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Government Express eNews:

Actionable Information for Companies Targeting Federal Government Business

Volume 1, #2, April, 2007

This monthly newsletter is sent free to companies doing business with the Federal government. Sign up for your free subscription at www.GovernmentExpress.com and if you like this newsletter, please pass it along to your colleagues. To unsubscribe, see directions below. Government Express eNews back issues will be posted at www.GovernmentExpress.com .

April 2007 Contents…



Item: VMWare is hosting the largest regional virtualization event of the year. This one-day event takes place on June 6 at the Ronald Reagan Center In Washington DC (also, Dallas, Chicago,  Atlanta and Toronto – see events below). With three tracks focusing on Secure Desktop, Data Center, and Testing and Development, the event will focus on how virtualization is helping the public sector with initiatives such as telework, disaster recovery, and test and development.  Expect to join over 500 of your peers for customer case studies, presentations, demonstrations, and interactive sessions all focused on virtualization and its powerful impact on your IT infrastructure. There is no charge for this event, and the Reagan Center is one of several venues around the country where this will occur. To register and for more information: http://info.vmware.com/content/Sym?&Src=web_homepage.

Item: The only radio show focusing on doing business with the government, Amtower Off-Center airs Friday at 2:05 AM (Eastern) on WFED 1050 AM in Washington, DC and is simulcast on www.FederalNewsRadio.com.  Every week experts on various aspects of doing business with the government join Mark Amtower for a lively discussion of current issues facing the government contractor community

Item: Free audio from my previous radio show with experts from the government market is available at www.GovernmentExpress.com  - click on GE Radio. Some very good shows: 4/10/06 with Bob Lohfeld on the business development process; 4/17/06 with David Powell on how to select from the many events in the market; 6/26/06 with Courtney Fairchild on GSA Schedules; 7/31/06 with Cal Hackeman on what contractors need to be aware of in accounting and audits required by the Feds; and 8/28/06 with Larry Allen from the Coalition for Government Procurement.  There are other good interviews, but these are exceptional.


Why use a FOIA service?   
by Jason Penland, President / CEO, Freedom InfoSource, Inc 

A Freedom of Information Act (FOIA) request service can be a valuable source of support for any contractor or consultant, interested in gathering detailed information on contracts and related documents.  The competitive intelligence they help to gather can be a critical piece in skillfully writing proposals and winning contracts.

Professional FOIA requestors can consistently obtain copies of contracts and related documents (in many cases, more efficiently than the end users of the information), since they are very aware of FOIA law and trends, and continually involved in the FOIA process.  The documents most commonly obtained through a FOIA service provider are:  contracts, which include pricing, statement of work / performance work statement, other attachments, etc.; contract modifications, task / delivery orders, award fee letters, RFP / Solicitations, business clearance memorandum and source selection statements.  Of course any government document can be requested, and the FOIA provider can develop the strategy for each request and help determine which documents to target.          

The major advantages to using an experienced, outside FOIA service are:

Expert Guidance 

Trained eyes and ears are involved in formulating and writing the request letter.  The FOIA professional can update the client at each stage of the request life cycle.  He or she can also interpret the FOIA / Contracting Officer’s interim and final responses (and question / negotiate costs and release of information when necessary).  The FOIA provider will accurately word and structure request letters and submit them quickly, when overloaded proposal writers, and their team may not be able to do so.  Benefits:  The client knows that the requirements of the FOIA law will be met.  The quality of the process is guaranteed.  Each document requested corresponds to the type and amount of information desired by the client.  The client is aware of documents available for specific agencies and programs, and saves valuable time.


Your name, your company’s name, and the “reason” the information is being requested, will not be divulged to the government, incumbent, other FOIA requestors, or anyone else.  Government personnel may be protective of incumbents, and can be more challenging to work with if they have information about the requestor or end user of the information.   Benefits:  protection of identity during sensitive process, peace of mind, prevention of unnecessary delays / increased difficulty in obtaining information.

Cost Savings

Experience built while processing of thousands of FOIA requests each year and dealing with hundreds of government agencies leads to proven, customizable, efficient request processes.  The FOIA provider can customize fee limits for individual requests.  The FOIA service will handle submission and tracking of requests, negotiating release of documents and processing charges.  Why re-invent the wheel, when you can focus resources on your area of expertise.  Benefits:  Saved time and money.  No hidden charges or surprises. 

Utilizing a FOIA service can be an excellent investment in the performance and success of your team.  If you would like more information on FOIA services provided by Freedom InfoSource, Inc., please visit www.FreedomInfoSource.com, contact us by e-mail, info@FreedomInfoSource.com, or by phone at 972-570-5701.  We would love to talk with you and help your organization win contracts!



Amtower and Company along with Government Market press have released the first of several planned self-paced learning tools for the government contract community. The Ultimate Government Sales Jumpstart Program is a 4 CD set with a workbook designed for the novice in doing business with the government. It offers a broad government market overview, details on the Federal GSA Schedule contracts, information on marketing to the government, details on how to get started in government contracting and much more.  The program also comes with 2 bonus CDs. Visit http://governmentexpress.com/jumpstart.html for details. If you decide to order, type “GE ENEWS” into the “Order Code” box for an automatic $100 discount.

More CD programs (the government sales process, business development skills, and more) are scheduled for release soon.



There are hundreds of events each week around the country for companies that want to do business with the Federal government. Many of these are excellent, many are not. This is not meant to be a comprehensive list,, but does include events I am comfortable  endorsing. Just because an event is not listed below does not imply it is not worth attending..

April 12, 2007 OUTLOOK, McLean Hilton, Vienna, Virginia.  www.FedSources.comthis is THE big information technology budget conference, and it will probably sell out.

April 19, 2007: 17th Annual OSDBU Conference, Upper Marlboro, Maryland www.fbcinc.com/osdbu  - the definitive OSDBU event, a must for small businesses regardless of what you sell.

May 9-10, 2007, GovSec, Washington Convention Center, www.GovSecinfo.com - the annual conference on government security, both physical security and information security.

May 15-17, 2007. GSA Expo, Orlando, Floridawww.expo.gsa.gov this is the annual General Services Administration conference with excellent networking and education sessions.

June 3-5, 2007, ACT Management of Change Conference, Richmond, Virginia.  www.actgov.org -  high-level event for the information tech community.

June 6, 2007: VMWare SYMPOSIA 2007 Ronald Reagan Center (Washington, DC), (also in Chicago May 31, Atlanta, June 12, Toronto, June 14, Dallas June 19) http://info.vmware.com/content/Sym?&Src=web_homepage

June 25-28, 2007, National Veteran Small Business Conference & Expo, Las Vegas www.Nationalveteransconference.com while I have not yet attended this, I am told by many sources that this is an excellent event for the Veteran-owned business community.

Nov 6, 2007 – The SIXTH ANNUAL AMTOWER SUMMIT ON SELLING PRODUCTS to the GOVERNMENT, BWI Airport Hilton. Save the date – details to follow at www.FederalDirect.net/2007summit.html


Government Express eNews  is published by Amtower & Company, and is written for companies targeting the government marketplace. The opinions expressed are those of respective authors unless otherwise noted. Contact us at Amtower & Company, PO Box 314, Highland, MD 20777-0314,, or through the www.GovernmentExpress.com .  This material is copyrighted and may not be duplicated, reprinted or otherwise replicated without written permission of the publisher.  Email subscriptions are free by request: sign up at www.GovernmentExpress.com .


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Bob Lohfeld (left) with Mark Amtower doing the live broadcast of the Amtower Marketing Report
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