Core Competencies & Services to Our Clients    

Business Development: Successful business development in the international defense marketplace requires a multi-disciplinary approach. It begins with a comprehensive and accurate market assessment, and it requires understanding of the customer and its requirements, acquisition laws and regulations, and budgetary processes and limitations. It results in sales through the development and execution of a successful capture-management strategy. Ed Ross has a record of success in and out of government that results in successful sales agreements. EWRoss International advises its clients on the business development process, from market assessment to contract signing.

U.S. Government Relations: Good U.S. Government relations are essential for any company selling U.S. defense articles and services in the international marketplace. Ed Ross has 42-years collective U.S. military and civilian government experience. He was a leader in the national security and intelligence community interagency arenas. He maintains excellent relationships with current and former policy makers of both political parties. He also has extensive experience working with members and staff members of the U.S. Congress. EWRoss International advises its clients on how best to present themselves and interact with U.S. policy makers and legislators.

Negotiations Strategy: The key to successful negotiations is achieving collective advantage. Negotiating with foreign governments requires understanding their requirements and the political, military, economic, and cultural context within which they perceive their collective advantage. For US Defense Industries, it also requires conducting negotiations within the regulatory restrictions imposed by the export licensing process. Ed Ross has a record of successful negotiations with foreign governments around the world. EWRoss International helps its clients conduct successful negotiations with foreign governments.

National Security Policy: Bilateral defense relationships and the transfer of defense articles and services to foreign governments are instruments of US foreign policy. As such, they require appropriate coordination with the National Security Council, the Department of State, the Joint Staff, the Military Departments, and the Intelligence Community. Through four presidential administrations, Ed Ross was a forceful and persuasive advocate for strong defense partnerships and alliances, and for programs that supported them. In 2003 President George W. Bush recognized these efforts when he named Ed Ross Meritorious Senior Executive. EWRoss International provides its clients valuable insights into the interagency policy process.

Building Partnerships: Relationships with foreign defense and military leaders, based on trust, shared interests, and understanding is key to successful bilateral partnerships. Over the course of his military career and his career in the Office of The Under Secretary of Defense for Policy and the Defense Security Cooperation Agency (DSCA), Ed Ross developed close working relationships with foreign leaders around the world. He played a leading role in the opening of the US military and defense relationships with China in the mid 1980s. He was a principal interlocutor with the Taiwan Ministry of Defense for over twenty years. He played a vital role in the development of the defense relationship with India. He chaired 20 high-level security cooperation committees with countries in Europe, Asia, Latin America, and Africa, and he regularly participated as a principal in bilateral meetings chaired by the Secretary of Defense, Under, Assistant and Deputy Assistant Secretaries of Defense. EWRoss International provides its clients with unique insights into building partnerships with foreign defense and military leaders.

Foreign Military Sales (FMS): The US FMS system is unique among the world's suppliers of defense articles and services and is the acquisition method of choice by many countries. Ed Ross led, directed, and managed $240 Billion in FMS programs for 170 countries and international organizations. He was a leader and innovator in FMS reinvention and reengineering. He led, directed, and managed the FMS programs of long-standing and emerging friends and allies, including defense reform, C4ISR, train and equip, and programs in Iraq and Afghanistan. He was the architect of US arms sales to China (1984-1989) and Taiwan (1984-2007), and he played a leading role in opening of the US-India defense relationship (2001-2007). EWRoss International advises its clients on the FMS process, the US FMS community, and interaction with foreign governments that use the FMS system.

Direct Commercial Sales (DCS): Direct commercial sales of defense articles and services must involve a clear understanding of customer requirements and US Government foreign, national security, and technology transfer policies. Where a single US company is in competition with foreign governments and defense industries, it requires a partnership between the US Government and US defense industry. Ed Ross has a track record of success in these areas and in leading "team USA" in international weapon systems competitions. He developed innovative hybrid FMS/DCS sales programs, and he successfully advocated for US industry in competition with foreign defense industries. EWRoss International advises its clients on how to win direct commercial sales competitions.

Technology and Munitions Licensing: US Government technology and munitions licensing policies and procedures are complex and difficult to navigate. A single munitions list export license is coordinated through dozens of offices and committees in the Departments of State and Defense and other agencies. Ed Ross' twenty-three years of experience in navigating the US Government's regulatory processes plus leadership in sponsoring and winning approval for precedent-setting programs, such as Taiwan's Indigenous Defensive Fighter (IDF) and Early Warning Radar Programs, give us a unique understanding of the "system." EWRoss International provides its clients unique insight into the technology release and munitions licensing review and approval processes essential to responding fully to customer requirements.

US Military Assistance: Foreign Military Financing (FMF), Section 1206 funding, and other State and Defense Department authorities provide significant resources for eligible countries to meet their defense requirements. Ed Ross led, directed, and managed over $5 Billion in FMF, 1206, and other programs and developed the annual FMF and International Military Education and Training (IMET) budget justification submissions to Congress. EWRoss International provides our clients invaluable assistance in competing for or executing programs utilizing these resources

Special Projects: EWRoss International is available to participate in exercises, training programs, and other special projects.