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Industrial Cooperation and Partnerships

Industrial cooperation is a key element in Terma's business.

Terma is well positioned as a global player in the Space & Defense industry with an expanding international presence. Headquartered in Aarhus, Denmark, Terma has several subsidiaries and facilities across the world; in the U.S. (Terma North America), UAE, Singapore, India, the Netherlands, The UK, Belgium, France, and Germany, as well as a growing list of partnerships in our strategic focus markets.

The Industrial Cooperation and Partnerships (IC&P) department supports all Terma corporate functions, Business Areas and Regions and is organizationally anchored in Market Development. The IC&P department is mainly focused on maximizing the value and quality of IC activities for our customers, government authorities and end users.

The IC&P department’s key tasks consist of providing the following:

  • IC / offset advisory
  • IC one-point-of-contact for external parties (government entities, customers, obligors, and beneficiaries)
  • IC business case development
  • IC proposal writing and claim/confirmation of IC credits.

Industrial cooperation is a prerequisite for maintaining and developing key competencies and capabilities in our field that are necessary for protecting Danish sovereignty, our national and European security interests, as well as to remain a competitive player in the global market. To do so, companies, such as Terma, enter into collaboration with foreign business partners to combine their unique strengths for the mutual benefit of all parties involved.

Our approach to cooperation and partnerships always adhere to Terma’s Code of Conduct as well as our relevant internal policies, procedures, and training requirements. Furthermore, the IC&P department monitors and oversees the existing ventures, while coordinating quality checks for any new business partners as part of Terma’s formal due diligence process. This is also done to ensure that every venture has a legitimate business case behind it. For the same reason, Terma does not employ any agents or brokers specifically linked to industrial cooperation projects. Read more about our work with anti-corruption and business ethics in the link below.

Read more here.

Industrial Cooperation and Partnerships in our home markets (Denmark and the Netherlands)

Foreign vendors to the Danish and Dutch Defense are required to enter an Industrial Cooperation contract with the authorities in Denmark and The Netherlands

IC 464x163

Terma has a very long history and positive track record of participating in industrial collaborations and partnerships both at home and abroad. From experience, Terma has recognized that successful fulfillment of industrial cooperation obligations requires a responsive, competent, and resourceful local business partner or beneficiary.

Terma offers solutions for space, air, land, and at sea. We have experience and expertise in the cross-functional areas of design, development, and manufacturing of software and hardware, system integration, installation, commissioning, and support. Terma's quality systems comply with international standards and have earned several individual approvals from leading companies.

Learn more about Terma's quality systems here.

As an IC partner/beneficiary in Denmark and the Netherlands, Terma can assist in overcoming the challenges that obligors are facing, including:

  • Understanding the local IC rules and guidelines
  • IC business case development
  • Confirmation of IC credits towards government authorities.

Links

The Dutch Commissariat for Military Production

The Danish Business Authority on Industrial Cooperation

Industrial Cooperation and Partnerships in our export markets

We support our customers all over the world while making sure to adhere to the applicable local legislation and requirements on industrial cooperation with local partners. To us, each partnership is unique and built on the capabilities, requirements, and strategic needs of the partner. To support Terma's growth strategy, teaming with customers, suppliers, and partners has become even more important in recent years.

As an obligor, Terma has years of experience in offering, executing, and completing industrial cooperation projects in different countries. We put strong emphasis on following the specific reporting requirements and have never had any penalty associated with offset obligations.

Below are some of our projects with local business partners that offer some insights into the details of our industrial collaborations and partnerships in our strategic focus markets:

Australia

In Australia, Terma has a successful collaboration with Jenkins Engineering Defense Systems (JEDS) on activities within sales, installation, support and services. JEDS acts as a representative for Terma, in sustaining a wide array of our products and services for both naval and air, among others for the Royal Australian Navy (RAN).

Read more here.

AustraliaDirector Dr. Regina Crameri, Australian Defense Science Institute visited Terma to discuss Future Corporation in Australia, September 2017

 

Canada 

Across the Atlantic Ocean, Terma partners with the Canadian company Nanowave Technologies that employs a team of over 200 engineers, scientists and technicians. Nanowave acts an important R&D partner for Terma that provides the SCANTER 6002 radar system as a contribution to Canada’s Arctic Offshore Patrol Ships program. The partnership between Terma and Nanowave is part of Canada’s important Industrial and Regional Benefits Program (IRB).

Read more here.

Nanowave-group-464Toronto-based Nanowave Technologies and Terma kicked off R&D cooperation for radar systems in December 2015

 

India

In India, Terma has several successful partnerships, among others Tata Advanced System’s subsidiary Nova Integrated Systems (NISL) and Bharat Electronics Limited (BEL). Together with NISL, Terma delivers radar systems to the Indian Navy’s Surface Surveillance radar system under the “Buy and Make” initiative. Under a strategic Memorandum of Agreement, Terma and BEL collaborates on naval technology and aircraft self-protection. The two partnerships complement and strengthen the unique capabilities and competencies of all parties involved.

Read more about Terma and Tata subsidiary NISL.

Read more about Terma and BEL.

BEL and Terma strategic partnership signing, December 2010.

 

India _02Terma India Pte. Ltd. is a reality, April 2015

 

India _03TATA-NOVA and Terma win Indian naval SSR program, February 2016

 

Contact

Anne Mette Mosekjær Søndergaard
Senior Director, Market Development
T: +45 40 86 90 00
E: amms@terma.com