WEBVTT 00:01.440 --> 00:03.607 So folks , thanks for joining us today 00:03.607 --> 00:05.718 on leadership blog which is a podcast 00:05.718 --> 00:07.940 for the Air Force Life cycle Management 00:07.940 --> 00:10.107 center community on topics of interest 00:10.107 --> 00:12.051 and the topic of interest today is 00:12.051 --> 00:14.273 learning what a command country manager 00:14.273 --> 00:16.440 does . So we've got three experts from 00:16.440 --> 00:18.551 the Air Force Security Assistance and 00:18.551 --> 00:20.273 Cooperation directorate asksac 00:20.273 --> 00:22.496 otherwise known . And so we're going to 00:22.496 --> 00:24.551 meet them to to get our conversation 00:24.551 --> 00:26.780 started and we will start with john 00:26.790 --> 00:28.901 introduce yourself . Give us a little 00:28.901 --> 00:31.012 your career background . Hi , my name 00:31.012 --> 00:33.068 is john Harrington . I'm the command 00:33.068 --> 00:35.068 country manager for Indonesia . Sri 00:35.068 --> 00:37.234 Lanka Bangladesh brunei . It's more or 00:37.234 --> 00:39.401 less day and a couple others . Um I've 00:39.401 --> 00:41.401 been doing this for about 2.5 years 00:41.401 --> 00:43.346 prior to that I did 24 years doing 00:43.346 --> 00:45.457 public affairs , 20 years active duty 00:45.457 --> 00:47.790 in the navy and four with the air force . 00:47.790 --> 00:49.623 Um when I decided I wanted a new 00:49.623 --> 00:51.734 challenge and change and uh came over 00:51.734 --> 00:53.957 to the half sack and I've loved it ever 00:53.957 --> 00:57.230 since . Sounds good . And mary hi my 00:57.230 --> 00:59.900 name is Mary lisa Coogler . I have been 00:59.900 --> 01:02.290 working at a half sack for a little 01:02.290 --> 01:05.930 over eight years . And um I 01:05.930 --> 01:08.150 have the South America countries . My 01:08.150 --> 01:11.080 main countries are Ecuador , um brazil 01:11.080 --> 01:13.210 and Argentina and few other countries 01:13.210 --> 01:16.510 in South America . And um before that I 01:16.510 --> 01:19.990 was in the acquisition world working a 01:20.000 --> 01:23.770 C . 17 program . I was also a a 01:23.780 --> 01:27.780 tag um in the cag 01:27.780 --> 01:30.910 at the agile combat wing . And I also 01:30.910 --> 01:33.077 worked at the T . Six program and then 01:33.077 --> 01:36.450 I moved over to hashtag cool . Thanks 01:36.450 --> 01:40.040 and welcome lieutenant . Hi 01:40.140 --> 01:42.362 my name is Lieutenant Lucas tongue . Ah 01:42.362 --> 01:44.418 This is actually my first assignment 01:44.418 --> 01:46.640 I've been working at abstract for about 01:46.640 --> 01:48.973 two years now , a little over two years . 01:48.973 --> 01:51.029 Ah And so I graduated from Air Force 01:51.029 --> 01:53.084 ROTC out of University of California 01:53.084 --> 01:55.520 Berkeley . And they assigned me as a 63 01:55.520 --> 01:58.040 acquisitions officer and then put me 01:58.040 --> 02:00.373 here at abstract as my first assignment . 02:00.373 --> 02:02.373 And so it's been really interesting 02:02.373 --> 02:02.140 because I definitely didn't expect to 02:02.140 --> 02:04.490 get a position like this granted I 02:04.500 --> 02:06.333 wasn't really expecting anything 02:06.333 --> 02:08.389 because I didn't know anything about 02:08.389 --> 02:10.611 anything . Um But it's been a it's been 02:10.611 --> 02:12.722 a really good experience so far . All 02:12.722 --> 02:14.889 right well thanks and again welcome to 02:14.889 --> 02:17.111 every everybody . Um So let's get right 02:17.111 --> 02:19.278 into the conversation . We're going to 02:19.278 --> 02:21.333 start off john can you explain to us 02:21.333 --> 02:23.333 what is a command country manager ? 02:24.140 --> 02:26.029 Okay . So in a nutshell a command 02:26.029 --> 02:28.251 country manager is a person who manages 02:28.251 --> 02:30.418 all U . S . Air Force foreign military 02:30.418 --> 02:32.640 sales for a particular partner nation . 02:32.640 --> 02:34.473 Um We coordinate with all levels 02:34.473 --> 02:36.196 including the Defense Security 02:36.196 --> 02:38.418 cooperation agency , uh Secretary , Air 02:38.418 --> 02:41.230 Force international Affairs . Um Oh DCs . 02:41.230 --> 02:43.330 The embassy's embassy personnel . We 02:43.330 --> 02:45.552 coordinate with all the various program 02:45.552 --> 02:47.780 offices . Um Anybody who's impacted by 02:47.780 --> 02:49.947 trying to provide a requirement to the 02:49.947 --> 02:52.058 partner nation . We facilitate all of 02:52.058 --> 02:55.480 it . Okay . Okay . Cool . Um So mary 02:55.480 --> 02:57.313 you mentioned that you've been a 02:57.313 --> 02:59.313 program manager before . Uh Can you 02:59.313 --> 03:01.536 tell us what's the difference between a 03:01.536 --> 03:03.440 program manager like a regular 03:03.440 --> 03:06.320 acquisition office and a command 03:06.320 --> 03:09.940 country manager ? Well when when I was 03:09.940 --> 03:12.540 a program manager over at the T six 03:12.540 --> 03:16.510 program um we were assigned 03:16.520 --> 03:18.640 we were assigned specific platforms . 03:18.640 --> 03:21.210 So I was in the T . Six platform and we 03:21.210 --> 03:23.450 have an I . P . T . With the program 03:23.450 --> 03:25.970 managers , Partners with either the 03:25.980 --> 03:28.650 engineers for development of a platform 03:28.840 --> 03:30.951 or a development of an item that will 03:30.951 --> 03:33.450 go on a U . S . Air Force aircraft . 