Government Express eNews:
Actionable Information for Companies Targeting Federal Government Business
Volume 1, #3, May, 2007
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May 2007 Contents…
ITEMS and LINKS
Item: If you sell technology to the government, you should be reading Government VAR magazine from CMP. Go to http://www.crn.com/government/
Item: New CD Programs Novices and Pros in the Government market
Government Market Press has announced the pending release of two new programs by early June, 2007: The Ultimate Government Sales Program, a 4-CD, three and one-half hour interview with government sales executive Max Peterson, and The Ultimate Government Business Development Program a 3-CD, three hour interview with business development professional Bob Davis. Max Peterson is a 20 year veteran of selling technology to the government as a front line sales person, team leader and senior sales executive. Until last summer Max was the VP of Federal sales for CDW-G, and he was recently hired by Dell as VP of Civilian sales. Bob Davis is a 30 year veteran of selling to the government and one of the true students of the business development process. Until December of 2006, Bob was at CACI in a senior business development role. He recently accepted a senior position at Accenture.
More information for these programs is available at http://www.governmentexpress.com/govmarketpress.html If you decide to order, type “GE ENEWS” into the “Order Code” box for an automatic $50 discount.
Item: The only radio show focusing on doing business with the government, Amtower Off Center, airs Friday at 2 PM on WFED (1050 AM) in Washington DC. It is simulcast on www.FederalNewsRadio.com , and previous shows are archived at that site.
THE LOCAL GOVERNMENT MARKETPLACE for Direct Marketers
Local governments are a desirable market segment because they can have budgets equal to Fortune 1000 companies. They are big, growing, and recession-resistant. Marketers can improve the bottom line by gaining an understanding of the three key differences between government and private accounting and learning how to capitalize on budgeting and clean-up spending timeframes. The paper helps marketers learn how local governments operate, who makes the purchasing decisions, what criteria influence buying decisions, and how timing can play a critical role in the success of your marketing campaigns.
Go here for the entire article:
ORGANIZATION PROFILE: The American Small Business Coalition
American Small Business Coalition ( www.theasbc.org ). The ASBC helps small business engage in the federal market by providing access to information and relationships. Companies considered large by government contracting size standards find The ASBC community an efficient way of identifying potential partners and subcontractors. Government agencies receive assistance to identify the best sources for products, services and solutions.
Through the membership program, which includes events, practice groups and a collaborative web portal, the ASBC educates members in how to develop business.
The ASBC does not replace market research or sales and marketing, they make available a growing compilation of resources to help reduce the time needed to develop information and relationships.
An example of the events they offer include the upcoming State Dept Open House (Overseas Buildings Operations) on June 5, 2007
On Tuesday, June 5th, The ASBC will host the Department of State, Bureau of Overseas Buildings Operations (OBO) 2007 Open House Event at the Marriott Metro Center in Washington, DC. The Bureau of Overseas Buildings Operations (OBO) directs the worldwide overseas buildings program for the Department of State and the U.S. Government community serving abroad under the authority of the chiefs of mission.
This event will provide participating companies with direct access to OBO Managing and Division Directors and Prime Contractors currently doing business with DOS/OBO in support of the design, construction, acquisition, maintenance, use, and sale of real properties. If you are interested in doing business with OBO domestically or internationally, this is your opportunity to meet face-to-face with industry and government decision makers who will help you understand OBO's mission and operating culture.
The event will include: Matchmaking Opportunities, Innovative Technology Review Panel, Small Business and Contracting Roundtables, Exhibits and Teaming Opportunities
To register, visit http://events.theasbc.org. Limited sponsor opportunities are available for this high-quality annual event.
HOW TO MONITOR GOOGLE FOR PRESS LEADS
Start at www.google.com
Click on “More”
Click on “Even More”
First choice, top right, is “Alerts”.
Click on “Alerts”
What words and phrases are most germane to what you do? Type these into “Search Terms”. Put any phrases inside “ ” to retain the integrity of the phrase. For me this includes my name (always include your own name and company name), my book title, and phrases like ‘government contracts” “government procurement” and “government ethics.” Create as many as you can think of. You can always delete them if they don’t do what you want.
Under the “Search terms” box you have “Type” (type of search) I select “News and Web”, which gives me the broadest selection. I have not done “Groups” yet, but may test soon.
Under the “Type” box you have “How often”, which refers to how often you want to receive emails about this. I select once a day. When these arrive (usually early evening) there are usually several links in the message. You are given a title of an article, or web posting, and a sentence of content, then the link.
Under the “How often” is a box for your email address. Type this in, press “Create Alert”, and you are almost there.
Google will send you a verification email with the subject line “Click to confirm your Google Alert”. It will give you the options to either confirm or cancel.
I monitor these closely to see who is writing about these topics, to see if I like what they write, and if so, I will correspond with the writer, or the web site, seeking to start a relationship. Develop a press kit you can send out if they respond.
EVENTS WORTH ATTENDING
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..
May 15-17, 2007. GSA Expo, Orlando, Florida. www.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 5, 2007, Open House: U.S. State Department, Overseas Buildings Operations see Organization Profile, above, for details. http://events.theasbc.org
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.
July 24-26, 2007 FedFleet The 7th National Motor Vehicle and Aviation Exposition and Workshops, Orlando, FL www.FedFleet.org
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 .