Guide
What is the Total Package Approach in Foreign Military Sales?
The ensures that a purchaser can obtain the support articles and services required to introduce and sustain its equipment, not the alone. Follow-on support is the sustainment that comes after the initial support period.
What is the Total Package Approach?
Under , major sales are accomplished using the . provides the international partner the as well as all the necessary support elements to operate and sustain the system for an initial period. Subsequent follow-on support cases may additionally be implemented for continued sustainment of the system throughout its operational life.
Follow-on support is that collection of sustainment activities provided subsequent to the initial support period and prior to the removal of the from inventory. Follow-on support negotiations are generally started during the acquisition phase to accommodate administrative and production lead times.
The follow-on support phase begins with the international partner planning follow-on support and ends when the international partner phases the out of its inventory. A newly purchased without follow-on logistics support rapidly takes on all of the characteristics of a museum piece—impressive, but inert and immobile. Obviously, this applies whether a U.S. MILDEP or an international partner becomes the owner of the system. There is a commercial equivalent to the concept of follow-on support termed “after-market” support. The same principles apply; however, in the military, this support takes on vastly greater dimensions. Segments of such support span the entire spectrum from spares through training to technical manuals. Each of the separate segments must be considered, because, if one is missing or is less than adequate, the system’s mission capability is significantly degraded or terminated.
References
SAMM
- SAMM C4.3.2 — Total Package Approach.
- SAMM C6.7.2.2 — Follow-on Support Services.
Public authorities
Facts referenced
- Operating and support (O&S) cost as a share of a U.S. weapon system's total life-cycle cost — a historical figure for U.S. Department of Defense programs, not a share of a Foreign Military Sales case's value — approximately 70 percent (as of 20 September 2026)
Related
Total Package Approach (TPA)
A means of ensuring that Foreign Military Sales customers are aware of and are given the opportunity to plan for and obtain needed support items, training, and services from the USG contractors, or from within the foreign country's resources which are required to introduce and operationally sustain major items of equipment or systems.
SAMM Glossary, as of 12 September 2026
Weapon System
A combination of one or more weapons with all related equipment, materials, services, personnel, and means of delivery and deployment (if applicable) required for self-sufficiency.
SAMM Glossary, as of 12 September 2026
Foreign Military Sales (FMS)
A process, authorized by the Arms Export Control Act, through which eligible foreign governments and international organizations may purchase defense articles, services, and training from the United States Government.
SAMM Glossary, as of 12 September 2026
FMS — Foreign Military Sale
SAMM Acronyms, as of 12 September 2026
TPA — Total Package Approach
SAMM Acronyms, as of 12 September 2026
Letter of Offer and Acceptance (LOA)
The legal instrument used by the USG to transfer itemized defense articles, defense services, and design and construction services to foreign partners.
When used under the authorities provided in the Arms Export Control Act for Foreign Military Sales, the LOA is a binding agreement signed by the USG and the foreign partner to transfer such articles and services.
When used under Building Partnership Capacity (BPC) authorities, the BPC LOA is not signed by the Benefitting Partner.
SAMM Glossary, as of 12 September 2026
P&A — Price and Availability
SAMM Acronyms, as of 12 September 2026
Implementing Agency (IA)
The military department or defense agency responsible for the execution of military assistance programs. With respect to FMS, the military department or defense agency assigned responsibility by the Defense Security Cooperation Agency to prepare an LOA and to implement an FMS case. The implementing agency is responsible for the overall management of the actions that will result in delivery of the materials or services set forth in the LOA that was accepted by a foreign country or international organization.
SAMM Glossary, as of 12 September 2026
DSCA — Defense Security Cooperation Agency
SAMM Acronyms, as of 12 September 2026
Glossary entry →Defense Security Cooperation Agency (DSCA) →
End Item
The final production product when assembled, or completed, and ready for issue or deployment.
SAMM Glossary, as of 12 September 2026
LOA — Letter of Offer and Acceptance
SAMM Acronyms, as of 12 September 2026
Letter of Request (LOR)
The term used to identify a request from an eligible FMS participant country for the purchase of U.S. defense articles and services. The request may be in message or letter format.
SAMM Glossary, as of 12 September 2026
DSAMS — Defense Security Assistance Management System
SAMM Acronyms, as of 12 September 2026
Glossary entry →Defense Security Assistance Management Systems (DSAMS) →
LOR — Letter of Request
SAMM Acronyms, as of 12 September 2026
Change in Scope
A change in scope occurs when there is a change to the materiel or service requirements that change the original purpose of a contract or Letter of Offer and Acceptance (LOA). These changes may or may not change the total estimated cost of the contract or LOA as a result of (1) changes to the function/type of work; (2) increases or decreases in quantity of items; (3) increases or decreases to the amount of man years; and (4) increases or decreases to the performance period or Months.
SAMM Glossary, as of 12 September 2026