03:33.460 --> 03:35.860 And then for sustainment we rely on our 03:35.870 --> 03:39.550 our logistics folks who help us 03:39.940 --> 03:43.060 to sustain the aircraft as things go 03:43.070 --> 03:46.180 out of production . Then we work with 03:46.180 --> 03:49.270 them to to design things for the 03:49.270 --> 03:52.440 aircraft . What a command country 03:52.440 --> 03:55.700 manager judge that asksac is we partner 03:55.700 --> 03:59.230 with everybody were more broad than a 03:59.230 --> 04:02.930 specific program office . We um we 04:02.940 --> 04:06.170 as john mentioned we we deal with the 04:06.180 --> 04:08.347 the security cooperation officers down 04:08.347 --> 04:11.900 at the at the embassies to development 04:11.910 --> 04:14.100 requirements for the program . If they 04:14.100 --> 04:16.520 want to buy a new platform or whatnot , 04:16.520 --> 04:19.700 then we go to the actual program 04:19.700 --> 04:23.600 offices too . Help develop a 04:23.710 --> 04:27.200 particular need for the the 04:27.210 --> 04:29.432 country . So if they're looking for a T 04:29.432 --> 04:31.432 six we'll go to the T . Six program 04:31.432 --> 04:33.654 office and work with the with the staff 04:33.654 --> 04:37.160 arms over there And um we are the 04:38.240 --> 04:41.760 the middleman and the 04:42.140 --> 04:46.010 um the person who helps go from a 04:46.020 --> 04:48.470 letter request to a letter of 04:48.470 --> 04:50.692 acceptance which is a contract with the 04:50.692 --> 04:52.914 Air Force . So there's a there's a very 04:52.914 --> 04:55.081 big difference there because of the of 04:55.081 --> 04:57.920 the LTD people that we work with here 04:57.920 --> 05:00.240 at Aztec were like more of a one man 05:00.240 --> 05:02.296 show and we have tentacles that goes 05:02.296 --> 05:04.462 out to everybody in a program office . 05:04.462 --> 05:07.000 You look at your I . P . T . Their team 05:07.190 --> 05:09.900 for their expertise . So we kind of 05:09.900 --> 05:12.770 rally , we're the ralliers for the 05:12.770 --> 05:16.260 partner nation . Okay . Alright . Uh 05:16.270 --> 05:18.381 Now lieutenant you said that this was 05:18.381 --> 05:21.340 your first assignment ? So um so you're 05:21.340 --> 05:23.850 kind of I guess one hand learning what 05:23.860 --> 05:26.720 a traditional acquisition looks like 05:26.730 --> 05:28.890 and but also serving as a country 05:28.890 --> 05:31.001 manager at the same time . How how is 05:31.001 --> 05:34.020 that process ? It's definitely been a 05:34.020 --> 05:36.076 whirlwind process . I think that the 05:36.076 --> 05:38.187 typical metaphor that people use when 05:38.187 --> 05:40.298 you start learning it's very firehose 05:40.298 --> 05:42.490 process of a lot of information . Um 05:42.500 --> 05:44.440 And so they had the Air Force had 05:44.440 --> 05:47.260 initially sent me to um fundamentals of 05:47.260 --> 05:49.660 acquisition management fam 104 . The 05:49.660 --> 05:51.604 basic like acquisitions management 05:51.604 --> 05:54.590 course , not really any of that applied 05:54.600 --> 05:56.600 to what we do at ASKSAC . So the 05:56.600 --> 05:58.656 typical like work processes are very 05:58.656 --> 06:00.544 different from standard things in 06:00.544 --> 06:02.767 normal program offices . Um And so that 06:02.767 --> 06:04.989 was a bit of a challenge sort of coming 06:04.989 --> 06:07.044 into the job not feeling like any of 06:07.044 --> 06:08.933 the sort of like preliminary like 06:08.933 --> 06:10.767 education that I had received on 06:10.767 --> 06:13.030 acquisitions was applicable . Um But it 06:13.030 --> 06:14.919 definitely has been a really good 06:14.919 --> 06:18.220 experience to get a sort of view from a 06:18.220 --> 06:19.942 top level of how all the other 06:19.942 --> 06:22.109 different program offices work . So as 06:22.109 --> 06:24.276 opposed to starting right out the gate 06:24.276 --> 06:26.387 in a single program office , I get to 06:26.387 --> 06:28.553 interact with whatever program offices 06:28.553 --> 06:30.664 are associated with the country teams 06:30.664 --> 06:32.831 that I work . So I'm the CCM for Italy 06:32.831 --> 06:34.887 in a support Norway as well . And so 06:34.887 --> 06:37.053 between all of the different different 06:37.053 --> 06:39.109 platforms that the two countries may 06:39.109 --> 06:41.331 have , I might get to interact with the 06:41.331 --> 06:43.442 7 30 office , the MQ nine office F 16 06:43.442 --> 06:46.370 office F 22 et cetera . So it 06:46.370 --> 06:49.090 definitely doesn't feel like I get a 06:49.090 --> 06:51.201 lot of very focused proficiency but I 06:51.201 --> 06:53.257 get a broad view of how a lot of the 06:53.257 --> 06:55.479 different program offices operate . Mhm 06:55.479 --> 06:57.479 And and how have you , how have you 06:57.479 --> 07:00.410 kind of um looked to see satisfy that 07:00.410 --> 07:03.310 training requirement , Have you uh just 07:03.310 --> 07:05.560 sought out mentors or kind of done a 07:05.560 --> 07:08.650 lot of O . J . T . I think a big part 07:08.650 --> 07:11.220 of the job is O . J . T . So part of 07:11.220 --> 07:13.390 the challenge of starting at this job 07:13.390 --> 07:15.390 as my first assignment and my first 07:15.390 --> 07:17.860 duty station in the Air Force was I was 07:17.860 --> 07:19.916 initially trying to get spun up with 07:19.916 --> 07:22.082 all the things I needed to get started 07:22.082 --> 07:24.249 at knapsack while also waiting for all 07:24.249 --> 07:26.360 of my accesses for things I needed to 07:26.360 --> 07:28.471 start in the Air Force as well . So I 07:28.471 --> 07:30.249 think I spent my first month at 07:30.249 --> 07:32.304 abstract just sort of sitting around 07:32.304 --> 07:34.360 reading through all the manuals . Um 07:34.360 --> 07:36.249 And so there's this huge security 07:36.249 --> 07:38.471 assistance manual . The green book that 07:38.471 --> 07:40.582 we referred to it by . I had the time 07:40.582 --> 07:40.530 to literally read it cover to cover . 07:40.540 --> 07:42.720 Uh None of it really made any sense . 