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- The workshop is targeted at US aerospace and defense vendors needing to understand and/or are looking to penetrate the Indian market and also to those who are established and looking to be more successful in the market.
- The workshop is a practical and current guide to key issues, lessons learned and insights into major procurement processes, including offsets. It offers practical next steps for organizations who want to pursue the market.
- The presentation team has practical experience of dealing with the issues covered and is involved on a day-to-day basis working for an international client base.
TOPICS TO BE COVERED
- Part A: Introduction to India
- India in Context: Historical, Economic, and Social Factors
- Understanding India’s Business Culture
- Investing in India: Strategic Decision-Making
- Running Your Indian Operation: Human Issues you face on the ground
Part B: Working with the Indians
- Social Guidelines, Business Protocol, and Travel Tips
- Communication with India: Develop effective cross-cultural skills
- Language Skills, Meetings, and Negotiations
Part C: Overview of Indian Aerospace/Defense Sector
- Market overview
- Market Size
- Market Opportunities
Part D: Defense Procurement
- The Indian Military - an overview
- The Indian Ministry of Defense (MOD) how it works
- The Indian Administrative Service (IAS) why you must care
- “Defence Procurement Policy 2006” – DPP 2006
- Defense Budget Process
Part E: Introduction to Offsets
- What are Offsets?
- The Global Offset scene
- Indian Offsets
- Case Studies
- Offset Strategies
Part F: Doing Business in India
- The appointment of agents, brokers and representatives
- Handling Export Requirements (ITAR etc.)
- Partnerships/JVs
Part G: Working with Indian Organisations
- Public Sector Undertakings
- Doing Business with HAL/ Supply Chain
- Searching for Indian Suppliers and Capacity
- Lessons Learnt by American companies thus far
- Next Steps
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