From FedMarket.com

Sales Firing Line
How Can You Find End Users?
By Eileen Kent
Apr 17, 2006, 09:03

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.

"DHS Official Lays Out Cybersecurity Responsibilities," by Michael Arnone, Federal Computer Week, Feb. 17, 2006

"The Homeland Security Department wants its technology procurements to meet recognized standards for security and privacy," a senior DHS official said yesterday.

"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.

"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.

Link to Story: http://www.fcw.com/article92362-02-17-06-Web&hlsnewsletter%3Dyes


"DHS Wireless Experiment Takes to Orbit," by Michael Hardy, Federal Computer Week, Mar. 1, 2006

"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.

Link to Story: http://www.fcw.com/article92459-03-01-06-Web&hlsnewsletter%3Dyes


In a search of press releases at the FEMA website, "Six Months After the Storm: On the Road to Recovery" was uncovered.
Here is the link: http://www.fema.gov/news/newsrelease.fema?id=23903

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.

"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."


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.

Stay focused on three agencies and dig deep. That is the formula of success when selling to the Government.



Eileen Kent Brings Federal Sales Training to Chicago, Illinois
Dates:

Register Online - Click Here

Visit our Seminar Calendar for more seminar dates and locations.

Call Suzie White at 301-652-9504 EXT. 10 for details.


Good luck and see you "On the Sales Firing Line!"

Eileen Kent,
Federal Sales Academy Director



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