News and Events

The U.S. Government is THE world’s largest consumer of technology.  This year alone, the U.S. Government spent over $330 Billion on goods and services, much of which was spent on Information Technology.  For fiscal 2006, the President’s budget request calls for $65.2 billion in information technology spending, a 7.1% increase over 2005.  If you are seeking to penetrate the U.S. Government marketplace or simply want to learn more about it, you’ll benefit from the educational conferences that GWI plans to hold at FOSE, the leading exhibition and forum for technology companies to showcase their products and services to U.S. Government officials.  

AGENDA

Government Marketing Best Practices – Panel will discuss tactics that work in marketing to the government: web, direct mail and email, event selection, SIGs and more. Information covered will include data from the 5 th annual IT Buyers study conducted by Market Connections. Attend and bring your own questions for the panel. All attendees will receive a signed copy of Mark Amtower's “Government Marketing Best Practices.” Panelists include: Mark Amtower, Partner – Amtower & Company; Lisa Dezzutti , President – Market Connections; Ann-Marie Clark , Federal Marketing Director – CDWG

4:30 - 7:00 pm
Room 156 & 146 A

International Delegation Briefing & Welcome Reception – Before the official FOSE opening, walk the show floor and pavilions to gain better understanding of logistics and official show programs. Determine where to spend your time and hear how to make the most out of your participation during the show. Understand how to network “the American way” and how to identify key decision-makers at the show. Featured Speakers: April DuBois, Director – International Business Development – Greater Washington Initiative; Lorenz Hassenstein, Vice President, Trade Shows – Post Newsweek Tech Media; Brian Flood, Vice President, Market Intelligence Services – Federal Sources . Sponsored by Blank Rome LLP. By invitation only.

Tuesday, March 7

10:15-11:15 am
Room 156

Meet the Primes: Lockheed Martin / Booz Allen Hamilton / Perot Systems – Hear what leading U.S. Government Contractors look for in their partners and learn more about current and future subcontracting opportunities with these major players. Invited speakers: Steven Williams, Director, Europe & Eurasia – Lockheed Martin Corporation; Ron Hodge, Vice President, Law Enforcement & Homeland Security – Booz Allen Hamilton; James Ballard, President, Government Services – Perot Systems

11:15 am - 12:15 pm
Room 156

Selling Technology to the U.S. Government – The President’s fiscal 2006 budget request calls for $65.2 billion in information technology spending, a 7.1% increase over 2005. Frank Pugliese, Managing Director, Government Business Development, DuPont, will lead a discussion about the world’s largest technology consumer, the U.S. government. Pugliese, the Former Commissioner of GSA-FSS will discuss successful strategies for selling to the Federal Government. IT companies will share their experiences in selling technology to the Feds. Featured panelists: Todd Oakes, Vice President, Government Solutions – Performancesoft, Inc.; Karl Pringle, General Manager – Strategic Thought, Inc; Rodney Thomas, President & CEO – Thomas & Herbert Consulting

Leveraging GSA Schedules or SDB/8(a) Certification for U.S. Gov’t Business – The U.S. General Services Administration acts as a catalyst for nearly $66 billion in federal spending, more than 25% of the U.S. Government's total procurement. The U.S. Small Business Administration ensures that small disadvantaged businesses get their fair share of U.S. Government contracts. Hear how companies have used their GSA Schedule, Small Disadvantaged Business (SDB) status and/or 8(a) certification to win key government contracts. Moderator: Hope Lane, Officer – Aronson & Company. Featured panelists: William Laramie, Vice President – Triumph Technologies, Inc; Hermant Virkar, President – Digital Infuzion, Inc.; Guy Wassertzug, President and CEO – Infostructures Inc.

Establishing a presence in Greater Washington: Costs, Clusters and other Considerations –35% of all U.S. Government contracts go to companies located in the Greater Washington region. Learn more about the largest IT sector in the United States and why companies have a presence in the region. Understand labor and office operating costs in Greater Washington. This event is critical for any business considering opening an office to service federal clients. Featured speaker: April DuBois, Director, International Business – Greater Washington Initiative

Wednesday, March 8

U.S. Government Technology Forecast & Subcontracting Opportunities – Understand trends for local/state/federal government IT spending.Learn how government agencies buy products/services from schedule contracts or other vehicles. What will they buy this year and beyond? How does the U.S. Department of Defense view schedule purchasing? Ray Bjorklund, Senior Vice President and Chief Knowledge Officer - Federal Sources will provide an “insider’s view” to the process; A Federal Sources panel will highlight the top two subcontracting opportunities for 2006-2007 within U.S. Government Civilian agencies, Departments of Defense & Homeland Security. Panelists include: Stephen Paulette, Director, Civilian Programs; Wade Prince, Director, Homeland Security & Defense; Aaron Marchand, Senior Homeland Security Analyst.

