Testimonials from Fedmarket Seminar Attendees
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Richard:
Hope you are doing well.
Back in December I attended Eileen's "Federal Sales 101" class in Chicago. I had been newly appointed as our division's Government Sales Manger and had only been on the job for about a month and a half. Although I had been with the same organization for almost thirteen years I had done my best to stay as far away from Federal Government sales as I could. I didn't understand it and it seemed like too much of a hassle. So when our government team at that time decided to leave the company all at once I reluctantly accepted the responsibility because I was literally starting from scratch.
I wanted to let you know that Eileen's class and your book, "Rolling The Dice In DC", have been extremely helpful to me. The straight talk about what works and what does not gave me confidence that I could not only handle the job but also grow our business. I do have an advantage over many just starting out in that we already have several government contracts in hand including a GSA schedule and a blanket DLA contract. But, prior to being introduced to Eileen I did not have a clue where to start. Also, I was under the assumption that no true selling occurred with the government, one needed only to dot the "i's", cross the "t's" and get the bid in on time. I now know better.
I have been on the job close to six months now and still have much to learn. But with the knowledge provided by you and Eileen I at least have an action plan and the confidence to be able to tackle a job that many in our organization still fear as I once did. We are reaching new customers that we have not conducted business with in the past and we are selling new products to existing customers who have been buying from us for years.
I ran into Eileen at the GSA Expo last week where we were able to chat a little and I just wanted to drop you both a note to give you my thanks.
Marcus James
Government Sales Manager
Doosan Infracore
Office: (704) 655-5310
E-Mail: Marc_James@dii.doosan.com
Web Site: www.doosanportablepower.com
Dear Richard:
I would like to take this opportunity to tell you how wonderful Eileen Kent was as an instructor in the class I recently attended - Federal Sales 101. Words cannot describe how I walked away with a better understanding and appreciation of how the government really works. Our company has been working in government sales for about four years now and Eileen was able to offer so many incites on how to improve our process.
Throughout the class she had an answer to everyone’s question with an example on how it would work for them individually within their company. Personally, I was blown away because she was answering all of my questions prior to me having to ask them.
This is definitely a class and an instructor that I would recommend to anyone that is attempting to get into government sales.
Stacy Betts
Vice President
Business Development
sbetts@spaceinc.net
Fedmarket's Federal Sales Academy Director, Eileen Kent, has been a regular keynote speaker for SYNNEX Corporation for 5 national events since 2005 and she recently appeared as a Keynote General Session Speaker as well as a Breakout Session Speaker at their "Red, White and You" event at the Hotel Intercontinental in Chicago, IL March 2008. Here is what her customer had to say about Eileen's Contribution to their event:
"We had great response from your sessions and wanted to extend a sincere expression of our thanks to you for participating in this year’s "Red, White and You" conference. Your knowledge and expertise provided a lot of valuable information to our customers and we appreciate your willingness to help make this year a success."
Christina Hendricks
SYNNEX Corporation
christinahe@synnex.com
Hello Eileen,
I attended the Federal Sales 101 class in Chicago that you taught Jan. 30, 2008. It was one of the best training classes I’ve attended in years!
John Mauro
Business Development
Jones Knowledge Group, Inc.
jmauro@jonesknowledge.com
Good morning, Eileen.
I wanted to take a moment to express my thanks and pass along a “great job, Eileen” to you for the wonderful job you did in our seminar, "Writing and Managing Winning Proposals," in January, 2008.
I’ve been doing this for a long time and have been very successful, but believe that when we stop learning, we stop growing. Your presentation of the material will provide much fodder for improvement and growth in our approach to the entire government sales process.
I will be sending others your way, and since you said you're open to it, I won’t hesitate to give you a call when I’m stuck.
Best of luck in your ventures and safe travels.
George Mayer
Vice President - Museum Services
Art Guild, Inc.
