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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 Patience Is A Virtue Price Matters

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Our Objectives Today

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  1. 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

  2. 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

  3. 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

  4. 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

  5. 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

  6. 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

  7. 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

  8. 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

  9. UASI Cities THE COMMONWEALTH GROUP THE COMMONWEALTH GROUP

  10. FY04 UASI Metro Rail Grants THE COMMONWEALTH GROUP THE COMMONWEALTH GROUP

  11. 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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