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April 2006
Real Estate Best Practices:
What Companies Doing Business with the Government Should Know
By Mike Norris
Scheer Partners, Inc.
Find a space near the employees and customers and keep the rent low are well known goals for companies examining their real estate needs. However, companies seeking to adhere to best practices should consider multiple aspects of how real estate impacts their business.
The Four Quarters of Federal Selling
Different sales methodologies have been rolling around in my head lately as I have been thinking about how technology manufacturers should best focus their efforts in the government sector. For instance, some of you may recall two adages memorialized in the movie Glenn Gary, Glenn Ross: the ABC's of sales "Always be Closing" and AIDA "Attention > Interest > Desire > Action." While most of us employ somewhat more sophisticated approaches, I am becoming increasingly aware that conventional sales tactics leave much to be desired when it comes to selling to our public sector customers.
Contracts Update
State & Local Contracts – Understanding Surety Bond Requirements
In order to succeed in any given business environment, contractors must be uniquely aware of the peculiarities of a given market. The State & Local Government marketplace is no exception to this rule. Within the State & Local Government marketplace, contractors are likely to encounter a contractual requirement that they do not often face in the private marketplace: a surety requirement.
Unlike customers within the private marketplace, many states and local governments are required by local codes/ordinances to require bid and performance guarantees in the form of surety bonds. In order to best understand how to meet these various surety requirements, contractors should become well versed in the language of surety bonding and fully understand why bonds are required and how sureties underwrite surety bonds.
Upcoming B2G Committee Events
Mark Your Calendars! Register today.
Leading Change: Charting the Course for the Department of the Navy’s IM/IT Transformation |
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| Date: | Friday, April 21, 2006 |
| Time: | 7:30 – 8:00 am: Networking |
| Cost: | $35 members; $70 non-members |
| Walk-ins: | $45 members; $80 non-members (walk-in accepted on a space available basis) |
| RSVP: | |
| Location: | Hilton McLean (Tysons Corner) |
| Speaker: | Mr. David M. Wennergren, Department of the Navy Chief Information Officer |
Save the date! Watch for more information on the upcoming NASCIO event scheduled for May 31st! |
The NVTC B2G Committee and newsletter would not be possible without the support of our sponsors. We would like to showcase the contribution of one of our key sponsors, Vistronix, Inc.
Vistronix, Inc. is a leading information management, IT support services and managed services firm serving federal, state and local government agencies. Vistronix's offerings leverage clients’ existing resources and infrastructure, reducing costs and enabling more effective utilization of human capital and information technology.
For more information, please visit www.vistronix.com.
Does Your Business Target the Technology Community?
Hit your mark by participating in Member Advantage, NVTC’s member-to-member discount program, exclusive to NVTC members. Through a variety of advertising and promotional vehicles, the Member Advantage program can facilitate business relationships between your company and other NVTC member companies—potentially boosting your company's sales and industry brand exposure. And, it’s affordable.
As a Member Advantage participant, you will enjoy:
- Opportunities to exhibit at NVTC member networking events, golf tournaments and other events throughout the year
- Promotion in NVTC’s eNewsletter
- One 1/4 page, 4-color ad with company logo in one issue of NVTC's The Voice of Technology magazine
- Display of promotional materials at Titans breakfasts
- Complimentary set of NVTC Technology Member list mailing labels.
For more information, contact Robin Randall, Director of Member Relations, at rrandall@nvtc.org.
We welcome relevant B2G articles from NVTC Members that help educate and inform our community. If you would like to submit an article for consideration, please contact Barbara Miller by email: bmiller@sheahedges.com; or by telephone: (703) 287-7818.
We ask only that you follow these simple guidelines:
- Please keep the article directly relative to B2G and/or NVTC – not company self-promoting.
- Submitted articles must appear on your Web site - a web link is printed at the end of each article in the newsletter.
- Please spell check and proof read – especially if using scientific terminology or personal names, etc.
- Submissions accepted only from current members of NVTC.
Platnium Sponsors: LeapFrog Solutions, Inc. | PwC
Gold Sponsor: AH&T | Aronson Capital Partners, L.L.C. | Synchris
Silver Sponsors: Dickstein & Shapiro | immixGroup | Panacea Consulting, Inc. | Venable LLP | Vistronix, Inc.
