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3 hours

This is session 3 of 4 in the Foreign Military Sales virtual 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.

Learning Objectives

  • After completing this course, you will be able to:
  • Recognize appropriations, legislation and regulations guiding FMS
  • Determine program eligibility for FMS both products and organizations
  • Develop sales strategies based on price and availability data
  • Creating and accepting Letter of Acceptance
  • Implement and execute FMS Case 
  • Determine cost, pricing and tax implications related to FMS
  • Determine financing and credits for FMS
  • Recognize ITAR and other regulations impacting FMS

 NOTE: On-Demand Virtual Course sessions are not eligible for CLE/CPE credits.
About Our Experts
  • Anthony J. Perfilio
    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.
    Mr. Perfilio 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.
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