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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

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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


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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


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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


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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


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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


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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


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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


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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


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UASI Cities

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP


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FY04 UASI Metro Rail Grants

THE COMMONWEALTH GROUP

THE COMMONWEALTH GROUP


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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


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