CASK, LLC

Overview of Foreign Military Sales

& Acquisition Support Services

April 2011

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 The Landscape of Operations
2

» Transferring technology is a complex process with many participants

» Lack of continuity multiplies the challenges; often remote locations with high
turnover

» World events, economic realities, and a shifting political landscape

point to a growing, increasingly vibrant FMS program
» Demand will continue to grow while support staffs continue to shrink

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 Complexity of FMS Getting it started correctly
3

Planning, Definition and Request Offer and Acceptance Implementation, Execution and Closure

Purchaser Purchaser
Acceptance Purchaser
S
Pre-LOR Activities Q R
Country T
Country G
A Requirement O P Host

LOA LOA
Letter of Signed N
LOA
LOR Offer and
B Acceptance
Letter of Notice Final
Request Gov to Gov ACA/SDDC Of Bill /
Agreement Supply Case
Complete Closed
Amendment M
or
Modification DTS
Defense
C US Embassy / SAO Transportation
System
inspection
@origin
C1 DLA/DCMA

United
LOR F Offer K L
States
Implementing Agencies (IA) H I
Army, Air Force, Navy, STOCK or
C2 LOA DLA or SVCs
IA DFAS
Implementing And Or IA Defense
Agency
C3 D E Procurement Finance
Total Via DoD Accounting
J Service
Package Acquisition
Process
Approach

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 The Bang for Your Buck
4

Planning, Definition and Request

A well established requirement with a
Purchaser
repeatable process in step one, will pay
Pre-LOR Activities

Country
off for years to come.
A Requirement
This is where Cask can help you succeed!

B LOR
Letter of
Request

Planning, Definition and Request Offer and Acceptance Implementation, Execution and Closure

Purchaser Purchaser

Acceptance Purchaser S
Pre-LOR Activities Q R
Country T

Country G
Requirement Host
A O P

LOA
LOA
Letter of
Signe LOA
N
d
Offer and
Acceptance

B LOR
Letter of
Request Notice Final
Gov to Gov
Agreement
ACA/SDDC Of Bill /
Supply Case
Complete Closed
Amendment M
or
Modification
DTS
Defense
US Embassy / SAO
C Transportation
System

inspection
@origin
C DLA/DCMA

Unite F K L
LOR Off
d
er
State
H I
s Implementing Agencies (IA)
Army, Air Force, Navy, STOCK or
DLA or SVCs
C LOA
2 IA
Implementing And Or IA
Agency
DFAS
Defense

C D E Finance
Accounting
Procurement
Total
Service

3 Via DoD
Acquisition
Package J Process

Approach

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 What We Do & Why it Matters
5

» Cask’s experienced professionals

provide end-to-end services and
expertise across four primary
practice areas driving requirements
into executable acquisition

» Crafting solutions to business

challenges with proven strategies
and experienced

FMS has interest from Congress, US Allies, DoS, DoD, military services, GAO, industry,
and more. It requires support from a cadre of experienced professionals!

© 2011 - Cask, LLC | Strategy. Solutions. Success.

LOR Process – Defining Requirements
6

» Quality requirements enable execution of the remainder of the process….

» What is needed – capability or specific asset ?
» What is needed to train and master the capability?
» What is needed to logistically support the capability?
» What is needed so leadership can employ the capability?
» Needs = Requirements = Capability
» There are second and third order effects…we can help identify them and plan for them!

© 2011 - Cask, LLC | Strategy. Solutions. Success.

LOR Process – Defining Requirements
7

Quality requirements enable execution of the remainder of the process. We will help
you….
» Define what you need; evaluate alternatives
» Consider derivative requirements; 2nd/3rd order effects
» Life cycle costs
» Manage risk
» Facilitate preparation and submission of package
» Document steps; create a successful, replicable process

As for the future, your task is not to foresee it, but to enable it.
- Antoine de Saint Exupery, poet and pilot (1900-1944)

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 Skills that Fit
8

» Requirements Management
» Analysis of Alternatives (AoA)
» Business Cases Analysis
» Business Case Audit
» Lifecycle Cost Estimates (LCCE)
» Cost Estimate Validation
» Financial Analysis/Financial Management
» Logistics Management
» Market Assessment and Recommendation
» Probability of Program Success (PoPS) Assessment

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 Execution requires
9

» Initial Host Country Requirements Coordination: Evaluating needs or capabilities

and documenting the solution set
» Definition and derivation of requirements: Life cycle support, training, transportation
(DOTMLPF)
» Developing the LOR: LOR for price and availability and LOR for LOA
» Tracking and Managing the FMS Process: Keep pulse of FMS activities, monitor
availability and execution of funds
» Program Management: Program control, including WBS, to assess/mitigate risks;
recurring status reports; program reviews, meeting attendance; policies and
procedures for continuity

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 How Do I “Tap” Cask’s Expertise?
10

Recommendation - Establish a Blanket Purchase Agreement (BPA)

» Our agreement will allow you to order and pay for requirements management
services as needed – no upfront cost
» Simplified execution
» Gives you the expertise when you need it from professionals who understand
requirements management and can assist with execution of the FMS process - no
long term financial requirements
» Other contractual possibilities exist based on preferred or local procurement and
acquisition procedures

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 Who We Are
11

» Woman-owned small business

» SBA 8(a) and SDB certified through September 6, 2016
» Cask Associate Profile:
» Average of 16 years of experience - Federal and Commercial
» Over half have Masters degrees in business, technology or engineering
» Alumni of large integration and consulting firms as well as government agencies
» Over 40% have served in the military
» 100% have security clearances, 42% with TS
» Carry various industry certifications including DAWIA, PMP, CISSP, CISM, CISA, ITIL
v3 Expert, ISO/IEC 20000, and LEED AP

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 Contracts: Customers Present and Past
12

» Department of Defense » Higher Education

» US Army Corps of Engineers » Harvard University
» University of Mary Washington
» US Navy SPAWAR PEO-EIS (NGEN)
» US Navy NAVSEA (JCREW) » Commercial
» US Marine Corps MCSC HQ OCIO » Advanta
» US Marine Corps MCSC PG-10 » Avaya
» US Marine Corps MCSC PG-11 » Brother International
» Cricket Communications
» DISA Computing Services Directorate
» Countrywide Home Loans
» Gilead Sciences, Inc.
» Federal / State / Education » Harley Davidson Financial
» InfoNow
» USDA - Forest Service » L3 Communications
» Oklahoma State Senate » Lockheed Martin
» Loudoun County » Vision Technologies
» Peak National Observatory » WebMD / Emdeom
» Prince William County
» Non-Profit / NGO
» American Red Cross

© 2011 - Cask, LLC | Strategy. Solutions. Success.

 Contact Information
13

» East Coast Office: » West Coast Office:

» 475 Aquia Towne Ctr Dr, Ste 305 » 5151 Shoreham Pl, Ste 140
» Stafford, VA 22554 » San Diego, CA 92122
» 866.535.8915 x 3 » 866.535.8915 x 2

» Business Development
» Bradley Owen » Website:
» 858.205.7366 » www.caskllc.com/fms/
» bradley.owen@caskllc.com

© 2011 - Cask, LLC | Strategy. Solutions. Success.