Eileen,
Great seminar on Monday..I really enjoyed it. You did a very nice job explaining the Fed sales process..especially to a "newbie"
I will be sure to use your trade tactics to generate some Fed biz in the next 3-12 months.
Pat
Len Tech, Inc.
Williamsburg, Virginia
Dear Eileen:
You run a great program and I cannot thank you enough for opening my eyes to things that I had not thought about. If you would like a testimonial or reference for any of Fedmarket's marketing, please feel free to use the endorsement of General Freight Services, Inc. Both the classes (Federal Sales 101 and Writing and Managing Winning Proposals in Chicago 2008) and the inter-class networking opportunities are invaluable.
Respectfully,
Kevin Drew
Director of Government and Military Logistics
General Freight Services, Inc.
Eileen:
I attended your seminar this past weekend, and just wanted to say that I was very impressed that you were able to make the seminar so enjoyable. It was certainly filled with valuable information, but you presented it in a manner that was actually enjoyable. Anyone can repeat facts, but you really did it in a way that I think makes the messages stick with the students. It was absolutely worth every penny for me!
Just thought I would share that with you…
Thanks, Gabe
Gabriel Cruz
Director of Business Development
Language Testing International, Inc.
Dear Mr. White:
I am delighted to share my appreciation of the excellence of Ms. Eileen Kent as an instructor and as a representative of your firm. My too brief time in the course "Teaching Your Inside Contract Employees to Sell" gave me plenty to stimulate, nourish, and reassure our onsite managers in their sales campaigns.
I look forward to the next opportunity of working with you.
Sincerely,
Tom Callahan
Vice President
Unified Industries Incorporated
Dear Eileen:
I just wanted to drop you a note to let you know how valuable your class on "Winning Government Business 101" was to me! Not only did you provide valuable resources, but reassured some of my thoughts about government contracting and marketing to the Federal Government!!
Stephanie Stone
Account Manager
Aggreko LLC
I can’t tell you how pleased I was with your training course and its value to me as a health care executive involved in government contracting. The material was perfect for either the beginner or expert in this industry. The “lessons learned” by you and Richard White are invaluable at any level. Again, really well done.
Laurie G. Hughes, MBA
Vice President, Healthcare Services
STG INTERNATIONAL, Inc.
703.578.6030 ext 211
www.stginternational.com
Your seminar on "Writing and Managing Winning Proposals" was very insightful and will prove productive to my organization's immediate and future proposal efforts . The companion CD and Workbook ,which came with the seminar, really helps the writer make the proposal more effective and focused for the targeted agency. Finally, the "Bid/No-Bid" assessment technique and webtool were worth the entire cost of the seminar alone. One additional benefit was meeting and interacting with other proposal writing professionals and sharing their insights. Thanks again for a great and productive experience.
Jack Selter
Center for Advanced Transportation Systems Simulation
Orlando,Florida
Phone:(407) 823-2272
Fax:(407) 823-3315
E-Mail: jselter@mail.ucf.edu
I took "Federal Sales: 100 Winning Government Business" and "Writing and Managing Wining Proposals" back-to-back and I felt the value of the courses was already met at about 10:15 a.m. on the first day. I took more away from your courses then I have from week-long seminars. Thank you for doing such an excellent job presenting the information. I have already debriefed my team, and have begun to "customize" your templates to our needs. Ultimately, I would estimate you just saved me about $125K/year in blind, and poorly self-absorbed proposal responses! Let me see...$500 for each course equals $1000 in course fees.....versus $125,000 in writing "losers"...the math says it all.
Thank you,
Britain Harvey
Vice President
(v) 505-462-3190
Dear Eileen:
I wanted to let you know how much I enjoyed, and learned from "Audit Proof Tour GSA Contract." I took a lot of information home with me. I am now training an associate on how to prepare new GSA Mods. Please feel free to use my comments, I meant them and would have no problem having them read. You do a wonderful job, and I would love for others to know that as well.
