Government Express eNews:
Actionable Information for Companies Targeting Federal Government Business
Volume 1, #5, July, 2007
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July 2007 Contents…
ITEMS and LINKS
ITEM: GSA SmartPay Update: The micro-purchase limit for the federal SmartPay small purchase card has been raised from $2,500 to $3,000. This means on a per-purchase basis, all federal credit cards can now order up to $3,000. According to the General Services Administration, federal credit cards average spending is $71 million per day!
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 “GovEx” 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 2:05 AM (Eastern) on WFED 1050 AM in Washington, DC and is archived and 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. Good information from great guests and it is free.
SUMMER READING RECOMMENDATIONS
There are many free resources on the web and we will highlight some good ones as we find them. One good source of information for small business is Information Strategies, which publishes several free enewsletters. The titles include Healthcare and You, Small Business Digest, Managing Small Biz, and My Company Today. Subscriptions are free at http://newsletter.managingsmallbiz.com/signup.aspx
Need some PR advice? Go to Melanie Rembrandt at www.rembrandtwrites.com and sign up for her PR tips newsletter.
Market research firm Market Connections Inc has a free enewsletter for the government contracting community: go to http://www.marketconnectinc.com/ . While at this site, take a look at their free online courses.
Consultant Richard Mackey, who helps companies get GSA Schedules, has a free newsletter which helps you keep up with procurement regulations. Sign up at http://www.capitalreps.com/
The Immix Group publishes Federal Market Update monthly. It is also a free enewsletter. Sign up at http://www.immixgroup.com/resources/subscribe.htm
The free bi-weekly newsletter at www.FederalDirect.com is read by many in DC and around the country. The Amtower Reports deals exclusively with the Federal market.
The best business book I have read this year is Kiss Theory Goodbye by Bob Prosen. This is a management book that actually tells you how to get things done. The really cool thing about this book is that it applies to companies of any size, in almost any market. It is a practical, real-world information book written in a very easy to read style. Each chapter ends with a list of actions you can take immediately. Get this book actually, buy several copies and share it with your managers.
Words That Work is another book that could be useful to everyone. Frank Luntz presents valuable information on the science and art of being able to convey your thoughts effectively. This translates into getting the audience to understand the intent and direction of what you are saying. Know your audience and adjust your phrasing accordingly.
Anything by Rick Page (Hope is Not a Strategy or Make Winning a Habit) should be on the desk of every sales manager. Period.
My friend Bob Davis of Accenture introduced me to the ideas of competitive advantage and sustainable competitive advantage. He discusses these at some length in his interview with me on the Ultimate Government Sales Jumpstart Program CD series (see above). Although I am not finished reading the book, Value Acceleration by Mitchell Gooze and Ralph Mroz deals exclusively with the concept of competitive advantage. This is a very good book for small business that still find themselves in the We Can Do It All syndrome. A good example of competitive advantage is the Reliable integration web site home page: Design Implement, Mange Nothing But Networks.
For those struggling with blogs, podcasting, viral marketing and other web-based activity, I find The New Rules of Marketing and PR by David M Scott to be extremely helpful. If you just want information on blogging, The Corporate Blogging Book by Debbie Weil will help, but New Rules covers the other aspects of making sure your information gets out on the web are far and as fast as possible. There is a lot of practical advice in this book.
Two books that look promising but that I have yet to read: Email Marketing By The Numbers by Chris Baggott and Beyond Buzz by Lois Kelly.
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..
July 12, Online Marketing Summit, Westin Hotel, Tysons Corner Virginia http://regional.onlinemarketingsummit.com/agenda/dc/default.html
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 .