Stage 02
LOR Assessment in Foreign Military Sales
The logs the in on receipt, then assesses it against the mandatory actionable criteria ( Table C5.T4A). An that falls short is considered insufficient and Requests for Information go to the purchaser; one that meets the criteria is marked Actionable, and Complete once the Table C5.T4B criteria are also met and every Request for Information is answered.
What Happens
Receipt and the DSAMS dates
The must process the so case development can begin. The individual responsible for doing this is generally found at the headquarters element of the ’s organization. This person may be referred to as the country director, country program director (CPD), country program manager (), command country manager (), or country desk officer. Normally, the country director will process all the receives for a given country or region. However, for large and complex programs, there may be more than one country director assigned.
The loads the data into the Defense Management System (), the -managed data system used for case development and implementation, and acknowledges receipt of the to the international partner.
The actionable criteria
Insufficient, actionable, complete
Special reviews and the LOR Advisory
There may be many agencies not identified here that need to review an and a proposed offer. The type and breadth of the reviews vary to a large extent depending on the items being requested. It is the responsibility of the to ensure that the correct organizations have the opportunity to review the . To the extent possible, the required reviews should occur concurrently to minimize the response time to the international partner.
In some instances, may need to prepare an Advisory to notify the Under Secretary of Defense for Acquisition and Sustainment (A&S) and the Chairman of the Joint Chiefs of Staff of certain proposed sales. The C5.2.6 describes Advisories and how they are processed. Table C5.T6 of the identifies the types of defense articles requiring either an Advisory or some other type of special review. Each entry in the table provides a hyperlink to either a specific form or to a specific section of the explaining the unique review process for that item. An Advisory does not replace required disclosure or releasability actions being worked by the . Examples of the types of items requiring an Advisory or unique review include the following:
- First introduction of into the international partner’s country
- that is expected to require congressional notification
- Coproduction or licensing agreements for
- that has not yet completed Operational Test and Evaluation (OT&E)
- Night Vision Devices ()
- Ballistic Missile Defense capability
- Command, Control, Communications, Computer, Intelligence, Surveillance, and Reconnaissance ()
- equipment
- Nonstandard
- Integration of non-U.S. subsystems
- Other defense articles and services of a sensitive nature
Key Players at This Stage
DSCA
- DSCA Country Portfolio DirectorDefense Security Cooperation Agency — International Operations (IOPS) / Regional Execution (REX)
Service international affairs office
- Air Force: SAF/IA Country DirectorAir Force Secretariat — International Affairs (SAF/IAR regional division)
- Army: DASA(DE&C) Regional Desk OfficerOffice of the Deputy Assistant Secretary of the Army — Defense Exports & Cooperation, under ASA(ALT)
- Navy: NIPO Country DirectorNavy International Programs Office (NIPO), Global Security Cooperation
Case manager
- Air Force: AFSAC Command Country ManagerAir Force Security Assistance & Cooperation Directorate (AFSAC), AFLCMC/WF
- Army: USASAC Country Program ManagerU.S. Army Security Assistance Command (USASAC), Regional Operations Directorate
- Navy: NIPO Country DirectorNavy International Programs Office (NIPO), Global Security Cooperation
- Navy: NAVSUP WSS Case ManagerNaval Supply Systems Command Weapon Systems Support (NAVSUP WSS)
Program office
- Weapon System Program OfficeMilitary Department program management office for the weapon system
Industry
- Industry Business DevelopmentU.S. defense contractor
Common Pitfalls
- Technology security and foreign disclosure (TSFD) release reviews start late; the partner learns months into development that a capability will not be released
- RFI cycle drags because the partner's technical expert isn't available at the
- Parallel reviews fall out of step — the service supports the sale while or the Department objects
What Practitioners Watch For
Country directors at the often have a checklist of tasks or questions to answer in order to complete the processing of the . Information for evaluating can be found in C5.2.5 and Tables C5.T4A and C5.T4B. Typical country director checklist items can include, but are not limited to the following:
- Did copies of the go to the proper organizations for action/review?
- Is the complete, and does it comply with policy?
- Does the contain an identifiable international partner reference or serial number?
- Is the a result of a foreign solicitation?
- Are there additional references, such as an or pre-negotiated conditions?
- Is the request for a valid military requirement?
- Is this a sensitive technology request?
- Is the request for missile-related technology or classified information?
- Will production be in-country?
- Will any production be used for third-country sales?
- For standard U.S. materiel, was a valid provided?
- If the request is for nonstandard materiel, has a military specification (MILSPEC) package or engineering data description been included?
- What initial spare parts are required to be delivered with the end items?
- Is sufficient information included to process a sole source request?
- Was the request screened to determine if there is a concurrent commercial bid?
- Does a quality inspection team need to inspect materiel upon delivery?
- Does the international partner require any special or contractor services such as an in-country logistics officer?
- Does the international partner require a not-to-exceed () or firm-fixed-price () response?
