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About
This Training Conference
The How to Sell to the
Federal Government Training Conference will present
vital information and tips on how to focus your sales efforts
on selling to federal government agencies. Myths will be dispelled
and industry best practices highlighted. This conference is
geared towards company management, sales and marketing managers,
program management, and anyone interested in tapping into
federal agency markets. Speakers will focus on tactical strategies
such as how to find your target clients and how to find the
actual buyer. You will also learn the roles of government
acquisition staff in a typical competitive procurement, how
decisions are made and proposals evaluated. Time will be set
aside to allow open questioning to address special needs and
interests of the attendees.
What You Will Learn
- Proposal Writing Tips
- Lessons Learned from the evaluators
- Understanding Source Selection and Decision
Process
- Government Regulations and Policies and their
Impact on your Strategy
- Outlook of the federal IT market
- Branding and positioning in the federal market
- How to locate
business opportunities before the RFP is issued
- How to
go directly to congress for funding
Who Should
Attend
- Program Managers
- Business development managers
- Sales
and marketing managers
- Industry executives
- Salespersons and company managers that need
to better understand the federal government market
- Anyone that is interested in tapping into
individual agency markets more effectively
Early
Registrants Include:
- BlackWater
USA, Director of Business Development
- Corning
Cable Systems, Major Accounts Manager, Fed'l Gov't
- Diamond
Detective Agency, Director, Business Development
- eNTEGRITI,
VP of Business Development
- JackBe
Inc., Senior Vice President, Sales and Marketing
- Keytrack,
Regional Sales Manager
- Morgan
Franklin, VP, Marketing
- Nova
Technology Partners, Inc.
- Ordia
Solutions, CEO
- Pitney
Bowes Government Solutions, Federal Account Manager
- Standard
& Poor's, Director
- The
Pennant Group, Director, Client Relations
- TOWER
Software, Account Executive
- Vericept
- World
Compliance, Inc, Director, Government Affairs
Previous Registrants Include:
- Advice
Unlimited
- Allied
Barton Security Services, President
- Anteon
- Artisys
Corporation
- AT&T,
Government Solutions, Account Executive
- Autonomy
Inc., Former Vice President
- Barton
Malow Company, Project Manager
- Bomi
International, Business Development Manager
- Booz
Allen Hamilton, Associate
- Bracewell
& Guilani LLP, Partner
- Canon
USA, Inc., Government Marketing Division
- Canon
USA, Inc. Product Marketing Associate, Government Marketing
Divison
- Computer
Associates, Sales Executive
- CRT/Tanaka,
Senior Account Executive
- EMC,
Account Executive
- EMCO
Technologies, Vice President
- E-One
- General
Dynamics OTS Garland, Director of Sales, Forgings
- INPUT,
Acting Director, Public Sector Market Analyst
- iRobot
Corporation, Account Management
- Kiddle
Fire Trainers Inc., Marketing Manager
- Little
Rapids Corporation, Manager, Business Development
- Microwave
Data Systems, Manager, Technical Sales
- Office
of the Chief Procurement Officer, Department of Homeland
Security
- PBI
Performance Product, Marketing Representative
- Qwest
Communications, Federal Account Manager
- PatchLink,
Federal Account Executive
- SP
Systems Inc., President
- Strix
Systems, Director of Government Accounts
- Symantec,
Federal Manager
- Teledyne
Brown Engineering, Director, Homeland Security Servicers
- The
Boeing Company
- The
Houseman Group, Founder & Principal
- Triton
Technology Systems, Operations Manager
- Tyco,
International, Director of Business Development
- US
Coast Guard, Atlantic, Chief of Contracts
- William
H. Gordan Associates, Business Development Coordinator
About
Your Conference Chairman
Rob
Housman is the founder of
and Principal in the Housman Group, a public affairs, government
relations and strategic planning firm specializing in homeland
security. Mr. Housman’s homeland security accomplishments
include:
- Obtaining $8.5 million in Round III maritime grants for Valero
Energy (a Fortune 50 company)
- Assisting Siemens USA—a $91 billion company with 70,000
US-based employees and $16.6 billion in U.S. sales—obtain
a $46.9 million contract for logistics support for metal
detectors, X-ray machines, and Explosives Trace Detectors
(ETDs) at the nation’s 450 commercial airports
- Helping secure the passage of Project Bioshield
- Helping a medium-sized technology company obtain the first
homeland security IT contract
- Advising the nation’s largest real estate investment
trust on terrorism risk insurance
- Advising the FBI Agents Association on readiness issues
- Helping re-open Reagan National Airport after it was closed
in response to the 9-11 attacks
Speakers/Agenda
8:00-8:30am |
Registration/Continental
Breakfast (coffee and pastries) |
8:30-8:35am |
Opening
Remarks: Kim Hovda, Director, Meetings
and Marketing, Homeland Defense Journal |
| 8:35-9:15am |
Keynote Speaker: Daniel
G. Mintz, Chief Information
Officer United States Department of Transportation
|
| 9:15-10:00am |
Keynote
Speaker: Mui
Erkun, Ombudsman for Procurement, Department
of Homeland Security
"Department of
Homeland Security Acquisition Program" |
10:00-10:15am |
NETWORKING
BREAK: Sponsored by Homeland
Defense Journal |
| 10:15-11:00am |
Joseph
Neurauter, Chief Procurement Officer, Department
of Housing and Urban Development
"How to Sell
to the Federal Government" |
| 11:00-11:45am |
Rob
Housman, Founder & Principal, Housman
Group-
"Selling to the Government—What
the RFP’s and Procurement Staffs Don’t Tell
You" |
11:45-12:30pm |
NETWORKING
LUNCH: Sponsored by Homeland
Defense Journal |
| 12:30-1:15pm |
Anthony
H. Anikeeff, Partner, Bracewell & Giuliani
LLP
"Government Business:
Contracting Opportunities and Pitfalls"
|
| 1:15-2:00pm |
Dina
DiPalo, President, Contracting Resources
Group "The GSA
Schedule" |
2:00-2:45pm |
Mark
Hogan, CEO. Government Sales Force, Inc.
