Tag Archives: Lawrence E Casper

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The International Defense System After-Action Review – An Industry Perspective


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Author: Lawrence E. Casper

This is the fourth in a series of articles by the author on international defense sales. The previous three articles appeared in the September-October 2014, March-April 2015 and September-October 2015 issues of Defense AT&L magazine.

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The Defense Systems Trade Show—An Industry Perspective


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Author: Lawrence E. Casper

Casper is a former U.S. Army colonel who is retired from defense industry management. He has authored a number of articles in defense and military Service-oriented journals as well as the book “Falcon Brigade–Combat and Command in Somalia and Haiti’ (Lynne Rienner Publisher, January 2001).

This is the third in a series of articles by the author on international defense sales. The first two appeared in the September–October 2014 and March-April 2015 issues of Defense AT&L magazine.

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International Defense Sales Roadmap An Industry Perspective


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Author: Lawrence E. Casper

This is the second of two articles by the author about international defense system sales. The first article, “International Arms Sales, An Industry Perspective” was published in the September-October 2014 issue of Defense AT&L. This article identifies several key components of an international defense system pursuit and focuses on the U.S. defense industry’s (and to some degree the U.S. Government’s) in-country campaign to convince international customers that the U.S. solution best meets a given country’s overall requirements. It is based on the author’s experience in actual international campaigns, and the methodology and actions discussed are intended to provide a notional approach to what often is a complex process.

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International Arms Sales An Industry Perspective


To print a PDF copy of this article, click here.

Author: Lawrence E. Casper

I have spent a number of years selling sophisticated defense items to countries around the world, representing both a large U.S. defense contractor and the U.S. government. It was fascinating work and brought me in direct contact with some of the brightest and most influential people in many countries.

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