Recorded Briefing

$225.00

U.S. Foreign Military Sales (FMS) - Pursuit & Approval

This recorded session includes the session video, handouts, presentation and links to the Monday Roundtables. This Package is valid for 30 days.

This session was recorded on April 21, 2026

Buy On Demand
On Demand Briefings are non-refundable because they provide immediate access to all materials

Overview

The Foreign Military Sales program (FMS) is security assistance provided by the United States government to foreign governments or international organizations. In FY2025 alone, over $100 billion were spent with US businesses by foreign organizations - and the US Government helped seal the deal. With conflict preparation happening around the world, your company can be approved by FMS and take advantage of this largely untapped, growing market in need of quality solutions.

This session will explore what FMS is, and how companies can win business through “The program to win in FY2026.” FMS is not just a government process, it is a powerful gateway to US Government backed international sales leading to long-term, scalable, profitable revenue. The key is clear: Companies that understand how to shape demand, influence requirements, and position themselves early are the ones winning globally. You can too.

In addition to the FMS process opening up the world marketplace, it also often leads to direct DoW sales because DoW FMS Organizations (see below) review your offerings through the approval process. As a result, you can effectively position your company to grow both its international and DoW sales into two substantial revenue streams.

What You Will Learn:

  • What FMS is and what it is not
  • How Letters of Request (LORs) and Letters of Acceptance (LOAs) move through the US government
  • Avoiding eligibility problems with national security and foreign policy
  • How foreign governments make approval decisions, and how this translates into real opportunities your company can explore
  • The methodology successful companies have used to scale international sales
  • Strategies to drive demand, engage partner nations, craft strong LORs and navigate acquisition and contracting policies with confidence

Important: This briefing uses a Zoom-based communication connection via your network. This briefing will be accessible via phone if you are unable to connect online and recorded versions will be distributed with closed-caption for the hearing impaired. Instructions for login will be provided upon registration.

Agenda

Topical Overview: FMS

  • What FMS is
  • How the Government views FMS
  • How the Industry views FMS

FMS Enterprise Organizations

  • DoD
  • US Army
  • Force
  • Navy
  • Other Organizations

Foreign Military Sales Process

  • LOR Development and Review
  • LOA Development, Offer and Acceptance
  • Acquisition Process and Award

The Role of Industry

  • Pre-LOR
  • LOA Development
  • Recommending Further Actions

Case Study

Q&A

Final Remarks

Speakers

David Price
David Price

CEO

4690 Solutions

Bio

Since 1 July 2024, David Price has served as Co-Owner and Chief Executive Officer of 4690 Solutions, LLC, a company he founded with his business partner and wife. Under David’s leadership, 4690 Solutions has quickly earned a reputation for disciplined execution and practical problem-solving, a firm known for rolling up its sleeves and making it happen. David  leads from the front, remaining directly engaged in complex challenges to ensure solutions are not only well-designed but delivered.

David brings more than 30 years of program management and leadership experience across U.S. Government  organizations and agencies, experience that directly informs his approach as a founder and CEO. An organizational  thinker with a strategic mindset, he has consistently demonstrated the ability to build high-performing teams, streamline operations, and drive meaningful change. His leadership style emphasizes accountability, clarity, and results, focusing on  finding efficiencies, creating value, and executing outcome-oriented strategies for both internal teams and external stakeholders.

Prior to founding 4690 Solutions, David served as a Systems Engineer and Foreign Military Sales (FMS) Subject Matter Expert at the U.S. Army’s Communications and Electronics Command. In this role, he provided critical technical and operational support across all phases of FMS case development and management, contract development and execution, and lifecycle logistical support. His work required close coordination with security cooperation offices and deep technical expertise in the procurement of Command, Control, Communications, Computers, Intelligence, Surveillance, and Reconnaissance (C4ISR) systems within demanding, complex operational environments.

A defining chapter of David’s career was his service as a C4ISR Case Manager at the U.S. Embassy in Iraq, assigned to the Office of Security Cooperation – Iraq. There, he managed more than 25 C4ISR FMS cases, supporting multiple elements of the Iraqi Security Forces. This role solidified his reputation as a trusted expert in foreign engagements and the U.S. Government’s FMS process, particularly in partner-nation contexts. The experience also provided him with extensive insight into U.S. Government contracting procedures and the successful execution of defense industry programs abroad—knowledge that now directly shapes how 4690 Solutions supports its clients.

David is a decorated U.S. Army officer, having served as a Communications Officer during multiple combat and humanitarian operations worldwide. Over 23 years of federal service, he was consistently ranked in the top 5% of his peers. His leadership ensured resilient, reliable communications in austere environments and reinforced his belief that preparation, teamwork, and execution are inseparable from mission success. David holds a Master of Information Technology from the University of Phoenix and a Bachelor of Science in Interdisciplinary Studies from Cameron University.

As CEO of 4690 Solutions, David applies a simple yet powerful philosophy: strategy matters only when it is executed. By combining deep government experience, technical expertise, and a hands-on leadership approach, he continues to build a company defined by trust, action, and results.

View More