"Successful Selling
to the Government" |
2:45-3:00pm |
Closing
Remarks: Rob
Housman, Founder & Principal, Housman
Group |
Sponsors
Corporate Sponsors:
Corporate sponsors to be announced soon.
Media Sponsors
The Homeland Defense
Journal is free to government managers and decision-makers!
Visit us at www.homelanddefensejournal.com
Organizational Sponsors:
Telemus
Solutions
provides customized security consulting, advisory, research
and training services to both public and private sector markets
throughout the world. Our company headquarters is located
in Falls Church, Virginia, just outside of Washington, D.C.,
with branch offices in Boston and Miami. For more information
on Telemus Solutions please call (703) 893-0550.
Founded in 1988, the
Wireless
Communications Association, International
(WCA) is the principal non-profit trade association representing
the wireless broadband industry. WCA membership, which includes
the industry's leading carriers, vendors and consultants,
has grown to over 530 member companies spanning six continents.
The WCA organizes the world's largest annual business conference
and exhibition devoted exclusively to wireless broadband.
This conference and exhibition annually convenes experts from
around the world to discuss market strategies, emerging technologies,
new applications and financing/regulatory options.
Become
an Exhibit/Sponsor
ATTENTION
INDUSTRY AND SOLUTIONS PROVIDERS:
Our sponsors and exhibitors will have a unique opportunity
to showcase their products and services to leading government
decision-makers and leaders. If you would like to learn
more about this event and ways in which our market research
and media outlets can assist your sales program,
please contact
Andrea Feinberg,
(201) 592-6477.
Registration
Fee
- Industry
- $395 per person
- Small
Business (100 employees or less) - $295 per person
- Government
- $195 person
Registration Options
Please Note:
Online registrations for this workshop are now closed.
Space is available for walk in registrants.
To register the day of the workshop, please bring your payment
and the attached
registration form
Registrations are payable by Visa, Mastercard,
American Express, company check or government purchase order.
CANCELLATION POLICY: You may designate a substitute
in writing any time before the conference. If you need to
cancel your registration, you must send your notice in writing
and will be subject to a $50 processing fee. No refunds are
given for cancellations received one week prior to the event
start date or later. PLEASE NOTE: No shows will be liable
for the entire registration fee.
Market*Access
has the right to refuse registration to any attendee at any
time.
We're sure you'll be satisfied with the content of our conferences.
If you're not, please tell us why in a brief letter and we
will credit your investment
towards another Market*Access event.
You risk nothing!
Location
Information
The conference will be held at
the Executive Conference Center, NRECA Headquarters Building,
4301 Wilson Boulevard, Arlington, VA 22203. The Conference
Center is one block from the Ballston Metro stop on the orange
line. Please note: the parking garage and a side entrance
to the building is on Taylor Street.
Map and directions to the conference
location
Ballston Metro stop information
Airport and walking directions from metro to hotels below
Nearby
hotels include:
Click
here
for a detailed map and business directory of the Ballston
area of Arlington, please note the workshop is in building
#211 on the map.
Contact
Us
• For registration
information, contact
Katie
Smith,
(703) 807-2758
• For government speaking and best practices
presentation opportunities, contact Kim Hovda,
(703) 894-1096
•For product and solutions companies interested
in sponsorship information and related speaking opportunities,
contact Andrea Feinberg,
(201) 592-6477
If you have any questions about Homeland
Defense Journal events in general, please see our Event
FAQ (Frequently Asked Questions).
2007
Event Schedule
Start
planning now for your 2007 training needs! To download
a pdf of our planned training conferences and workshops for
2007, please
click here.
Marketing, Conference Management and
Production by:
Homeland Defense Journal,
Inc.
4301 Wilson Boulevard
Suite 1003
Arlington, VA 22203
(703) 807-2755
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