Meet the Primes: EDS / General Dynamics / BearingPoint – Hear what leading U.S. Government Contractors look for in their partners and learn more about current and future subcontracting opportunities with these major players. Speakers include: Kay Goss, Senior Advisor for Homeland Security, Business Continuity Planning, and Emergency Management Services (EMS) – Electronic Data Systems (EDS); Nancy Lee Hutchin, Capture / Alliance Manager – General Dynamics, Network Systems; Darryl Moody, Senior Vice President, Homeland Security - BearingPoint; Norman Montgomery, Managing Director, Homeland Security & Intelligence – BearingPoint

Global Technology Reception – Exclusive networking reception for international delegations to meet and network with U.S. Government Representatives and Government Contractors. Sponsored by the Greater Washington Initiative and UK Trade and Investment (UKTI). By invitation only.

Security Clearances 101 – Understanding the U.S. government security clearance process can be just as difficult as actually obtaining a clearance. Many companies encounter a frustrating situation when they are unable to get security clearances until they have a contract requiring clearances. At the same time, the business is unable to get a contract until their people and facility are fully cleared. This seminar will give attendees an overview of the process to obtaining a security clearance. It will address when clearances are necessary and explain some of the issues surrounding the clearance process. Lastly, speakers will provide options for finding local employees with clearances. Speaker: Joe Dickey, Manager, Security Programs Division – Government Initiatives, Inc.

11:15 am - 12:15 pm
Room 156

Opportunities for contracting with the U.S. Department of Homeland Security (DHS) – DHS spending reached $4.79 billion this year and is expected to grow by 25% in 2006. Come hear how to contract with DHS and get an “insider’s view” on the top two DHS subcontracting opportunities for 2006-2007. Featured speakers: Dan Sturdivant, Assistant Director, Outreach Programs, Office of Small and Disadvantaged Business Utilization - DHS; Wade Prince, Director, Homeland Security & Defense – Federal Sources.

2:00 - 3:00 pm
Room 156

Establishing a presence in Greater Washington: Costs, Clusters and other Considerations – 35% of all U.S. government contracts go to companies located in the Greater Washington region. Learn more about the largest IT sector in the United States and why companies have a presence in the region. Understand labor and office operating costs in Greater Washington. This event is critical for any business considering opening an office to service federal clients. Featured speaker: April DuBois, Director, International Business – Greater Washington Initiative

Friday, March 10

9:00 - 10:00 am
GWI

Legal Aspects of Doing Business in the U.S. – Come hear an overview of how to set up a legal entity to do business in the U.S. Session will include information on incorporation, business structure options, visas, intellectual property, and more. Featured speakers: Greg Ewald, Partner – WilmerHale; Barry Hurewitz, Partner – WilmerHale.

Venture Capital Trends – Understand more about the venture community in Greater Washington. Hear where the money is going and learn more about the top venture players in the area. Featured Speakers: Mark Frantz, Principal – The Carlyle Group; Henry Barratt, Managing Director – Blue Water Capital; Julia Spicer, Executive Director – Mid-Atlantic Venture Association (MAVA)

 11:00 am - 3:00 pm
 GWI

GSA Workshop – The U.S. General Services Administration acts as a catalyst for nearly $66 billion in federal spending—more than 25% of the U.S. Government's total procurement. GSA Schedule contracts allow a company to establish a “catalog” price list with the federal government. Once a company is listed on a GSA schedule, they are approved to sell their product/service to U.S. federal agencies without having to go through the lengthy proposal/negotiation process.  Hear an overview of the GSA Schedules program and learn the process of obtaining a GSA Schedule contract. Companies interested in pursuing a Schedule 70 contract can participate in an additional hands-on workshop that will walk you through the process. Featured Speakers: Shaunta Johnson, Director, Small Business Utilization Center and Gary Cook, Business Development Specialist – GSA Federal Supply Service. Lunch included.

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