07:42.980 --> 07:45.147 That was that didn't compare to like a 07:45.147 --> 07:47.510 week of working on the job with another 07:47.620 --> 07:49.787 coworker of mine . So I think a lot of 07:49.787 --> 07:52.009 it really is on the job training . It's 07:52.009 --> 07:54.810 very um varied as far as the issues 07:54.810 --> 07:57.143 that we encounter on a day to day basis . 07:57.143 --> 07:59.199 Which makes it exciting because it's 07:59.199 --> 08:01.532 kind of different problems all the time . 08:01.532 --> 08:03.532 Um So definitely working on the job 08:03.532 --> 08:06.970 with mentors . Big part one thing that 08:06.980 --> 08:08.830 one that one thing to add to the 08:08.840 --> 08:11.230 gentleman is that it is so unique that 08:11.240 --> 08:13.296 we actually have a new congressional 08:13.296 --> 08:15.407 mandated requirement for training for 08:15.407 --> 08:17.660 us . Besides the normal D . A Wi a 08:17.670 --> 08:19.892 training for acquisitions . We now have 08:19.892 --> 08:22.059 to do security cooperation , workforce 08:22.059 --> 08:24.226 development training . So we're that's 08:24.226 --> 08:26.337 one of the ways that we get spun up . 08:26.337 --> 08:28.503 Um I wish we had had it a couple years 08:28.503 --> 08:27.990 ago when I first started because it's 08:27.990 --> 08:29.712 actually very very good . I've 08:29.712 --> 08:31.768 completed basic and in the middle of 08:31.768 --> 08:33.768 intermediate now and it's very very 08:33.768 --> 08:33.240 good sir . If you haven't already 08:33.240 --> 08:35.296 signed up for those , I would highly 08:35.296 --> 08:37.462 encourage you to do that . Um So it is 08:37.462 --> 08:39.518 so unique that we have two different 08:39.518 --> 08:41.684 certifications that we have to have in 08:41.684 --> 08:43.907 order to do this job . Okay . Alright . 08:43.907 --> 08:46.129 And so let's , let's get into that kind 08:46.129 --> 08:48.351 of unique aspect of it . Mary mentioned 08:48.351 --> 08:50.684 it and the lieutenant mentioned as well , 08:50.684 --> 08:52.907 john and if you could just address this 08:52.907 --> 08:54.962 holistic approach . Okay , So like a 08:54.962 --> 08:54.690 lot of times in program offices , 08:54.690 --> 08:56.523 you're working on one particular 08:56.523 --> 08:58.634 program and you're kind of focused in 08:58.634 --> 09:01.020 on that thing . Okay . Where asksac is 09:01.020 --> 09:04.350 a more broad , more overview . So , so 09:04.350 --> 09:06.572 talk to us a little bit about that kind 09:06.572 --> 09:08.683 of this holistic approach to , to the 09:08.683 --> 09:08.160 system . 09:11.780 --> 09:15.740 It is extremely relationship based . I 09:15.740 --> 09:17.684 mean as CCM you know , we've got a 09:17.684 --> 09:19.851 first Lieutenant and I'm a GS 12 . I'm 09:19.851 --> 09:22.018 not sure what mary is . We're not high 09:22.018 --> 09:24.018 ranking people we have no authority 09:24.018 --> 09:25.684 over pretty much anybody . So 09:25.684 --> 09:27.629 everything you get accomplished is 09:27.629 --> 09:29.851 purely because of the relationship that 09:29.851 --> 09:31.851 you build and everyone's focused on 09:31.851 --> 09:33.907 getting the mission completed . So , 09:33.907 --> 09:36.129 and , and the things we do . So we work 09:36.129 --> 09:35.860 with program offices . We work with the 09:35.860 --> 09:38.193 country . We work with , you know , the , 09:38.193 --> 09:40.249 the DSC A and sapphire because there 09:40.249 --> 09:42.249 are rules , policies requirements . 09:42.249 --> 09:44.840 Every country is different in regards 09:44.840 --> 09:47.007 to how they receive their materials to 09:47.007 --> 09:49.118 how do they pay for their materials ? 09:49.118 --> 09:51.451 Um We've got different kinds of funding . 09:51.451 --> 09:53.618 We've got section 333 cases , which is 09:53.618 --> 09:55.562 where the US government provides a 09:55.562 --> 09:57.618 service of material . The country we 09:57.618 --> 09:59.340 have FMF , which is where it's 09:59.340 --> 10:01.284 basically like we give them a gift 10:01.284 --> 10:03.396 certificate for an analogy , here's a 10:03.396 --> 10:03.100 certain amount of money , you determine 10:03.100 --> 10:05.322 what you want to use it on and then you 10:05.322 --> 10:07.489 have FMS where they use their national 10:07.489 --> 10:09.767 funds to procure what they're required . 10:09.767 --> 10:11.656 What they're asking for all those 10:11.656 --> 10:13.656 things have different processes and 10:13.656 --> 10:15.878 have different procedures in them . And 10:15.878 --> 10:15.320 and sir , if you haven't heard the term , 10:15.330 --> 10:17.790 it depends yet . You will because 10:17.800 --> 10:20.022 regardless of what the SAM says or what 10:20.022 --> 10:22.244 happened on a prior case , every single 10:22.244 --> 10:24.411 situation is different . And it's , it 10:24.411 --> 10:26.530 comes down to us primarily to figure 10:26.530 --> 10:29.740 out how to get around those challenges 10:29.750 --> 10:31.861 so that ultimately we can award these 10:31.861 --> 10:33.972 always within the time prescribed and 10:33.972 --> 10:35.639 get the partner nation to the 10:35.639 --> 10:37.750 requirements they need when they need 10:37.750 --> 10:39.972 them . If I can pick it back on what he 10:39.972 --> 10:43.910 said . We also are we we do a lot of 10:43.920 --> 10:46.600 um and help with the country like for 10:46.600 --> 10:48.770 repair and returns , where we have to 10:48.770 --> 10:50.714 rely on other folks for repair and 10:50.714 --> 10:53.290 return . We have to drop requisitions 10:53.290 --> 10:56.230 for countries depending on how , how 10:56.240 --> 10:58.490 developed the country is in there in 10:58.490 --> 11:01.480 there , um in the way of doing business . 