ROLE AND ORGANISATION OF UKTI DSO Geoff Gladding Regional Director West Good Morning My name is Geoff Gladding and I am the Regional Director West in UKTI DSO My team has responsibility for the Americas and Europe. Particularly pleased to be here for this event, it is an integral part of our plan to increase the volume of trade between our two countries and our efforts to bring together UK and Turkish industries to mutual benefit.

Our Aim To help UK defence and security companies succeed internationally. Our Vision UKTI DSO aspires to be the most successful organisation of its kind in the world. Long term target 20% of global defence market. UKTI DSO was created on 1 April 2008 when the Defence Exports Services Organisation was moved by the UK Government from the MOD to UKTI. All of the UK Government’s support to industry in one organisation. We were moved en mass and our remit was enlarged to take on support to the UK’s security industry. As has been said already, the reduction in the defence markets worldwide means that it is increasingly important to find people to work with to maintain current levels of output.

What UKTI DSO Does Pro-active support to company-led marketing campaigns Nurtures relations with key decision makers in overseas governments Harnesses other parts of the MoD, the Armed Forces and other UK Government departments to support industry’s efforts Negotiates and supports G-to-G agreements Develops and implements export plans for MoD emerging equipment programmes Industry markets and we support them. We might act as a source of intelligence, we might act as a source of advice – especially to those companies new to the export market – but in the end it is industry who export and not us. One of the main differences between DSO and the rest of UKTI is that the end customer is always an overseas Government and we work hard to maintain the G-to-G links and use senior officials – mainly from the MOD but not exclusively – and Ministers. Where current exports or the potential for future exports is big enough to justify the investment, we have First Secretaries or LECs to look after DSO business in that country, elsewhere we rely heavily on the existing UKTI network. We act as a coordinator for all export campaigns and liaise with the other parts of Whitehall as needed. This gives both industry and the final customer one point of contact which should make life easier for all (except us!) The G-to-G arrangements are very few and are only with customer Governments who want the security of dealing with another Government and are therefore unwilling to contract direct with industry. Exportability is becoming the new thing – the cost of defence equipment reflects that production quantities are normally very small, anything that extends the production run will reduce the UPC and therefore the final bill to the UK, exports also maintains manufacturing and expertise. However in order to be successful exportability must be considered at the earliest stages of procurement and taken into account when equipment is being designed and developed otherwise, like all after thoughts, it will increase costs and not help reduce them. 3

We achieve this by: Building relationships with overseas governments. Providing overseas customers with access to MOD, Armed Forces and wider Government specialist support. Supporting specific industry-led overseas marketing campaigns. Promoting UK Industry as a trusted supplier at all levels of the supply network. Providing a conduit through which UK advice and expertise can be offered. Identifying export opportunities, in conjunction with MOD and business early in the acquisition cycle of UK programmes. Assist SME’s and other new to export companies gain an understanding of the requirements of doing business overseas. Provide support to campaigns in aid of wider Defence Acquisition or Security objectives.

UKTI Defence & Security Organisation DSO Top Structure As at 1 Feb ‘10 Head Richard Paniguian Operations Director Chris Baker Senior Military Adviser AVM Nigel Maddox Security Director Simon Everest Regional Director Central Alan Malpas Regional Director East Keith Smith Regional Director West Geoff Gladding Our current organisation is as illustrated on this slide. All working together to deliver our outputs. I will concentrate on the role of a Regional Directorate.

DSO’s People 127 in London including 20 senior military officers 32 Other military personnel elsewhere in the UK 13 Dedicated DSO staff in Embassies in key markets throughout the world Access to the wider UKTI and Defence Attache network

The Regional Directorates As you can see from this, my patch is the biggest of the Regional Directorates and includes Turkey. It also includes the biggest number of what I call sophisticated markets where the defence procurement processes are well established and use a model which is very recognisable to us in the UK. West Central East 7

Key Functions Provide market focus to UKTI DSO activity Know the customer Customer’s friend Coordinate UK Government support Support in Industry Market Positioning The Regional Directorates are the core to DSO. However we are only one part of the DSO team, but are probably the one that interfaces with industry on a regular basis. I see one of the most fundamental aspect of our job is to act as a first point of call for enquiries from the customer about what the UK can and cannot do. We coordinate the rest of UK Government in support of industry. Despite no longer being part of the UK MOD we maintain very close links with them and regularly liaise over how we can best work together to support both the customer and industry.

Questions The Regional Directorates are the core to DSO. However we are only one part of the DSO team, but are probably the one that interfaces with industry on a regular basis. I see one of the most fundamental aspect of our job is to act as a first point of call for enquiries from the customer about what the UK can and cannot do. We coordinate the rest of UK Government in support of industry. Despite no longer being part of the UK MOD we maintain very close links with them and regularly liaise over how we can best work together to support both the customer and industry.