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Offsets 2000 Case Studies

Our thanks go to the clients who gave their permission for us to outline briefly how we worked with them and what we ultimately achieved. To protect client confidentiality, in most instances company names have been omitted.

Submarine Rescue Systems

Offsets 2000 assisted in the development of an offset proposal and bid to the Republic of Korea for an innovative submarine rescue system. This led to the placement of the first export contract for a UK Company. Offsets 2000 also assisted during the contact negotiations concerning the offset requirement, and now are actively involved in managing the delivery of the offset.

“Offsets 2000 became involved at a critical time during our bid preparation and brought much needed experience on offset. Their services were vital in addressing the offset requirements, which contributed to the successful contract award. Offsets 2000 remain fully involved in the implementation and are an active member of the JFD project team.”
Alan Green
Commercial Manager
James Fisher Defence (rumic)

Kuwait

“We had taken a contract that had an offset obligation and it was my responsibility to see that the obligation was satisfied. At the time there was no formal offset policy established in our company and little offset expertise available. I sought advice from external sources both to deal with the specific offset obligation and also to develop a policy that could be implemented across the company.

My first contact with Roger (Offset 2000) was through attending a DMA-promoted seminar on offset. I was impressed with Roger’s “commercial” approach to offset (we considered the importance of the Sales & Marketing function in making “offset” decisions for example) and his broad experience of dealing with offset in several countries. Following this, I engaged Roger on a four-month project to help me decide on the investment vehicle to use, to help write a business plan and generally assist with the various correspondences and issues that arose.

Roger’s attention to my two main tasks was invaluable. Both the business plan for satisfying the offset obligation and the internal policy were delivered to the respective recipients in the timescales agreed with Roger at the outset.”
John Callaway
Programme Director
Chemring Defence UK – Prime Contracts
January 2008

Vehicles to Lithuania

Offsets 2000 assisted in the preparation of a bid to Lithuania for the supply of military vehicles. We played a key part in the development of the marketing strategy and the campaign planning. We worked alongside our clients in contract discussions with the Lithuanian government and the client won this competitive contract – it was their very first contract in Lithuania.

Reaching the Top of the Pyramid

Offsets 2000 played a pivotal role in a major contract from the Government of Egypt being awarded to a UK Company. Our role was to formulate the bid strategy, based around a method of payment using barter (Egyptian cotton). From this initial contract came a further contract valued at £5 million. Offsets 2000 has assisted this client further by spearheading the negotiation of a much larger repeat contract. Roger Bulgin’s achievements on this particular project resulted in him being made headline news in an issue of CTO Magazine. (See News page)

Field Hospitals to Norway

Offsets 2000 assisted with the sale of £20 million worth of military field hospitals to Norway. This entailed preparing the offset contract with the NDLO, identifying and assessing potential offset projects within Norwegian industry and organising an offset “Industry Day” in Oslo. Contract negotiation and project start up followed.

From the UK to Croatia

Offsets 2000 assisted in the development of the bid strategy and the writing of the tender for a UK Company for the supply of military respirators. This led directly to the company securing a £2 million contract in Croatia. Offsets 2000 developed the central tenet of the bid strategy, which was the formation of an industrial partnership with a Croatian Company. This not only enhanced customer lobbying, it also satisfied local work share requirements.