Thanks again,
Michelle Blattenberger
Federal Government Analyst
VWR International
Phone: 1.800.947.4270 Ext 3182
Hey Richard and Eileen,
I would like to send you a little token of Hello Direct’s appreciation for providing excellent customer support to us. We are most appreciative of your ongoing support inside and outside of the training, and are more and more sure we made the right decision to make the investment of traveling to DC, attending the classes, and taking this information back to home base.
With great appreciation,
Colleen Giardina
Hello Direct, Inc.
75 Northeastern Blvd.
Nashua, NH 03062
Attendee of:
Federal Sales 101: Winning Government Business
Train the Sales Trainer
Last Thursday I attended both the "Teaching Your Inside Contract Employees How to Sell", and the "Teach Your Onsite Contract Employees to Write Winning Task Orders" on Thursday. Both classes were very good (and the instructor, Eileen Kent, is super energetic and knowledgeable).
The morning class, How to Sell, is basically a common sense thing...but every now and then we need to be re-trained, re-freshened and a change in gear from our "normal" every day thinking. The afternoon class was very benefitual to me.. specifically what should be in each chapter and how to respond to solititations and/or quotations.
I also appreciated meeting Mr. Richard White and the demo of his tool Proposal Architect. I was so enlightened with that great tool that I felt compelled to purchase his book Rolling the Dice in DC.
Great Job, Eileen. Very enlightening courses!!
Lyssie Guyer
Alexandria, VA
Dear Eileen,
As a recent attendee of your “Writing and Managing Winning Proposals 2007” training session, I just want to let you know how much of an “eye opener” your course has been for me. As the newest member of the marketing team I have been tasked with learning the fine details of sales intelligence while at the same time actually engaging potential business opportunities. The straight forward approach of identifying the basic elements of intelligence gathering were exactly what I needed. With what I learned, I believe I will be able to provide a much clearer picture to our capture team and proposal writers to enable them to increase the number of winning proposals.
Sharing your personal experiences on how to forge relationships with future clients was invaluable. Helping the course attendees to understand what works well, along with what doesn’t, allowed me to calibrate my approach to business development. As result, I left my very next meeting with a potential client actually knowing that we would speak again in the near future to discuss business opportunities.
Thanks for sharing the wealth of knowledge. This was an “Outstanding” course and I’m sure that I’ll see you in future training sessions.
Clifton Carter
IBA Business Development
Phone: (703)575-8359 ext.2370
www.ibacorp.us
Hi Richard,
Last Thursday and Friday, I attended Federal Sales 101 and Writing Winning Proposals in Atlanta taught by Eileen Kent. You probably hear this a lot, but I wanted to let you know that Eileen is a fantastic instructor!
I’m a federal sales rookie, and I have submitted my GSA proposal for the third time waiting now for the negotiation phase. (I wish I had known about your e-lab course six months ago instead of trying to reinvent the wheel myself) Anyway, Eileen did a great job getting to the heart of the matter regarding the theory vs. reality of selling to the federal government. Her past background as a national sales exec to the federal government was invaluable, as well as her current knowledge of GSA rules, who the decision makers are in federal agencies, and what they need to hear to get your foot in the door with them. On Friday I came to class at 7:30 am before the 9 am class, and she was already there ready to answer questions. Finally, her sense of humor and “offline” experiences in federal sales made the classes productive and fun as well.
I’ve been to training classes before where they were either a waste of time, or “rah-rah” meetings. Eileen’s classes were neither. I really learned a lot, and hope to take more in the future.
Sincerely,
Hiram A. Hodges
Director of Sales & Marketing
ALTA Language Services, Inc.
3355 Lenox Road, Suite 510 Atlanta, GA 30326
(404) 240-1803
www.altalang.com
Thank you for an OUTSTANDING Federal Sales 101 seminar on May 21. The seminar was well organized, thoughtful and productive.
John Callahan
Director, Marketing
Certicom Corp.