11:01.480 --> 11:03.369 You know , some people don't have 11:03.369 --> 11:05.424 internet , some people don't have so 11:05.424 --> 11:07.536 each each country is , is very unique 11:07.536 --> 11:10.840 in the fact that we the CCM's do 11:10.840 --> 11:14.450 everything for them and and it's it's 11:14.460 --> 11:17.240 we also have what we call the the flow 11:17.240 --> 11:19.430 offices , foreign liaison offices here 11:19.440 --> 11:22.100 were responsible for making sure that 11:22.100 --> 11:24.322 they're here on the on the case so they 11:24.322 --> 11:27.080 can stay here in the country . We , you 11:27.080 --> 11:29.413 know , we do all the paperwork for that . 11:29.413 --> 11:32.180 So not only do we provide goods and 11:32.180 --> 11:34.260 services for the country but we are 11:34.340 --> 11:37.040 their as their their mentors when they 11:37.040 --> 11:39.262 get here and we work closely with those 11:39.262 --> 11:41.560 those foreign liaison officers who are 11:41.560 --> 11:43.782 here at wright patt or at another , you 11:43.782 --> 11:46.150 know , base to make sure that they are 11:46.160 --> 11:48.382 getting what they need as well and they 11:48.382 --> 11:50.604 can communicate back , communicate back 11:50.604 --> 11:52.827 to their embassies or their countries . 11:52.827 --> 11:55.120 So we're the help if you will . So it 11:55.120 --> 11:58.890 is very unique to for every country 11:58.900 --> 12:00.956 on how it works and just to add some 12:00.956 --> 12:03.178 detail to that when you look at we have 12:03.178 --> 12:05.511 different types of cases , right system , 12:05.511 --> 12:07.622 aircraft sales and sustainment things 12:07.622 --> 12:09.789 like that . Some of these cases , each 12:09.789 --> 12:12.011 thing has line item Asana and each line 12:12.011 --> 12:14.067 provides for a particular service or 12:14.067 --> 12:16.289 material or something like that . We're 12:16.289 --> 12:18.511 gonna have to coordinate and manage all 12:18.511 --> 12:20.733 that sustain all that . So not only are 12:20.733 --> 12:19.920 you working on the new stuff , you're 12:19.920 --> 12:22.320 working on closing out old lines that 12:22.320 --> 12:24.653 have been used . You're looking at okay , 12:24.653 --> 12:26.820 what's gonna be coming up and expiring 12:26.820 --> 12:28.764 soon , does the program office and 12:28.764 --> 12:31.098 country need those services to continue ? 12:31.098 --> 12:30.760 We need to work to get L . O . R . From 12:30.760 --> 12:32.871 country to ask us to to do that . How 12:32.871 --> 12:35.040 much is it gonna cost ? Um so it's a 12:35.040 --> 12:37.040 nonstop process and especially with 12:37.040 --> 12:39.151 those with multiple countries now you 12:39.151 --> 12:41.151 have competing priorities . So it's 12:41.151 --> 12:43.318 it's it's definitely juggling a lot at 12:43.318 --> 12:45.429 once and really relying on the entire 12:45.429 --> 12:47.540 team including one another because as 12:47.540 --> 12:49.762 you know , Darryl coming from the A . I 12:49.762 --> 12:51.873 need nothing coming here if it wasn't 12:51.873 --> 12:53.984 for people like mary and scott Landon 12:53.984 --> 12:55.929 some other CCM's who I just pinned 12:55.929 --> 12:58.151 repeatedly with question after question 12:58.151 --> 12:57.810 after question . I I wouldn't know what 12:57.810 --> 12:59.921 I'm doing right now . So everybody is 12:59.921 --> 13:03.250 very much a team effort . Mhm . Okay . 13:03.640 --> 13:07.610 Um and and lieutenant if you could talk 13:07.610 --> 13:11.200 a little bit about kind of 13:11.200 --> 13:13.690 what what the role is in the whole 13:13.690 --> 13:17.370 acquisitions process . Sure . So 13:17.370 --> 13:19.710 the command country manager or CCM for 13:19.710 --> 13:21.890 short essentially is the focus point 13:21.890 --> 13:24.680 between the foreign partner and the 13:24.680 --> 13:26.640 program offices . So in the 13:26.640 --> 13:30.320 acquisitions process there is the first 13:30.320 --> 13:32.153 step of it really is the foreign 13:32.153 --> 13:34.320 partner submitting a letter of request 13:34.320 --> 13:36.153 for some good or service is that 13:36.153 --> 13:38.376 they're looking to acquire . And so the 13:38.376 --> 13:40.542 CCM team at knapsack will process that 13:40.542 --> 13:42.709 and one make sure that it's actionable 13:42.709 --> 13:44.542 that the items are releasable to 13:44.542 --> 13:46.598 foreign partners and get all of that 13:46.598 --> 13:48.653 ready . And so that's the first step 13:48.653 --> 13:50.709 before you know , the program office 13:50.709 --> 13:52.931 even can start any work on what they're 13:52.931 --> 13:55.042 doing . So as for like a prototypical 13:55.042 --> 13:57.098 example for let's say like Norway is 13:57.098 --> 13:59.320 trying to buy a C130 aircraft . So they 13:59.320 --> 14:01.431 will submit a letter of request to us 14:01.431 --> 14:03.653 at a sack and we'll process that . Look 14:03.653 --> 14:05.764 over the requirements . Make sure all 14:05.764 --> 14:05.190 the waivers and congressional 14:05.190 --> 14:07.134 notification and all of the case . 14:07.134 --> 14:09.468 Administration side of that is in check . 14:09.468 --> 14:11.690 Ah And so we'll process that gather the 14:11.690 --> 14:13.746 data from the program office to make 14:13.746 --> 14:15.579 sure that we can put the pricing 14:15.579 --> 14:17.746 forward to a point where eventually we 14:17.746 --> 14:19.412 provide a letter of offer and 14:19.412 --> 14:21.523 acceptance to the foreign partner And 14:21.523 --> 14:21.160 that will include things like saying 14:21.160 --> 14:23.382 here is what you're requesting . Here's 14:23.382 --> 14:25.438 how much it's going to cost . Here's 14:25.438 --> 14:27.438 how much of the equipment breakdown 14:27.438 --> 14:29.250 line by line . Once the foreign 14:29.250 --> 14:31.250 partners accepts and signs that and 14:31.250 --> 14:33.472 returns it to us , then we can use that 14:33.472 --> 14:35.583 to give to the program office so they 14:35.583 --> 14:37.750 can start their work . And that's when 14:37.750 --> 14:39.972 the acquisitions process on the U . S . 