Arlington Hall, later referred to as Arlington Hall Station, was an important facility for breaking Soviet codes. There, members of our intelligence community diligently labored to uncover espionage of the darkest nature.
Introduction
Landing large contracts with the federal government is not impossible-- but it does take a commitment and a steady focus. There are many more ways to fail than there are to succeed in this endeavor. However, Venona Consulting believes that a well vetted plan is the best place to begin.
Once this plan is developed, at least at a high level, it can be executed upon and then tailored, as new inputs arrive and the client shapes your understanding of the opportunity. By constantly updating and honing this plan-- with the guidance and support of an experienced veteran, your firm will realize its goal.
Take advantage of one of our workshops if you're not sure if you are ready.
Overview
The Federal information technology market represents a very, very large opportunity—hundreds of billions of dollars—and is a difficult market to ignore. By taking a Socratic method, we can help your firm at least begin to nail down the many variables.
However, it’s the answers to these questions that determine success, not simply asking the questions and taking a “common sense approach”. If your team has never successfully sold to the Federal Government, especially the intelligence community (IC), there is very little that is ‘just plain common sense”. Fools rush in where angels fear to tread.
It is an area of specialty that takes a commitment to learn. Venona Consulting can help your firm create a tailored plan-- one that incorporates the most important questions and answers-- and one that engages the most likely targets and decision makers as quickly as possible. We will then assist your team in executing that plan through the myriad of obstacles.
Here are some of the common areas to begin with:
Market Planning
• Which product or service shall your firm offer?
• What is it that makes your offering unique?
• Is your offering priced for the Federal Market?
• Do you have the funding to support your entrance Federal Market?
• What is the best way to get long-term support from a sponsor?
• What does your firm need to drive success...as soon as possible?
Plan Execution
Who will engage with the agency personnel and at what level?
Which partners do you need or want?
Which contract vehicles are needed, if any?
When will you begin?
Which market penetration strategy is most logical for your firm?
How will you begin?
Are trade shows worth the time and money?
Which trade shows offer the best ROI?
Where is the right place to locate the business?
Do you need special personnel?
How important is a security clearance?
Who will be calling and making sales presentations?
How much time, under the best circumstances, is necessary?
What are the common pitfalls?
Plan Follow Through
• What is the best measure of success?
• How do you know you’re succeeding?
• Who can help get us locked-in early in the procurement cycle?
• What are some tricks and special techniques that drive success?
• Is your firm ready for delivery?
Venona's Consulting Offerings
1. Market Survey and Positioning Engagement (Getting Focused)
2. Business Planning ("Getting Ready for Launch")
3. Initial Plan Execution (Getting Started)
4. Follow Through Execution
5. Back-Office Optimization (this is more important than most realize!)
6. Getting a Firm "to the next level"
Each of these consulting offerings are appropriately tailored to your firm's unique characteristics and overall business goals. Although there are no magic wands or crystal balls we can apply expert knowledge to the task.
Other services are available from Venona Consulting, LLC:
1. Outsourced sales team creation
2. Limited scope business objectives (e.g. penetration into a particular agency)
3. Intelligence Community Market Survey (ICMS)
Please send an e-mail message, info@venonaconsulting.com or call 703-848-9204 to request pricing, a proposal and/or further discussion of your company's goals. We are pleased to schedule an initial one-hour telephone consultation, upon request.
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