[45951] in Zephyr_Bugs
Vol. 68: How Can You Find End Users?
daemon@ATHENA.MIT.EDU (Fedmarket)
Fri Apr 14 21:05:32 2006
Date: Fri, 14 Apr 2006 18:16:58 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
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<title>Eileen Kent</title>
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<DIV align=center><B><FONT color=#0000a0 size=4> *** ON THE SALES FIRING LINE: Vol. 68 ***
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Welcome to "On the Sales Firing Line," written by Federal Sales Academy Director, Eileen Kent.
The purpose of this article series is to educate and inspire you to create immediate government
opportunities, through true sales stories and savvy marketing tactics.<br><br><hr><br>
<p><font face="Arial, Helvetica, sans-serif" size="2"><b>Eileen Kent Brings Federal Sales Training to Atlanta, Georgia <br>Dates:
</b><br>
</font>
<font face="Arial, Helvetica, sans-serif" size="2">
<ul>
<li>April 24, 2006 - <a href =
"http://www.fedmarket.com/seminars/federal-sales101.shtml"
>Federal Sales 101: Winning Government Business</a> - Our most popular class goes
on the road with speaker Eileen Kent<br>
<li>April 25, 2006 - <a href
="http://www.fedmarket.com/seminars/proposal-writing-seminar.shtml">Writing and Managing Winning Proposals</a> - Learn to strategize your
approach to writing winning proposals
</ul>
</font>
<p align="left"><font face="Arial, Helvetica, sans-serif" size="2" color="#0000a0"><b>Register
Online</b></font><font face="Arial, Helvetica, sans-serif" size="2"> - <a href ="http://www.fedmarket.com/seminars/register-online.shtml"><b>Click
Here</b></a></font><font face="Arial, Helvetica, sans-serif" size="2">
<br><br>
Visit our <a href = "http://www.fedmarket.com/calendar/index.php"><b>Seminar Calendar</b></a> for more seminar dates and locations.<br>
<br>
Call Suzie White at 301-652-9504 EXT. 10 for details.</font>
<font face="Arial, Helvetica, sans-serif" size="2">
<br><hr><br>
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<p align="center"><b><FONT color=#0000a0>How can you find end users? <br> Eileen Kent says, "They're
embedded in the news!"
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<br><br><hr width = 600><br>
<p>The federal government often permits agencies to release information or
allows project managers to be interviewed by the media because the agencies
truly need help finding the solutions to their problems. If you're having
trouble uncovering your potential end user's problems or want to know what
your agency customer is experiencing, simply read the news. Consider doing
searches on the web or simply go to the agency website and read their press
releases. You can identify end users in almost every story. The following
are excerpts from stories that I found identifying potential end users. Look
for the arrows next to the names.
<p>"DHS Official Lays Out Cybersecurity Responsibilities," by Michael
Arnone, Federal Computer Week, Feb. 17, 2006
<p>"The Homeland Security Department wants its technology procurements to
meet recognized standards for security and privacy," a senior DHS
official said yesterday.
<p>"DHS is working with industry and standards bodies to create
procurement requirements that meet those standards," said (Eileen Note:
End User====>) Jonathan Frankel, Director of Law Enforcement and
Information-sharing Policy in DHS' Office of Policy Planning and International
Affairs.
<p>"Once the standards are in place, the procurement policies will ensure
that the government only buys from vendors that meet them," Frankel said
at the RSA Conference 2006 here. He spoke during a panel discussion
about the role of government in information technology security.
<p>Link to Story: <a href = "http://www.fcw.com/article92362-02-17-06-Web&hlsnewsletter%3Dyes">
http://www.fcw.com/article92362-02-17-06-Web&hlsnewsletter%3Dyes</a>
<br><br><hr width = 600><br>
<p>"DHS Wireless Experiment Takes to Orbit," by Michael Hardy, Federal
Computer Week, Mar. 1, 2006
<p>"A Homeland Security Department experiment testing wireless
communications and infrastructure is moving into a new phase," said
(Eileen Note: End User =====>)Douglas Maughan, the project's program manager
at the Homeland Security Advanced Research Projects Agency.
