There are two primary methods a company can do business internationally. One method is through the U.S. Government’s Foreign Military Sales (FMS), which are government-to-government transactions. Another method is Direct Commercial Sales (DCS), which are transactions negotiated directly between the contractor and the foreign customer.

In order to engage in international sales you must first understand U.S. export controls and how they may apply to certain goods. Then you need to register your company and products as needed in order to qualify for business opportunities. Finally, resources are available for mentoring, networking and matchmaking internationally.

Export Controls

Export controls are U.S. laws and regulations that regulate and restrict the release of sensitive equipment, software and technology to foreign nationals within and outside of the United States in order to protect national security interests and foreign policy objectives. The scope of export-controlled items is very broad.

 

U.S. International Traffic in Arms Regulations (ITAR)

International Traffic in Arms Regulations (ITAR) is a United States regulatory regime that restricts and controls the export of defense and military related technologies. ITAR is administered by the Directorate of Defense Trade Controls (DDTC), which is part of the U.S. Department of State (DOS). All defense contractors that want to participate in international military sales must register with the DDTC. Visit

https://www.pmddtc.state.gov/ddtc_public for more information and to register.

U.S. Export Administration Regulations (EAR)

Export Administration Regulations (EAR) are a set of regulations administered by the Bureau of Industry and Security (BIS), which is part of the U.S. Commerce Department. The list of EAR-controlled items, which include commodities, technology and software, is published in the Commerce Control List (CCL). The CCL identifies certain sensitive items and embargoed countries that may necessitate the need for a company to obtain an export license in order to conduct international sales. Visit

https://www.bis.doc.gov/index.php/regulations/commerce-control-list-ccl for the complete CCL.

U.S. Office for Foreign Assets Control (OFAC)

The Office of Foreign Assets Control (OFAC) of the US Department of the Treasury administers and enforces economic and trade sanctions based on US foreign policy and national security goals. OFAC publishes sanctions lists comprised of individuals, groups and entities that are owned, controlled by, or acting for or on behalf of targeted countries, terrorists and narcotics traffickers. For more information and to search the sanctions lists visit

https://home.treasury.gov/policy-issues/office-of-foreign-assets-control-sanctions-programs-and-information.

United States Munitions List (USML)

The Department of State (DOS) controls the export of defense-related articles and services, which are listed in the United States Munitions List (USML) in accordance with the International Traffic in Arms Regulations (ITAR). Visit

https://www.pmddtc.state.gov/ddtc_public?id=ddtc_kb_article_page&sys_id=70757839db30d30044f9ff621f961992 for the latest USML updates.

 

Registrations for International Sales

Tenders Electronic Daily (TED)

Tenders Electronic Daily (TED) is an online portal that publishes around 520,000 public procurement notices per year, and assists economic operators with finding business opportunities throughout the European Union. For more information and to register for opportunities visit

https://ec.europa.eu/growth/single-market/public-procurement/e-procurement/tenders-electronic-daily_en.

Networking for International Sales

Global Chamber of Commerce

The Global Chamber of Commerce is a thriving community of professionals, mentors and innovative companies in North America, South America, Europe, Africa and Asia that are taking on the world of global business. The Chamber’s mission is to accelerate cross-border trade and investment in every region of the world by engaging top executives and leaders with warm connections and timely information to grow business, create success and change the world. Visit

https://www.globalchamber.org/ for more information.