14:39.972 --> 14:39.950 Government side for them to begin 14:40.070 --> 14:42.014 development of the actual aircraft 14:42.014 --> 14:44.181 begins . Ah And so it sort of provides 14:44.181 --> 14:46.126 a sort of top level administrative 14:46.126 --> 14:48.181 cover to sort of help and facilitate 14:48.181 --> 14:50.014 that request from former partner 14:50.014 --> 14:52.126 wanting a piece of equipment to allow 14:52.126 --> 14:53.903 the the US government office to 14:53.903 --> 14:56.126 actually start working on them . Okay , 14:56.280 --> 14:58.447 now you mentioned line by line so that 14:58.447 --> 15:00.669 goes back to what john was just talking 15:00.669 --> 15:02.947 about right where you're looking at um , 15:02.947 --> 15:05.058 they want to buy an aircraft but it's 15:05.058 --> 15:04.950 not just an aircraft . They also need 15:04.950 --> 15:07.300 spare parts . They also need training 15:07.300 --> 15:09.411 systems . They need maybe training on 15:09.411 --> 15:11.244 how to fly the thing , they need 15:11.244 --> 15:13.440 training on how to fix it , all of 15:13.440 --> 15:15.273 those things as well , correct , 15:15.940 --> 15:18.107 correct . And that's that's a big part 15:18.107 --> 15:20.770 of FMS and how that differs from direct 15:20.770 --> 15:22.920 commercial sale . So in theory , 15:22.930 --> 15:25.041 foreign partners also have the option 15:25.041 --> 15:27.660 to buy from the manufacturer directly . 15:28.250 --> 15:30.680 However , they don't benefit from the U . 15:30.680 --> 15:32.902 S . Government support of that effort , 15:33.140 --> 15:35.251 which includes things like training . 15:35.251 --> 15:37.251 And the whole sort of total package 15:37.251 --> 15:39.473 approach is what we call it typically . 15:39.473 --> 15:41.362 Um and so that's that's where the 15:41.362 --> 15:43.584 foreign partner can get that benefit by 15:43.584 --> 15:43.080 buying through the U . S . Government 15:43.080 --> 15:45.080 as opposed from the vendor directly 15:45.080 --> 15:47.413 because we take that into consideration , 15:47.413 --> 15:49.580 things like training um in addition to 15:49.580 --> 15:51.413 some assets and parts being only 15:51.413 --> 15:53.636 releasable by the government because of 15:53.636 --> 15:55.858 security reasons . Um but yes , so that 15:55.858 --> 15:57.969 we also factor that in as well as the 15:57.969 --> 16:00.024 total package approach , um and that 16:00.024 --> 16:02.136 requires additional coordination , so 16:02.136 --> 16:04.247 we may have to try to reach out to us 16:04.247 --> 16:06.302 at the Air Force Security Assistance 16:06.302 --> 16:08.191 and training directorate , um and 16:08.191 --> 16:10.413 that's just another element of the many 16:10.413 --> 16:12.636 different things that we sort of juggle 16:12.636 --> 16:14.691 and coordinate on at the CCM level . 16:14.840 --> 16:17.062 Okay , so this is saying is correct and 16:17.062 --> 16:19.229 that the that the SAM dictates that we 16:19.229 --> 16:21.451 have to use total package approach , so 16:21.451 --> 16:23.451 we would have to get a deviation to 16:23.451 --> 16:25.562 move away from that and that's that's 16:25.562 --> 16:27.340 often a topic conversation with 16:27.340 --> 16:26.930 countries because they look at D . C . 16:26.930 --> 16:29.152 S and the and the price is invariably a 16:29.152 --> 16:31.319 lot cheaper because it doesn't include 16:31.319 --> 16:33.430 all those sorts of things . So that's 16:33.430 --> 16:33.390 upon us and Dsc and Sofia to 16:33.390 --> 16:35.223 communicate to them exactly what 16:35.223 --> 16:37.223 they're getting . Um And also , you 16:37.223 --> 16:36.950 know with the U . S . Government , we 16:36.950 --> 16:39.117 have intense buying power just because 16:39.117 --> 16:41.117 we buy so much of these things , so 16:41.117 --> 16:44.010 economy of scale and the like . Right ? 16:44.020 --> 16:46.410 Um Yeah , and I mean we should probably 16:46.420 --> 16:49.030 talk a little bit about that , just the 16:49.030 --> 16:52.620 funding of things . So uh sac 16:52.630 --> 16:54.908 operates at no expense to to the U . S . 16:54.908 --> 16:58.610 Taxpayer , is that correct ? So I 16:58.610 --> 17:01.310 mean , all of all of your actions are 17:01.310 --> 17:04.530 funded by by the country's via a 17:04.530 --> 17:08.430 surcharge . That's on the case , right ? 17:08.430 --> 17:10.430 You have admin funded personnel and 17:10.430 --> 17:12.541 then you have case funded personnel . 17:12.541 --> 17:14.597 Admin funded are people who are paid 17:14.597 --> 17:16.652 from that surcharge , you're talking 17:16.652 --> 17:18.708 about case funded is the country can 17:18.708 --> 17:18.480 there's sustainable level of service 17:18.480 --> 17:20.591 that we can provide with the manpower 17:20.591 --> 17:22.536 that we have . They can opt to pay 17:22.536 --> 17:24.369 additional fees and funds to get 17:24.369 --> 17:26.591 additional positions and those would be 17:26.591 --> 17:28.647 case funded . Those peoples salaries 17:28.647 --> 17:30.980 would be tied directly to a case . Yeah . 17:30.980 --> 17:33.147 Okay . But I mean , ultimately this is 17:33.147 --> 17:35.258 a service that we provide for the for 17:35.258 --> 17:37.369 the countries , but the country's pay 17:37.369 --> 17:39.424 for this service . That is correct . 17:40.140 --> 17:43.130 Yeah . Well we we have fmf , we have F . 17:43.130 --> 17:46.350 M . S and we have what he calls the 333 , 17:46.360 --> 17:49.430 I'm very lucky that that my country's 17:49.440 --> 17:52.950 um fund their own , their own 17:53.260 --> 17:56.930 cases . Um So that's another unique 17:56.930 --> 17:58.763 thing is that we have to take an 17:58.763 --> 18:02.560 account the country's financial status . 