Office: 703 234 2357 x123
This [Security Clearances, Uncovered] was a great class that covered all the bases on the process of getting a facility security clearance and a personal security clearance. I definitely left the class with a better understanding of the processes that go on behind of scenes of both areas. I would definitely recommend this to someone looking to get clearances.
Julie Kolb
Manager of Administration & Facility Security Officer
Trinity Video Communications, Inc.
I recently attended the “Writing and Managing Winning Proposals” course in San Diego (2007). It was an outstanding class. Eileen Kent, the instructor did a remarkable job. I definitely recommend this class for those individuals to obtain a better understanding of how the government reviews and processes RFPs.
Her insights to proposal-writing, sales and government contracting in general helped me understand what it takes to win government proposals. I left the course with confidence, practical tips, thought provoking articles and real life stories to take back and inspire our marketing and proposal team.
Her support after the class through phone and email was very responsive and gave me the information I needed to satisfy my requirements. As a technical training and development professional I tend to be very critical and ask many questions. Eileen’s performance was outstanding!
Eileen, I want to thank you again for such a great course and especially for the additional help and support.
Robert Akong
Training Program Administrator
Eileen,
I wanted to take a few minutes of your time and thank you for the wonderful Federal Sales Academy seminar you put on in Vegas. The information and knowledge that I gained from your seminar in two days has been invaluable to our company. In fact, I have completely revamped the way I approach and market to the federal government. I can’t thank you enough. The only regret I have is that I wish I would have taken your course three years ago when I first began marketing to the federal government. Your seminar was fantastic. My goal is to try and take the course once a year. Thank you!
Shawn Anderson
A4 Construction Co., Inc.
Woman-Owned, HUBZone SBC
Director of Business Development
801.983.5224 - Direct
801.983.5226 - Fax
Dear Eileen,
I wanted to let you know how much I enjoyed your seminar and the information you provided in Chicago. I think it took a couple of days for everything to sink in! You made the presentation enjoyable with your light-hearted humor.
Thank you and I will be attending further Fedmarket.com Federal Sales Academy seminars in the near future.
Nancy Gerding
Dear Eileen:
I wanted to drop you a quick line this evening to let you know that your course, "Writing and Managing Winning Proposals," taught at the Federal Sales Academy in March 2007 was extremely informative and very well delivered. In addition, I completed a class today which was put on by another federal proposal writing organization this afternoon and I must say your course was hands down more informative.
Kind Regards,
Melayne A. C. Richards
Proposal Writer-Herndon, VA
Hi Eileen,
I attended Fedmarket's "Federal Sales 101: Winning Government Business" and "Writing and Managing Winning Proposals" in Las Vegas. Thank you very much for your time and knowledge. It was OUTSTANDING.
Respectfully,
Gary Kitchens
Freedom Enterprises
509-220-2998
Hello Richard,
I recently attended “Federal Sales 101: Winning Government Business” in Las Vegas. I wanted you to know that our presenter, Eileen, was outstanding. She was knowledgeable, informative and very entertaining.
I attended the class with two other colleagues and we all agreed that the class was worth every penny and that Eileen’s presentation was top notch. She complimented course material with relevant recounts of her personal experiences and was very effective in adapting techniques and examples to fit the attendee’s individual industries.
Teaching such a class in Las Vegas is a difficult task to take on with so many distractions around and she made it look easy. Overall, I would give her an A+.
Please let her know that her hard work is greatly appreciated.
Sincerely,
John Worden
Account Manager
Apollo Information Systems, Corp.
408.399.5110 +107 john@apollo-is.com
www.apollo-is.com
Eileen,
I am so thankful that I came to Bethesda, MD to take the courses, “Writing and Managing Winning Proposals” and “Selling Small…Winning Big.” Your enthusiasm and knowledge of doing business with the Government was inspirational and helped me get a better understanding of the best approach to winning business with the Government. Thank you!
