws and regulations require for FMS sales and direct sales of military products

·         Foreign Military Financing

·         Practical instruction on export licensing of defense articles and services

·         Complying with the Foreign Corrupt Practices Act

·         Agents’ fees and commissions

·         . . . and much more

 

 

The international marketplace offers substantial opportunities for U.S. firms in the business of selling military products and services. These international contracting opportunities can take the form of Foreign Military Sales as well as direct sales of military products and services.

 

Each type of sale presents unique problems in marketing, contract negotiation, approval, and performance. Contractors who wish to engage in international contracting opportunities successfully and profitably must be able to anticipate and settle the problems that can arise. To do this means being able to navigate a complex web of statutes, regulations, and policies governing FMS, FMF, and U.S. export controls. This specially developed program is such an opportunity -- offering guidance on the rules and skills you need to be successful in this area.

 

Dates and Locations
May 24-25, 2017
American Management Association
Arlington, VA
$1275
REGISTER
October 26, 2017
American Management Association
Arlington, VA
$900
REGISTER
DAILY SCHEDULE
Day 1
8:30 AM - 4:30 PM
International Contracting Week (1 Day Only)
8:30 AM - 4:30 PM
All Locations (except International Week)
 
Day 2
8:30 AM - 12:30 PM
All Locations (except International Week)
FOREIGN MILITARY SALES COURSE CURRICULUM

Introduction to Security Assistance
History
Trends
Legal & Policy Development
Statutory, Regulatory & Policy Framework
Authorizing Legislation
Arms Export Control Act
Foreign Assistance Act
Appropriating Legislation
Foreign Operations Appropriations
Defense Appropriations
Regulations
Security Assistance Management Manual (SAMM)
International Traffic in Arms Regulations (ITARS)
United States Munitions List (USML)
Federal Acquisition Regulation (FAR)
Defense Federal Acquisition Regulation Supplement (DFARS)
Policy Constraints on FMS

Government Involvement
Legislative Branch
Role of Congress
Legislated Policy
Congressional Controls
Judicial Branch
Executive Branch
President
Department of State
Department of Defense
 
Foreign Military Sales Program & Process
Eligibility
Customers
Products and Services
Select Policies
Authorized Transactions
Stock Sales
Procurement Sales
Dependable Undertakings
Deferred Payment Sales
Leases
Types of Cases
Defined Order Cases
Blanket Order Cases
Cooperative Logistics Supply Support Arrangements (CLSSA)
Initiating the FMS Case
Letter of Request (LOR)
Negative Responses
Preliminary (Price & Availability [P&A]) Data
Letter of Offer and Acceptance (LOA)
Letter of Intent (LOI)
Coordination and Approval
Congressional Notification & Review
Acceptance
Amendments and Modifications
Pricing FMS Cases
Stock Sales
Procurement Sales
Agents' Fees, Commissions & Political Contributions
IR&D / B&P
Taxes
Surcharges
Termination Liability
Direct Charges
Waivers and reductions
Offsets
Terms of Sale
Deposit
Collection & Payments
Trust Funds
Disbursements
Execution of FMS Requirements
Delivery of FMS Materiel
Title transfer
U. S. Flag Carriers
Responsibilities
Methods of Transport
Discrepancies
Follow-on Support
Case Closure
Disputes and Remedies
 
Foreign Military Financing
Background
Types
Direct Loans
Guaranteed Loans
Eligibility
General Standards
Credit Standards
Annual FMF Funding Process
Issuance of Loans & Commitment of Funds
Permissible Sources of Goods and Services
Transportation Restrictions
General Policies
Waivers
Repayment
Due Dates & Late Payments
Sanctions
FMF of Direct Commercial Sales
Guidelines & Ground Rules
Place of Manufacture
Domestic Content
Offsets
Fees and Commissions
Oversight
Contractor Certification
Subcontractor Flow-downs
DCMA / DCAA Reviews
Audits
Disputes & Remedies
Applications & Agreements
Defense Export Loans Guarantees
 
Export Control
Statutes and Regulations
ITARS
USML
Commodity Jurisdiction Procedure
Controlled Exports
Definitions
What is Controlled
Prohibited Destinations and Exports
Exempt Exports
FMS Exemption
U. S. Government End-Use
Canadian Exemption
General Exemptions
Miscellaneous Exemptions
Licensing
Defense Articles
SME & MDE
Defense Services
Manufacturing License Agreements
Technical Assistance Agreements
Technical Data
Special Circumstances
Export Process and Procedure
Registration
Advisory Opinions
Types of Licenses
Licensing Procedure & Approval
Special Regimes
End-Use Monitoring
Denial of License

Agents Fees & Commissions: ITAR Reporting Requirements
Who Must Report
Payments Subject to Reporting
Payments by Vendors & Suppliers
Information Required to be Reported
 
Foreign Corrupt Practices Act
Prohibited Conduct
Elements of Violations
Exceptions
Affirmative Defenses
Scope of the Act
Subsidiaries and Affiliates
Business Review Procedure
SEC Enforcement
DOJ Enforcement
Civil and Criminal Penalties

COURSE DIRECTOR
Anthony J. Perfilio
is Of Counsel with Rendigs, Fry, Kiely & Dennis, L.L.P.