18:03.040 --> 18:06.650 So we monitor that and we help 18:06.650 --> 18:10.570 them to to um if they say I only want 18:10.570 --> 18:12.792 to spend this amount of money , we only 18:12.792 --> 18:14.959 spend this amount of money and then as 18:14.959 --> 18:17.110 those cases develop or move along in 18:17.110 --> 18:19.910 the process , we , we they can add 18:19.910 --> 18:22.240 money to the case . Um We have what we 18:22.240 --> 18:24.462 call unique payment schedules . If they 18:24.462 --> 18:26.629 just , certainly if they want to say , 18:26.629 --> 18:28.980 hey , you know , I I need this now , 18:28.990 --> 18:31.840 can we stretch it out um for so many 18:31.840 --> 18:34.150 years so they can get more bang for 18:34.150 --> 18:37.770 their buck . So I think that with , 18:38.940 --> 18:42.210 with how we the CCM 18:42.370 --> 18:46.170 is try to money , we have to keep the 18:46.170 --> 18:49.880 country in mind and and so we get , we 18:49.880 --> 18:52.280 work with the program offices to to 18:52.280 --> 18:56.180 make sure they're getting um the uh 18:56.190 --> 18:59.710 the cost um at a fair and reasonable 18:59.860 --> 19:03.550 fair and reasonable cost , which we , 19:04.240 --> 19:06.407 when we go out say for instance , they 19:06.407 --> 19:08.351 want to buy something that's not a 19:08.351 --> 19:10.462 unique um to the Air Force . So we go 19:10.462 --> 19:13.090 out to what we call a bid board and we 19:13.090 --> 19:15.840 asked for um for the country , you know , 19:15.840 --> 19:18.000 we asked for the country , hey , can 19:18.000 --> 19:20.000 you , can somebody make this part . 19:20.340 --> 19:23.870 Alright , and then the 19:23.880 --> 19:25.824 asset community , we call the pros 19:25.824 --> 19:29.490 office , they will um get a 19:29.490 --> 19:32.650 bid on things and they only will accept 19:32.650 --> 19:35.550 a fair and reasonable cost . So we also 19:35.550 --> 19:37.772 asked the country , hey this is what we 19:37.772 --> 19:39.828 have for you , this is how long it's 19:39.828 --> 19:41.939 going to be to , to , to get and this 19:41.939 --> 19:43.994 is you know how much it's gonna cost 19:43.994 --> 19:46.161 and they , the country has the ability 19:46.161 --> 19:48.770 to say yea or nay , so that is a 19:48.780 --> 19:50.947 wonderful thing about that is that the 19:50.947 --> 19:53.030 country determines whether they want 19:53.080 --> 19:56.180 the item at that cost . So that's a 19:56.180 --> 19:58.347 good thing . So we always keep that in 19:58.347 --> 20:01.550 mind um money for them . Mhm 20:02.440 --> 20:05.670 uh so ultimately , you know , the whole 20:05.670 --> 20:07.837 idea of foreign military sales is that 20:07.837 --> 20:09.837 it it helps the air force okay , it 20:09.837 --> 20:12.003 promotes global stability alright , it 20:12.003 --> 20:14.059 makes us stronger through the use of 20:14.059 --> 20:16.560 our inter inter operable partners , you 20:16.560 --> 20:20.120 know . Um so from a 20:20.120 --> 20:22.453 personal fulfillment kind of standpoint , 20:22.453 --> 20:24.342 what what do you find is the most 20:24.342 --> 20:26.453 interesting part of being involved in 20:26.453 --> 20:29.060 this process ? Where are maybe even an 20:29.060 --> 20:31.650 example of something that you feel like ? 20:31.660 --> 20:33.882 Well we really , we really advanced the 20:33.882 --> 20:36.104 ball in this instance or we really kind 20:36.104 --> 20:39.040 of overcame a hurdle . Um so kind of 20:39.040 --> 20:41.840 give us an example of that and Jonathan 20:41.840 --> 20:43.173 gonna go to you first . 20:46.140 --> 20:48.730 Okay , so my computer is a little bit 20:48.730 --> 20:50.786 wonky so it's telling me he wants to 20:50.786 --> 20:52.952 shut down windows and I'm not gonna do 20:52.952 --> 20:52.940 that right now , so I only have heard 20:52.940 --> 20:55.051 what you said but I think you're onto 20:55.051 --> 20:57.273 the part of what's the most interesting 20:57.273 --> 21:00.150 part about being A CCM . So for me one 21:00.150 --> 21:02.980 of his worldwide visibility um and you 21:02.980 --> 21:05.091 don't consistency your knapsack which 21:05.091 --> 21:07.147 you're at home and you listen to the 21:07.147 --> 21:09.202 news and you hear about some sort of 21:09.202 --> 21:11.202 international deal with the U . S . 21:11.202 --> 21:11.130 Government has reached a deal with a 21:11.130 --> 21:13.352 foreign nation to sell them airplanes . 21:13.620 --> 21:15.731 That's somebody I work with . There's 21:15.731 --> 21:17.898 somebody in that building who did that 21:17.898 --> 21:20.120 and that's amazing to me , I don't care 21:20.120 --> 21:22.231 if anybody else knows it but I mean I 21:22.231 --> 21:24.342 know what went into that headline and 21:24.740 --> 21:26.962 and you know from from working together 21:26.962 --> 21:28.910 that I'm very operationally driven 21:28.920 --> 21:30.920 there . You know I have a very long 21:30.920 --> 21:33.087 history of working for our country . I 21:33.087 --> 21:35.253 love our country , I feel this sort of 21:35.253 --> 21:37.364 services is the best thing I could do 21:37.364 --> 21:39.587 with my life . And so it's great to see 21:39.587 --> 21:42.090 that um and you see it the daily impact 21:42.090 --> 21:43.923 on what we do from the different 21:43.923 --> 21:45.757 materials that we get from these 21:45.757 --> 21:47.923 nations so they can fly their jets and 21:47.923 --> 21:49.979 not only just their self defense but 21:49.979 --> 21:52.146 the interoperability . So now they can 21:52.146 --> 21:54.312 interact with us , we work as partners 21:54.312 --> 21:56.257 in these different A . O . R . S . 