Krista Jorgenson
Marketing Director
Bella Graphics & Display
www.belladisplay.com
Mr. White,
I recently attended the seminar "Fed Sales 101: Winning Government Business", proctored by Eileen Kent. What a joy. Eileen has to be one of the brightest young ladies I've encountered. She was spunky, energetic, knowledgeable, and totally engaging. She had superb examples to support her points, actively involved the audience, and had a way of energizing the whole class into wanting to do a better job in marketing to the government.
Amazingly, even after she lost her voice, she continued to press on, stayed positive, and never tried to hurry the session. In fact, not only did she see that session through, but she also led a networking session later that evening, with almost no voice.
Mr. White, you hit a homerun getting Eileen on your team. She is serving you well. I just wanted you to know that. After 30 years in the military, and commanding multiple times, I am a pretty good judge of people and talent. I would hire Eileen to do anything, anytime, anywhere. If she didn't already know how to do it, she would soon figure it out. Well done, Eileen.
Sincerely,
Boots Miller
Michael J. "Boots" Miller
Colonel (ret), USAF
CasePro, Inc
Director, Government Services
w (210)496-8050
c (210)748-9551
Eileen,
Thanks much for the class. It really helped - I got a lot from your first hand stories and insight.
Elizabeth Buchanan
Attended August 2006 Federal Sales 101: Winning Government Business & Writing and Managing Winning Proposals
Davey Resource Group
mobile 330-322-7306
Eileen,
What a dynamic individual you are and so well suited for teaching this subject! The class was very informative and we are very excited to move forward."
Tammy Leber
Commercial Market Specialist
Schaedler Yesco Distribution Inc.
800/998-1621
Federal Sales 101: Winning Government Business attendee August 2007
Dear Mr. White,
We have never met but I wanted to send you my comments concerning the program Winning Government Business that I attended last month (June) in Chicago conducted by Eileen Kent. Thank you for a very professional training program. Eileen Kent turned a boring subject into an energetic driven and informative day. I walked away with great information on Winning Government Business.
I have been a Time Management/Organization Skills coach for 18 years and have over 3000 (non-Federal) graduates located in 28 States. Because of the uniqueness of my program I needed marketing direction.
I became interested in pursuing government agency contracts over a year ago and was becoming overwhelmed with information made available on the internet and needed direction and tips on marketing to the government.
Eileen provided that direction. I now have a letter of agreement with the Indiana National Guard Joint Command to provide my Time Management/Organization skills training program to 14 senior officers. This was completed last week and I now have been asked to present the program in front of 130 senior officers in August.
My next target is the National Guard Bureau in Washington D.C. I am finding great interest in my program because of the present restructuring going on in the National Guard and I want to get on a GSA schedule.
Thanks
Respectfully,
Ken Lewis Owner/Coach
K.E. L. Management Facilitation, 10528 Lr. Huntington Rd. Roanoke IN 46783
kelewis@kelp.com
www.kelp.com
1-800-886-2174
Hey Eileen!!
I took your seminar in Las Vegas in November of 2006. I just thought that I would drop a note and share with you a few of our successes that I believe you had an indirect part in thanks to your seminar and the vast knowledge I gained from attending. In the past few months, we have become extremely busy. We have been awarded three new construction projects with a total contractual value of $20M. One of the projects is to renovate one of the top 150 most recognized structures, the Old Faithful Inn at Yellowstone National Park. In fact, it ranks #36 of the top 150 most important and recognized structures. We're performing Phase III of the Old Faithful Inn “Old House” Room Renovation.
A large part of our success came from what we learned in your seminar and how we have incorporated that newly gained knowledge in to our proposals.
Thank you.
Shawn Anderson
A4 Construction
sanderson@a4construction.com
Thanks again for a very informative and valuable "Winning Government Business" session in Los Angeles, CA on Monday, June 26, 2006. It is a rare seminar that provides such practical and useful information.
Regards,
Bill Sacks
hccs - Experts in Healthcare Learning
Eileen -
I enjoyed your presentation and left with a much clearer understanding of what our resellers are up against selling to government on GSA. It was funny and very educational at the same time. Nice job!