Mr. Perfilio concentrates his practice in government, public, and business contracts and dispute resolution. His principal practice areas include contract solicitation and proposal requirements, competition, award selections and bid protests, contract technical data and intellectual property matters, organizational conflicts of interest, contract interpretation, dispute resolution, and terminations for convenience and default. A retired member of the Senior Executive Service, he has over 31 years of practice experience as an attorney and legal services manager for the Department of the Air Force. Prior to retiring as Director, Air Force Materiel Command Law Office, he supervised all Air Force contract dispute resolution before the Armed Services Board of Contract Appeals and all legal services in connection with acquisition of major weapon systems by the Aeronautical Systems Center, research and development by the Air Force Research Laboratory, and foreign military sales by the Air Force Security Assistance Center.

Mr. Perfilio is admitted to practice in Ohio and Pennsylvania, as well as before the U. S. Supreme Court and several Federal trial and appellate courts. He is an active member of the Federal Bar Association, having served as past president of the Association's Dayton, Ohio Chapter and serving currently as a Council Member of the Federal Bar Association's Government Contracts Section. Also active in the Armed Forces Communications and Electronics Association, Mr. Perfilio serves on the Board of Directors of the association's Dayton-Wright Chapter, and is a past Chairman of the Board. Mr. Perfilio is a Fellow of the Foundation of the Federal Bar Association.

He holds a Bachelor of Science in Mechanical Engineering from Utah State University and Juris Doctor, Cum Laude, from the University of Pittsburgh School of Law. He is a member of the Order of the Coif. Mr. Perfilio also completed the Harvard University, John F. Kennedy School of Government, Program for Senior Executives in National and International Security.

 

MEET YOUR CONTINUING EDUCATION CREDIT REQUIREMENTS
SEE INDIVIDUAL COURSES FOR AVAILABLE CREDITS
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
NCMA: CONTRACT MANAGER CERTIFICATION
All Federal Publications Seminars courses meet the course requirements of the National Contract Management Association’s certification programs. We are a proud Education Partner of the NCMA.
CPE: CONTINUING PROFESSIONAL EDUCATION
Federal Publications Seminars is part of West Professional Development, which is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have the final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.
CPE HOURS
This Program is eligible for: 9.50 (2-day) 6.5 (1-day) (CPE) hours of credit
Program Level: Basic
Program Prerequisite: None
Advance Preparation: None
Method: Group-Live
CLP: CONTINUOUS LEARNING POINTS
APPROVED FOR CLP BY
DEFENSE ACQUISITION UNIVERSITY
Defense Acquisition Workforce members must acquire 80 Continuous Learning Points (CLP) every two years from the date of entry into the acquisition workforce for as long as the member remains in an acquisition position per DoD Instruction 5000.66. We will provide you with documentation of points awarded for completing the event.
CLP HOURS
This Program is eligible for: 8 (2-day) 6.0 (1-day) (CLP) hours of credit
CLE: CONTINUING LEGAL EDUCATION
States have widely varying regulations regarding MCLE credit. LegalEdcenter is an approved provider in AL, AK, AR, CA, GA, IL, ME, MO, MS, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, PA, RI, SC, TN, TX, UT, VA, VI, VT, WA, WI, and WV. Credit may be applied for in other jurisdictions on request and in accordance with state MCLE rules.
** Please note that because some states are changing their policy on CLE reporting, you will need to fill out the request for credit from Federal Publications Seminars within 10 business days, or we may not be able to issue credits for the program.
CLE HOURS
This Program is eligible for: 8.25 (2-day) 5.50 (1-day) (60 minutes), 6.5 (50 minutes)
American Management Association
2345 Crystal Drive, Second Floor
Arlington, VA 22202
5714812208
TRAVEL INFORMATION

Coffee, tea and water will be served throughout the day with an afternoon cookie break.  Breakfast and lunch are on your own.

METRO RAIL LINE:
Yellow & Blue Line – METRO Stop – Crystal City
From the METRO - AMA is 2 blocks east and 4 blocks south on Crystal Drive
http://www.amaconferencecenter.org/washington-directions-maps.htm

There is not a room block for this location, however the AMA offers special hotel rates.  Please visit http://www.amaconferencecenter.org/washington-hotels.htm

100
Basic or fundamental subject matter is covered. Courses are geared to general knowledge or can be taken as a refresher.
200
Specific topics or issues within a topic area are covered. Students should be familiar with terms of art and general concepts concerning the course topic.
300
Workshops and class discussions cover specific subject matter in-depth, and participation is strongly encouraged. Attendees should have at least 2-3 years' experience in the area of study.
400
Courses build upon students' knowledge and experience, and cover complex issues within the subject matter. Should have 4-5 years' mastery of subject for in-depth analysis.
500
Masters-level programs designed for professionals with 5+ years' experience. Courses cover in-depth and technical analysis on specific subjects and updates on current issues.
Register Now for:
Foreign Military Sales
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Date Location
May 24-25, 2017 Arlington, VA
REGISTER
October 26, 2017 Arlington, VA
REGISTER
By Phone
Call (888) 494-3696