<p>Link to Story: <a href = "http://www.fcw.com/article92459-03-01-06-Web&hlsnewsletter%3Dyes">
http://www.fcw.com/article92459-03-01-06-Web&hlsnewsletter%3Dyes</a>
<br><br><hr width = 600><br>
<p>In a search of press releases at the FEMA website, "Six Months After
the Storm: On the Road to Recovery" was uncovered. <br>Here is the link: <a href = "http://www.fema.gov/news/newsrelease.fema?id=23903">
http://www.fema.gov/news/newsrelease.fema?id=23903<a/>
<p>BATON ROUGE, La. -- Six months after Hurricanes Katrina and Rita swept
away thousands of Louisiana homes and businesses, the state is making
long strides on the road back. Assistance for hundreds of thousands of
hurricane victims continues to flow into the area left damaged by the
scouring winds and waters of August and September 2005 and recovery
efforts are well underway.
<p>"The damage caused by these two hurricanes in one state is unprecedented and
it is going to take a significant amount of time to get to a full recovery,"
said (Eileen Note: End User====>) Scott Wells, Federal Coordinating Officer with
the U.S. Department of Homeland Security's Federal Emergency Management Agency
(FEMA). "That is why FEMA is here and closely partnered with the State of Louisiana
and committed to the recovery and rebuilding."
<br><br><hr width = 600><br>
<p>It doesn't take much to find the people whose job is on the line
without you. If you can help the federal end users do their jobs quickly,
efficiently and cost-effectively while making them look like the super
hero, you've done your job "on the sales firing line." While you help
them put their cape on after a hard project, ask them, "If you were me,
who else would you talk to around here that might need my services?" That
question alone with double your impact while helping your federal end
user.
<p>Stay focused on three agencies and dig deep. That is the formula of
success when selling to the Government.
<br><br><hr>
<DIV align=center>
<P><IMG height=56 src="http://www.fedmarket.com/images/whitepaper.jpg" width=72> <B><font face="Arial, Helvetica, sans-serif" size="2">Free Informative Whitepaper "<A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=training">Developing a Trained Federal Sales Team </a>" <br>by Eileen Kent.
</FONT></B></FONT></P></DIV><br><hr>
<br>
<p><font face="Arial, Helvetica, sans-serif" size="2"><b>Eileen Kent Brings Federal Sales Training to Chicago, Illinois <br>Dates:
</b><br>
</font>
<font face="Arial, Helvetica, sans-serif" size="2">
<ul>
<li>May 31, 2006 - <a href =
"http://www.fedmarket.com/seminars/federal-sales101.shtml"
>Federal Sales 101: Winning Government Business</a> - Our most popular class goes
on the road with speaker Eileen Kent<br>
<li>June 1, 2006 - <a href
="http://www.fedmarket.com/seminars/proposal-writing-seminar.shtml">Writing and Managing Winning Proposals</a> - Learn to strategize your
approach to writing winning proposals
</ul>
</font>
<p align="left"><font face="Arial, Helvetica, sans-serif" size="2" color="#0000a0"><b>Register
Online</b></font><font face="Arial, Helvetica, sans-serif" size="2"> - <a href ="http://www.fedmarket.com/seminars/register-online.shtml"><b>Click
Here</b></a></font><font face="Arial, Helvetica, sans-serif" size="2">
<br><br>
Visit our <a href = "http://www.fedmarket.com/calendar/index.php"><b>Seminar Calendar</b></a> for more seminar dates and locations.<br>
<br>
Call Suzie White at 301-652-9504 EXT. 10 for details.
<br><br><hr><br>
<font face="Arial, Helvetica, sans-serif" size="2">
<p>
Good luck and see you "On the Sales Firing Line!"
<p>Eileen Kent,<br>
Federal Sales Academy Director
<br><b><a href = "http://www.fedmarket.com">Fedmarket.com</a></b>
</font>
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