- Does the contain unique international partner budget or requirements?
- Is a required?
- Does the request indicate that will be used as a method of financing?
- Has a negative response been coordinated with ?
References
SAMM
- SAMM C5.2.5.1 — Letter of Request Receipt and Acknowledgement.
- SAMM C5.2.4 — Defense Security Cooperation Agency and Department of State Letter of Request Review.
- SAMM C5.T4A — Mandatory Criteria Before Letter of Request Actionable (Before Case Development Activities)
- SAMM C5.2.5.2.1 — Letter of Request Insufficient.
- SAMM C5.2.5.2.2 — Letter of Request Actionable.
- SAMM C5.T4B — Mandatory Criteria Before Letter of Request Complete
- SAMM C5.2.6.1.1 — Preparing Letter of Request Advisories.
- SAMM C5.2.5.2 — Letter of Request Assessment.
- SAMM C5.2.5.2.3 — Letter of Request Complete.
- SAMM C5.1.5.2
- SAMM C2.1.4.2 — Country Team Assessment.
- SAMM C5.T1 — Country Team Assessment - Common Required Elements
- SAMM C5.7.6.1 — Implementing Agencies Prepare and Submit Initial 36(b) Congressional Notification Package to the Defense Security Cooperation Agency.
- SAMM C5.2.5 — Implementing Agency Letter of Request Review.
- SAMM C5.2.6 — Letters of Request Requiring Letter of Request Advisory Memoranda and/or Unique Review.
- SAMM C5.T6 — Defense Articles or Services that Require Item-specific Letter of Request Advisories or Review
Public authorities
- DSCA Policy Memo 24-61 (SAMM E-Change 707) — DSCA 24-61
Facts referenced
- Working days for IA comments on an LOR Advisory — 10 working days (as of 11 September 2026) — SAMM C5.2
LOR — Letter of Request
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
DSAMS — Defense Security Assistance Management System
SAMM Acronyms, as of 12 September 2026
Glossary entry →Defense Security Assistance Management Systems (DSAMS) →
SAMM — Security Assistance Management Manual
SAMM Acronyms, as of 12 September 2026
Glossary entry →Security Assistance Management Manual (SAMM) →
Security Assistance (SA)
A group of programs authorized by federal statutes by which the United States provides defense articles, military training, and other defense-related services by grant, lease, loan, credit, or cash sales in furtherance of national policies and objectives, and those that are funded and authorized through the Department of State to be administered by Department of Defense/Defense Security Cooperation Agency, which are considered part of security cooperation.
SAMM Glossary, as of 12 September 2026
CCM — Command Country Manager
FMS — Foreign Military Sale
SAMM Acronyms, as of 12 September 2026
LOA — Letter of Offer and Acceptance
SAMM Acronyms, as of 12 September 2026
Communications Security (COMSEC)
The measures and controls taken to deny unauthorized persons’ information derived from telecommunications and other information systems, and technologies necessary to ensure the authenticity of such communications. COMSEC includes cryptographic security, transmission security, emissions security, and physical security of COMSEC material. Secure telecommunication or information system cryptographic components are the primary COMSEC products for transmission security and commonly called COMSEC devices or products. COMSEC devices are designated Controlled Cryptographic Items (CCI).
SAMM Glossary, as of 12 September 2026
Case Identifier
A unique six-digit identifier assigned to an Foreign Military Sales case for the purpose of identification, accounting, and data processing of each Letter of Offer and Acceptance. The case identifier consists of the two-letter country code, a one-letter designator for the Implementing Agency, and a three-letter case designator.
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) →
SCO — Security Cooperation Organization
SAMM Acronyms, as of 12 September 2026
Significant Military Equipment (SME)
Defense articles for which special export controls are warranted because of the capacity of such articles for substantial military utility or capability. These items are identified on the U.S. Munitions List in the International Traffic in Arms Regulations by an asterisk preceding the item category listing.
SAMM Glossary, as of 12 September 2026
MDE — Major Defense Equipment
SAMM Acronyms, as of 12 September 2026
Combatant Command (CCMD)
A unified or specified command with a broad continuing mission under a single commander established and so designated by the President, through the Secretary of Defense and with the advice and assistance of the Chairman of the Joint Chiefs of Staff. Also called CCMD.
SAMM Glossary, as of 12 September 2026
Defense Article (Foreign Assistance Act; Arms Export Control Act, not including commercial sales subject to the International Traffic in Arms Regulation)
Any weapon, weapons system, munition, aircraft, vessel, boat, or other implement of war;
SAMM Glossary, as of 12 September 2026
Defense Service (Foreign Assistance Act (FAA); Arms Export Control Act (AECA))
Any service, test, inspection, repair, training, publication, technical or other assistance, or defense information used for the purpose of furnishing military assistance or sales of the United States, but does not include military education and training activities under section 2347 of the FAA (22 U.S.C 2347) or design and construction services under section 29 of the AECA.