21:56.257 --> 21:58.368 Protecting maritime security all that 21:58.368 --> 22:00.312 right . Um so it's it's incredibly 22:00.312 --> 22:02.930 important worked in my mind and I love 22:02.930 --> 22:05.990 it for that regardless of the very very 22:05.990 --> 22:08.212 intense challenges we have time to time 22:08.340 --> 22:10.562 but the payoff is worth it because what 22:10.562 --> 22:12.784 we do matters and I know that every day 22:12.940 --> 22:15.350 yeah lieutenant let's go to you next . 22:16.540 --> 22:18.680 Yeah it's it's definitely very 22:18.680 --> 22:20.569 satisfying having this as a first 22:20.569 --> 22:22.624 assignment , getting to see the like 22:22.624 --> 22:24.791 global impact really that a lot of the 22:24.791 --> 22:26.902 work has um like I mentioned before , 22:26.902 --> 22:29.013 like I work with Italy and Norway and 22:29.013 --> 22:31.069 so one of the things that I've heard 22:31.069 --> 22:33.291 from like talks with my counterparts in 22:33.291 --> 22:35.291 Norway is you know , they're pretty 22:35.291 --> 22:37.347 close to one of our rivals Russia up 22:37.347 --> 22:39.569 over the in in the area up there and so 22:39.569 --> 22:41.970 a lot of that is sort of ensuring that 22:41.970 --> 22:44.081 our partner nations have the tools to 22:44.081 --> 22:46.248 defend themselves and our other allies 22:46.248 --> 22:48.081 in that region . And so it feels 22:48.081 --> 22:50.081 immensely satisfying to have even a 22:50.081 --> 22:52.248 small part in providing for items that 22:52.248 --> 22:54.470 enhance global security and build those 22:54.470 --> 22:56.470 international partnerships a lot of 22:56.470 --> 22:58.630 times . The CCM is the focal point of 22:58.630 --> 23:00.741 the U . S . Government . A lot of the 23:00.741 --> 23:02.741 folks that work in foreign military 23:02.741 --> 23:04.797 sales with our partner nations , the 23:04.797 --> 23:07.019 first person that they talked to on the 23:07.019 --> 23:09.074 U . S . Government side is us um you 23:09.074 --> 23:08.380 know , granted to coordinate with other 23:08.380 --> 23:10.324 folks and other U . S . Government 23:10.324 --> 23:12.269 actors but as far as acquiring the 23:12.269 --> 23:14.380 materials and services that they need 23:14.380 --> 23:16.491 their go to person as us and it feels 23:16.491 --> 23:18.658 immensely satisfying you know that the 23:18.658 --> 23:20.769 U . S . Air force would put the trust 23:20.769 --> 23:22.991 in us to be that sort of focal point to 23:22.991 --> 23:22.930 interact with our foreign partners and 23:22.930 --> 23:25.030 facilitate not just the foreign 23:25.030 --> 23:26.863 military sales aspect , the case 23:26.863 --> 23:29.030 administration aspect but also like an 23:29.030 --> 23:31.252 element of diplomacy as well because we 23:31.252 --> 23:33.363 are the ones that are interacting day 23:33.363 --> 23:32.910 in and day out with a lot of our 23:32.910 --> 23:35.077 foreign partners . Um and I think that 23:35.077 --> 23:37.188 kind of relationship building as john 23:37.188 --> 23:39.243 mentioned earlier is also one of the 23:39.243 --> 23:41.354 really satisfying parts about working 23:41.354 --> 23:43.577 in this job . Yeah and mary what do you 23:43.577 --> 23:45.970 say ? Well from for me I'm very blessed 23:45.970 --> 23:49.140 to have two foreign liaison offices 23:49.140 --> 23:52.000 here at Wright Patterson and so what's 23:52.000 --> 23:53.850 satisfying to me is that the 23:53.850 --> 23:56.360 relationships you build here 23:57.540 --> 23:59.596 overflows into the relationships you 23:59.596 --> 24:02.710 have with Ministry of Defense's general 24:02.710 --> 24:04.890 officers at the higher level in these 24:04.890 --> 24:07.910 countries and I you know it is a 24:07.910 --> 24:11.040 blessing or it's it's just wonderful 24:11.040 --> 24:13.151 that the Ministry of Defense can pick 24:13.151 --> 24:15.318 up the phone and call you or a general 24:15.318 --> 24:17.484 officer can pick up the phone and call 24:17.484 --> 24:19.651 you from another country . They have a 24:19.651 --> 24:21.707 lot of trust , trust and faith in us 24:21.707 --> 24:23.651 that we can provide them the right 24:23.651 --> 24:27.130 answers . And if we we we I never say 24:27.130 --> 24:29.420 no , I always say let me work my magic 24:29.430 --> 24:31.610 and they you know , can you work your 24:31.610 --> 24:34.240 magic . It's just very satisfying . 24:34.240 --> 24:36.990 It's very unique in the fact that we do 24:36.990 --> 24:40.170 have an impact on their day to day , 24:40.940 --> 24:44.550 you know work and that they trust us 24:45.340 --> 24:48.850 for that type of of action so and the 24:48.850 --> 24:51.480 culture , you know going over there and 24:51.490 --> 24:54.010 and learning new cultures and and being 24:54.010 --> 24:56.560 a part of that is just the most 24:56.570 --> 24:59.940 satisfying thing and that we have and 24:59.940 --> 25:03.140 then Ash that community is so so 25:03.150 --> 25:06.250 helpful in helping each other out to 25:06.260 --> 25:08.316 explore other countries and do other 25:08.316 --> 25:10.316 things . So we have that ability to 25:10.316 --> 25:12.580 spread our wings if anybody ever needs 25:12.580 --> 25:14.747 help , they'll come to us , you know , 25:14.747 --> 25:16.747 so that's awesome . That's that's a 25:16.747 --> 25:19.710 unique experience for me . So I think 25:19.710 --> 25:21.932 we're just about to the end of our time 25:21.932 --> 25:23.988 but before we close , I just want to 25:23.988 --> 25:26.099 give you guys all in opportunities or 25:26.099 --> 25:28.154 anything that that we forgot to talk 25:28.154 --> 25:27.990 about or anything that you'd like to 25:28.000 --> 25:30.530 add or reiterate um and then we'll go 25:30.530 --> 25:32.530 around , we'll start back with mary 25:32.530 --> 25:36.430 this time . Well I think that what a 25:36.430 --> 25:40.140 lot of folks don't understand for a CCM 25:40.150 --> 25:43.610 aspect is that you go to acquisition 25:43.620 --> 25:46.290 and you come to FMS , throw everything 25:46.290 --> 25:48.234 out the window that you learned in 25:48.234 --> 25:50.960 acquisition and start fresh here 25:50.960 --> 25:54.040 because it's something great to have 25:54.040 --> 25:56.096 under your belt . If you ever get to 25:56.096 --> 25:59.030 abstract , it's it's totally new but 25:59.030 --> 26:01.410 once you learn it you can go back to 26:01.410 --> 26:03.354 the acquisition world and have the 26:03.354 --> 26:06.910 ability to to to build that gap between 26:06.920 --> 26:10.720 um asksAC and the acquisition world 26:10.730 --> 26:13.090 program offices because I think a lot 26:13.090 --> 26:17.070 of us um the more connections you 26:17.070 --> 26:19.460 have with area B you know , the 26:19.460 --> 26:23.450 acquisition world and FMS you'll find 26:23.450 --> 26:26.480 that the relationships are wonderful 26:26.490 --> 26:28.660 and you can build along those because 26:29.340 --> 26:32.840 like Lieutenant said , he was thrown 26:32.840 --> 26:35.200 into something that we had classes on 26:35.210 --> 26:37.377 and it didn't pertain to FMS . So it's 26:37.377 --> 26:39.450 a whole new world , it's bright and 26:39.450 --> 26:42.440 it's entertaining . Mhm . Thank you 26:42.750 --> 26:45.700 Lieutenant . Yeah . And I had the 26:45.700 --> 26:47.644 benefit of first starting out with 26:47.644 --> 26:49.811 nothing really to throw out the window 26:49.811 --> 26:51.867 in the first place anyways . Uh So I 26:51.867 --> 26:53.811 came in , you know , blank slate , 26:53.811 --> 26:55.978 really eager to learn . One thing that 26:55.978 --> 26:55.940 I did realize was very different about 26:55.950 --> 26:57.783 um what I expected about typical 26:57.783 --> 26:59.839 acquisitions work at least from what 26:59.839 --> 27:01.950 I've talked with other co workers and 27:01.950 --> 27:04.172 other other officers . Is that a lot of 27:04.172 --> 27:06.228 the work that we do at Opsec is very 27:06.228 --> 27:08.061 experiential based as opposed to 27:08.061 --> 27:10.283 proficiency based . And so coming right 27:10.283 --> 27:12.394 out of undergrad , I was expecting to 27:12.394 --> 27:14.561 have , you know , one singular task or 27:14.561 --> 27:16.617 project to manage that is you know , 27:16.617 --> 27:18.839 something that's difficult that I would 27:18.839 --> 27:18.200 have to like think about or brainstorm 27:18.200 --> 27:20.367 day in and day out realistically a lot 27:20.367 --> 27:22.256 of the challenges that we face at 27:22.256 --> 27:24.478 abstract are very simple the first time 27:24.478 --> 27:26.700 you do it and then after that it's it's 27:26.700 --> 27:28.589 very it's very easy but there's a 27:28.589 --> 27:30.756 million and one different things to do 27:30.756 --> 27:30.510 every time . And I've been here over 27:30.510 --> 27:32.566 two years and I'm still encountering 27:32.566 --> 27:34.677 new problems but if you encounter the 27:34.677 --> 27:36.788 same problem twice , then it's very , 27:36.788 --> 27:39.010 very simple . Um So for that part , I'm 27:39.010 --> 27:41.177 very thankful to have this as my first 27:41.177 --> 27:43.232 assignment because it sort of forced 27:43.232 --> 27:45.343 you to be in that sort of broad based 27:45.343 --> 27:47.566 learning aspect as well and not just be 27:47.566 --> 27:49.732 very narrowly focused but have a broad 27:49.732 --> 27:52.010 focus on all range of different issues . 27:52.010 --> 27:54.288 Okay . And john will close it with you . 27:56.240 --> 27:58.351 I would just say that you know , this 27:58.351 --> 28:00.018 is my first stint in anything 28:00.018 --> 28:01.851 acquisitions and I've heard that 28:01.851 --> 28:03.629 abstract kind of gets a bad rap 28:03.629 --> 28:05.740 sometimes . Um and maybe it's because 28:05.740 --> 28:07.462 it is so different from normal 28:07.462 --> 28:09.629 acquisitions and everything . But like 28:09.629 --> 28:11.573 I said 20 years active duty , four 28:11.573 --> 28:13.407 years prior air force for public 28:13.407 --> 28:15.518 affairs . I've been on a lot of teams 28:15.518 --> 28:17.629 and I came here knowing not very much 28:17.629 --> 28:19.860 about it . I cannot speak highly enough 28:19.870 --> 28:22.520 of the people assets at all levels of 28:22.520 --> 28:25.750 leadership and how amazing we all work 28:25.750 --> 28:28.060 together . I I never get people say no , 28:28.060 --> 28:30.460 I don't have time . There are people 28:30.460 --> 28:32.627 who that will help you get you through 28:32.627 --> 28:34.849 this process . And then when you get to 28:34.849 --> 28:36.960 a point of provisions c now it's your 28:36.960 --> 28:38.904 turn to turn around and help those 28:38.904 --> 28:38.190 others that are coming up like the 28:38.190 --> 28:40.357 First Lieutenant and other people . So 28:40.357 --> 28:42.523 I mean I love asksac , I hope I'm here 28:42.523 --> 28:44.579 for quite a long time and if anybody 28:44.579 --> 28:46.746 out there is thinking about the career 28:46.746 --> 28:48.857 move . Don't be a little nervous . It 28:48.857 --> 28:51.079 is challenging , but the support of the 28:51.079 --> 28:53.079 people here is amazing , and you're 28:53.079 --> 28:55.190 gonna love it . Well , on that note , 28:55.190 --> 28:57.079 we'll close it off . I appreciate 28:57.079 --> 28:59.960 everybody's time today , and um , and 28:59.960 --> 29:02.182 thanks for helping us understand better 29:02.182 --> 29:04.293 what a command country manager does . 29:05.540 --> 29:07.707 Thank you , sir . Thank you for having 29:07.707 --> 29:06.700 us .