Key challenges in negotiating and implementing offset projects, including the involvement of multiple local stakeholders, potential delays impacting compliance with host country timelines, and misalignment between host country industrialization goals and the contractor’s offerings. We will also discuss issues related to the suitability of local suppliers for project roles and the difficulties faced by offset authorities in approving deliverables, which can hinder the receipt of offset credits. Strategies to overcome these challenges will also be highlighted.
Kevin Dent has provided proactive legal advice to grow international business in the Aerospace & Defense, Energy, Natural Resource and Infrastructure sectors for over 30 years. He worked with a Corporate legal team at Raytheon Technologies, where he spearheaded a variety of offset projects in the Middle East, Europe and Asia, working with offset authorities around the world. While at Raytheon, he also negotiated and implemented joint ventures and Teaming Agreements with nonUS defense companies, and structured and negotiated commercial sales agreements with a variety of non-US government customers. Prior to his time with Raytheon, he was an international transactional partner with the law firm of Baker Botts for more than 25 years (including eight years in the Moscow and London offices), providing advice to clients on a broad spectrum of transactions (both in and outside the US) in the energy, natural resource and infrastructure sectors, including oil and gas pipeline projects, alternative energy and renewable projects, M&A, financings and greenfield projects. He also negotiated numerous host government agreements, concession agreements and other arrangements with non-US government entities. Kevin is currently a Senior Consultant with Miller Canfield Global Strategies, which provides advice to both U.S. industry clients and the procurement authorities of U.S. partner nations on all aspects of the sale of U.S. defense goods and services to international customers. MCGS works across the entire sale process, with particular expertise with respect to Offset Programs, Foreign Military Sales (FMS), Direct Commercial Sales (DCS), and Risk Management advice. Kevin is also a principal of Ingleside Consulting LLC.
Greg Golden advises Northrop Grumman Corporation regarding the company’s international business pursuits and transactions throughout the world. He supports Northrop Grumman’s Chief Global Business Development Officer and other company executives with respect to a wide range of international business transactions, including direct commercial sales to foreign governments and commercial customers, international joint ventures, teaming agreements, strategic alliances, industrial participation (offsets) transactions, and other bilateral and multilateral contractual arrangements. He is also responsible for supporting the company with respect to antitrust/competition law matters. Mr. Golden’s experience includes management of international compliance activities concerning anti-corruption, anti-boycott, anti-human trafficking, competitive intelligence, competition law, conflicts of interest, and due diligence of third parties. Prior to joining Northrop Grumman, Mr. Golden was a partner of the international law firm Baker Botts L.L.P. in Washington, DC where he represented public and private companies in connection domestic and international transactional and compliance matters. From 2009 to 2014, Mr. Golden was the Partner in Charge of the Baker Botts office in Abu Dhabi, United Arab Emirates and he has extensive corporate, transactional and commercial experience throughout the Middle East / North Africa region. After graduating from law school, Mr. Golden served as a law clerk to United States District Judge Robert R. Merhige, Jr. of the United States District Court for the Eastern District of Virginia.