SAMM Glossary, as of 12 September 2026
P&A — Price and Availability
SAMM Acronyms, as of 12 September 2026
National Funds
Source of funding that is provided directly from the purchaser.
SAMM Glossary, as of 12 September 2026
Letter of Credit (Bank Letter of Credit (BLOC) Memorandum of Understanding (MOU))
A legal instrument issued by a bank, Export Credit Agency, or other lending institution, that guarantees the Foreign Military Sales (FMS) partner's payment due to the U.S. Government under applicable FMS Letter of Offer and Acceptance. LC Number: Unique identifier for a specific Letter of Credit.
SAMM Glossary, as of 12 September 2026
Letter of Offer and Acceptance Data (LOAD)
Data required to develop a Letter of Offer and Acceptance.
SAMM Glossary, as of 12 September 2026
CTA — Country Team Assessment
SAMM Acronyms, as of 12 September 2026
DCS — Direct Commercial Sales
SAMM Acronyms, as of 12 September 2026
Contract Administration Services (CAS)
All those actions accomplished in or near a contractor's plant for the benefit of the U.S. government which are necessary to the performance of a contract or in support of the buying offices, system/project managers, and other organizations, including quality assurance, engineering support, production surveillance, pre-award surveys, mobilization planning, contract administration, property administration, industrial security, and safety.
SAMM Glossary, as of 12 September 2026
Non-Program of Record (NPOR)
A capability or system that is not identified as a Program of Record by the U.S. Department of Defense.
SAMM Glossary, as of 12 September 2026
Site Survey
A team of U.S. personnel who assess the Foreign Military Sales customer's logistics capabilities and shortfalls to determine the optimum type and quantity of logistics support to be included in the Total Package Approach.
SAMM Glossary, as of 12 September 2026
COMSEC — Communications Security
SAMM Acronyms, as of 12 September 2026
Release In Principle (RIP)
A Communications Security (COMSEC) RIP is a USG policy decision related to disclosure of COMSEC information, products, or services in support of a secure interoperability requirement. A RIP is not an approval to physically transfer any COMSEC product. A RIP is required prior to any detailed discussions with the foreign nation regarding COMSEC products or associated COMSEC information requirements. RIPs are a means to support requirements definition for proposed solutions to fulfill U.S. secure interoperability requirements.
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
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
End Use Monitoring (EUM)
Mandated by Section 40A of the Arms Export Control Act (AECA) (22 U.S.C. 2785), activities undertaken by the U.S. Government to ensure that defense articles and defense services transferred to foreign partners under security assistance/cooperation authorities are monitored and used according to the terms and conditions specified in Letters of Offer and Acceptance and other transfer agreements, and as required by the AECA or the Foreign Assistance Act of 1961.
SAMM Glossary, as of 12 September 2026
C4ISR — Command, Control, Communications, Computer, Intelligence, Surveillance and Reconnaissance
SAMM Acronyms, as of 12 September 2026
Security Cooperation
Activities undertaken by the DoD to encourage and enable international partners to work with the United States to achieve strategic objectives. It includes all DoD interactions with foreign defense and security establishments, including all DoD-administered security assistance programs, that: build defense and security relationships that promote specific U.S. security interests, including all international armaments cooperation activities and security assistance activities; develop allied and friendly military capabilities for self-defense and multinational operations; and provide U.S. forces with peacetime and contingency access to host nations.
SAMM Glossary, as of 12 September 2026
OUSD(P) — Office of the Under Secretary of Defense for Policy
SAMM Acronyms, as of 12 September 2026
ENDP — Exception to National Disclosure Policy
SAMM Acronyms, as of 12 September 2026
EWIRDB — Electronic Warfare Integrated Reprogramming Database
SAMM Acronyms, as of 12 September 2026
Technical Data
Recorded information of a scientific or technical nature, regardless of form or characteristic. Examples of technical data packages include research and engineering drawings and associated lists, specifications, standards, process sheets, manuals, technical reports, catalog item identifications, and related information and computer software documentation.
SAMM Glossary, as of 12 September 2026
TDP — Technical Data Package
SAMM Acronyms, as of 12 September 2026
TPA — Total Package Approach
SAMM Acronyms, as of 12 September 2026
MOU — Memorandum of Understanding
SAMM Acronyms, as of 12 September 2026
National Stock Number (NSN)
The 13-digit unique code is assigned to an item of supply that is repeatedly stocked, stored and issued throughout the federal supply system. It’s assigned at the request of the military services, certain federal or civilian agencies and foreign friendly countries.
SAMM Glossary, as of 12 September 2026
Payment Schedule
List of dollar amounts and when they are due from the foreign customer. The payment schedule is included in the Letter of Offer and Acceptance (LOA) presented to the customer. After acceptance of the LOA, the payment schedule generally serves as the basis for billing to the customer. Changes in the estimated costs of an Foreign Military Sales case may require changes in the accompanying payment schedule.
SAMM Glossary, as of 12 September 2026