Industry Survey: Attitudes Towards DOD/Industry Interface under Foreign Military Sales.

摘要

This report presents the results of a survey on industry attitudes with respect to the conduct of business under the Foreign Military Sales (FMS) Act of 1968 and the Department of Defense/Industry interrelationships required under this Act. The distinction between foreign direct sales and FMS is discussed. This newly expanded market, which has expanded by a factor of 4 since 1971, has the potential of amplifying issues in the DOD/Industry interface. Structured interviews were conducted with a key executive involved in the FMS activity of 5 aerospace firms in the Washington, D. C. area. The survey covered the general interface areas of: (1) Marketing; (2) DOD/Industry management; (3) U. S. Government regulatory control; and (4) Domestic political environment. The following are among the major issues as seen by the interviewees: Inadequate cost/profit allowance; Needs for more effective organizational structure within the Armed Services, for revised in-country MAAGs charter and military/civilian mix, and Need to include logistics planning effort by contractors in initial FMS contracts.