our objectives today
Download
Skip this Video
Download Presentation
Our Objectives Today

Loading in 2 Seconds...

play fullscreen
1 / 11

Newport - PowerPoint PPT Presentation


  • 360 Views
  • Uploaded on

Our Objectives Today Ideas to Focus Your Government Sales Efforts Avoid “Dry Wells” Conserve Limited Time and Capital Identify Opportunities THE COMMONWEALTH GROUP THE COMMONWEALTH GROUP Getting Started: Things To Know Patience Is A Virtue Price Matters

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Newport' - adamdaniel


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
our objectives today
Our Objectives Today
  • Ideas to Focus Your Government Sales Efforts
    • Avoid “Dry Wells”
    • Conserve Limited Time and Capital
  • Identify Opportunities

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

getting started things to know
Getting Started: Things To Know
  • Patience Is A Virtue
  • Price Matters
  • Venture Capital Keeps an Eye on Washington Marketing
    • Dual Use = Mitigate Risk
    • Financiable Events

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

getting started information
Getting Started: Information
  • Do Your Homework
    • Identify Potential Customers
      • Assess Agency Needs
      • Who Has the Money
  • Develop Sources of Information
      • GAO Reports
        • www.gao.gov
      • Congressional Hearings/Appropriations Reports
        • www.thomas.loc.gov
      • Free Online Resources
        • Washington Technology (www.washingtontechnology.com/homeland)
        • Government Executive (www.govexec.com)
        • Center for State and Homeland Security (www.cshs-us.org)
        • Institute for Security and Technology Studies (http://news.ists.dartmouth.edu/todaynews.html)

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

getting started marketing
Getting Started: Marketing
  • Offer Solutions Not Technology
    • Mission Focused
  • Be Willing to Start Off Small
    • Pilot Projects
  • Create a Validation for Your Technology
    • Government is Risk Averse
    • Office of Domestic Preparedness (www.odp.gov)
    • National Laboratories
    • Dual Use

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

getting started marketing5
Getting Started: Marketing
  • Develop Good Marketing Materials
    • Convey a Meaningful Difference
    • Be, Specific, Short and Factual
      • Quad Charts
    • What Are the Public Policy Implications?
      • Solve a Problem
    • Format
      • E-mailable Text
      • Avoid PowerPoints, CDs, Spread Sheets, Multiple Attachments

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

getting started be proactive
Getting Started: Be Proactive
  • Be Proactive
    • Search for Innovative Opportunities
    • DHS accepts unsolicited offerings
    • Register (http://vendors.dhs.gov)
  • Build Government Relationships
    • Congress
      • Constituent Relationships
      • Interest Areas
    • Within Agencies
  • Get on the GSA Schedule
    • Provides “Specific” Opportunities
    • Demonstrates a degree of sophistication
    • (www.gsa.gov)

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

identify opportunities partnerships federal opportunities
Identify Opportunities: Partnerships & Federal Opportunities
  • DHS “Open for Business”
    • Establish Teaming Relationships with Integrators (Mentor-Protégé) (www.dhs.gov/openforbusiness)
    • 10 approved agreements (May 2004)
  • List of Prime Contractors (http://www.dhs.gov/interweb/assetlibrary/DHS_Prime_Contractors.doc)
  • Current Contract Opportunities (http://www1.eps.gov/spg/dhs.html)
  • Forecast of Contract Opportunities (http://www.dhs.gov/interweb/assetlibrary/forecastrev0204.doc)
  • Federal Business Opportunities (www.fedbizzopps.gov)
  • GSA Schedule (www.gsa.gov)

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

identify opportunities state local
Identify Opportunities: State & Local
  • Think Local.
    • Unlike DoD, the Homeland Security Market is Decentralized.
    • State and Local Governments, Airports, and Seaports present Major Opportunities.

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

uasi cities
UASI Cities

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

fy04 uasi metro rail grants
FY04 UASI Metro Rail Grants

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

identify opportunities r d
Identify Opportunities: R&D
  • TSWG Broad Agency Announcements (www.bids.tswg.gov ) & (www.tswg.gov)
  • Homeland Security Advanced Research Projects Agency (HSARPA) (http://www.hsarpabaa.com) (www.hsarpasbir.com)

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP

ad