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Cracking the Code: The Professional Salesperson's Guide to Penetrating the Intelligence Community by Dan Callahan (published by Authour House, 2008)

Purchase this book here: http://www.authorhouse.com/Bookstore/BookDetail.aspx?BookId=SKU-000234826 


Cracking the Code: The Professional Salesperson's Guide to Penetrating the Intelligence Community. 

Click here to order your copies today:

http://www.authorhouse.com/Bookstore/BookDetail.aspx?BookId=SKU-000234826

This book has been written for the small business owner or product manager who is new to the intelligence community market.  This resource will help by giving the reader a path to success in the $75B intelligence community (IC) market.  It contains advice from over twenty years of selling into the federal market with a bottom-up view of how to engage client organizations and those who may be able to help.   It emphasizes practical tips, suggestions for engaging your target clients.

Download an excerpt here.

Here is a listing of the Table of Contents:

Chapter Breakdown:

PREFACE      

1.         Introduction and Overview       

1.1       Exactly Who Is “The IC?”       

1.2       Let’s Start at the top    

1.3       Who Reports to the DNI?

1.4       Breakdown of the IC Roles     

1.5       How To Focus and Target Your Selling           

1.6       How has the Community changed?       

1.6.1    IC Organizations that receive and develop new providers         

1.6.2    Better Reporting by the industry trade journals  

1.6.3    More information is being released by the agencies       

1.6.4    More accountability is being applied     

1.7       Who is really in charge?           

1.8       How Does the Budge Cycle Work for the IC? 

1.9       Budgets Up or Down? 

1.10     Chapter 1 Action Items

2.         The Importance of Knowing What You Sell and Why  

2.1       “Why should they give you even two minutes?” 

2.2       Enterprise-Class Value Propositioning  

2.3       How is product selling different from services selling?    

3.         Tactical Advice

3.1       Creating an effective team: Ready, aim or fire?  

3.2       How Do You Hunt?  Getting tactical…

3.2.1    Research         

3.2.2    News Sources 

3.2.3    Periodicals       

3.2.4    Retirees           

3.2.5    Associations and Networking   

3.2.7    Tradeshows     

4.0       Selling is Hard Work!  What will it take to succeed?     

4.1       Sales Call Preparation  

4.2       The "Front Door"           

4.3       The "Side Door" 

4.4      The "Back Door"   

4.5       Formal Bids or Subcontract Proposals 

4.6       Partners and Subcontractors Beware!     

4.7       Can you and your wallet last?      

4.8       Contract Vehicles for IC Sales – What Do You Really Need?  

4.9       International Aspirations?         

5.0       Systems Integrators: “Can’t Live With’em and Can’t Live without’em!”

5.1       Use Systems Integrators When You Feel You Must     

5.2       What NOT to do         

 5.3       How to Do it   

6.0       Certification and Accreditation (C&A) 

6.1       Every Poker Game has an ‘Ante’         

6.2       What C&A will do… and not do         

6.3       Magic Bullets   

7.0       Building a team and/or hiring the right folks       

8.0       A Day in the Life of Military Intell Officer         

9.0       Putting it all together: Vision and Methodology 

Appendices     

List of Intelligence Community Disciplines         

 Organizational Data Sheets from an Unnamed Agency  

 Acronyms        

 Agency Profiles           

 Systems Integrators     

 A Top-Down Look at “The Community”         

 Interesting…Who Is InterPol?  (from www.interpol.org )          

 Additional Notes Regarding Security Clearances and Special Access    

 Directory of Intelink Nodes      

 Valuable Web links and online resources          

 Sole Source Justification Example        

 FOIA Handbook         

 The NRO Reading Room        

 Sample FOIA Request Letter  

 Final Note from Author