On a rainy May 26th, 2005 high-tech industry representatives from various parts of the country attended Partnering for Success in Government Sales, an AeA seminar focused on government sales. The event was held at the Volpe National Transportation Systems Center. 

The seminar was an opportunity to discuss the challenges and opportunities when working with the federal government and system integrators. Speakers offered advise on do's and don'ts in working with partners and system integrators. Attendees learned about what types of goods and services the Federal Government and DOT intend to purchase from the private sector, and how high-tech companies might help service those needs. 

Jim Bartha, Chief of Contracting Office, DOT, began the seminar with an overview of MARAD and its responsibility for ensuring availability of efficient water transportation service to shippers and consumers and adequate shipbuilding and repair service, and more, for use by the Department of Defense (DOD) in time of national emergency.

Jim reviewed the life cycle process of government acquisition from establishment of need, to budget, to purchase along with a basic understanding of the Federal Acquisition Regulation (FAR), which provides guidelines for government procurement. He then gave an overview of the President's Management Agenda and its relationship to the Department of Transportation, the IT channel, and the government's purchasing cycle. 

Brian Flood, Vice President of Market Intelligence Service, Federal Sources, Inc., discussed how pressures for a more economical government has lead to strategic as well as tactical opportunities for high-tech companies. He reviewed how companies effectively can share business opportunities through integrated services acquisition or competition for GSA Schedule orders, market share or long/short contracts. After his presentation, he demonstrated the FSI's market intelligence tools available at a reduced cost to AeA members. Each attending company also received a customized market analysis created by FSI (valued at over $450 which included: Opportunity Pipeline, Agency Profiles and Federal Outlook).

Skip Sponsel, Business Development Program Manager, Intel Capital, provided an overview of the investment decision process for emerging technologies at Intel. Also a sponsor of the seminar, he presented an inside view of the Decision Tree Process Intel uses in selecting and working with its portfolio companies. He reviewed Intel Capital's approach from lead generation to deal concept through the investment project authorization to the close.

After a networking lunch, Tom Kireilis, Senior Program Manager at the Office of IT Solutions/FTS/GSA, reviewed the GSA SmartBUY program. This program leverages the government's buying power to achieve lower software licensing costs and equal or better terms and conditions. The program was specifically mentioned in the President's budget as a means of deficit reduction and has the backing of OMB.

Robert Danahy, Director of Global Mobile & Wireless Technology, shared success strategies Zebra Technologies has employed to gain government customers. He reviewed how Zebra Technologies has developed a unique plan, a mix of sales channels, marketing, product solutions and support along with a team consisting of specialists solely focusing on government sales.

Marty Dugan, Director of Product Marketing, shared two case studies showing how the company's specialized sales structure has enabled Viisage to win contracts with the government. He examined how Viisage assisted the County Sheriff in Pinellas County, FL in lobbying the U.S. Department of Justice to fund a mobile identification system placed in police cruisers. He went on to summarize how Viisage had effectively secured contracts with the U.S. Department of Defense and how Viisage continues to grow these opportunities.

Next on the agenda was a panel of DOT contracting officers, employed at the Volpe Center, who offered insights on the work the Volpe Center does for various government agencies. The panel consisted of Ina Armstrong, Small Business Liaison (left), Carol Ferrante, Contracting Officer (right) and Mike Leary, Contracting Officer. Panelists and attendees engaged in a dialogue on ways to improve the procurement process and how to best match the government's needs to tech company products and services.

All of the Volpe Center's work supports DOT's goals: Safety, Mobility, Global Connectivity, Environmental Stewardship, Security, and Organizational Excellence as noted in U.S. DOT's Strategic Plan 2003-2008.

Overall, the program was met with enthusiasm and greater appreciation for AeA's role in assisting our members in the government acquisition process. Special thanks to Intel Capital and FSI for sponsoring this program. Special thanks also to AeA member companies Viisage and Zebra Technologies for sharing their success stories in government sales.

For more information on how AeA can help your company, contact the AeA New England office at 781.938.1925 or review government marketing resources for technology companies on AeA's website.