Thank you,
Todd Stephany
HP Video Surveillance
Matt,
Thank you very much for the Department of Homeland Security class on Friday. I found this to be an excellent source of information and it was very well presented. Thanks again
Regards,
Jared Carlson
U.S. COST
Software Sales
770.481.1620 (office)
"The 02-13-06 Federal Sales 101: "Winning Government Business" seminar was outstanding. Eileen, thanks again for such a great seminar and also for sharing your success story. The Best Practices you mentioned for developing Federal government business will be an asset to my companies business development activities. You have definitely motivated me to pursue the Federal market place with confidence. Thanks again for a job well done.
Garrick R. Stafford Sr.
CEO Intelligent Business Systems, Inc.
www.ibsnj.us
856-235-4437
Matt,
I really enjoyed the class and am interested in attending another. Thank you for the information and have a safe day.
Sean Clements
Premier Safety & Service, Inc.
Two Industrial Park Drive
Oakdale, PA 15071
Phone (724) 693-8699
www.premiersafety.com
Thank you for quick reply and ppt...the presetnation was very informative and will help us is our quest to "get in the face" of the Fed and State Gov end-user.
Again, thanks,
Fitz
John J. FitzPatrick
KI
Manager of Government Marketing
(540) 547-2502 ( Office)
(540) 547-2502 ( Fax)
Dear FedMarket Team,
I want to thank you all for the very professional training programs conducted last week in Bethesda. I walked away with great information on Winning Government Business, Writing and Managing Winning Proposals and GSA Schedules. The teamwork involved to produce these informative training programs was apparent.
Eileen Kent was a great trainer.She was very knowledgeable but more importantly she personalized the material toward each participant.
Behind the scenes I experienced great customer service from Matt, Beth and Suzie. Anything I asked for was followed up on immediately.
As a customer service and management trainer I tend to be very critical- you all did an outstanding job! I realize FedMarket has many competitors- I’m glad I chose you.
Jill A. Staples, CHA, MS
President
jill@north-star-hospitality.com
www.north-star-hospitality.com
Eileen,
I really enjoyed your seminar. I gained a lot of insight into what it will take for my company to sell to the Federal Government. I thought your presentation style was excellent. You kept the content interesting and pointed out what I really have to do to sell to this market.
Thanks again for sharing your experience in selling to the Federal Government.
Best wishes in your sales efforts.
John M. Greulich
Director of Sales
International Division
PSI Repair Services, Inc.
11845 Mayfield
Livonia, MI 48150
Cell: 734-751-5133
Office: 734-853-5360
Fax: 734-853-5014
john.greulich@psi-corp.com
www.psirepair-online.com
Eileen,
I'm still on a "high" from your "Winning Government Business" seminar. You are amazing! I got so much out it. I do plan to go to your proposal writing seminar coming up.
Robin Hextell
Granitize Products, Inc.
GSA Account Manager
GS Contract 07F-5381R
Cell: 562-773-0855
Main: 562-923-5438
Fax: 562-569-2709
email: rhextell@granitize.com
website: www.granitize.com
We just won the construction management services contract for a major Federal Building and Courthouse!
Thank you so much for all your encouragement and advice.
It'll be a few years before this project is constructed, but the PM, CO, and COR are great, by the way. And, as you've often said, "they're just people, too."
Thanks again!
Garrett Terlaak
O'Connor Construction Management, Inc.
8851 Research Drive | Irvine, CA 92618
949.476.2094 | 476.8294 FAX | 413.6136 MOBILE
www.ocmi.com
Your class was spot on in meeting our needs and when I used your technique to get a key contact in the government to open up, it worked! Furthermore, my government contact reinforced every point you made on how to work in the GSA schedule environment!
Well worth the investment in your training.
Mark Tomasevich
Alteon Training
A Boeing Company
Phone: 206-662-8103
mark.tomasevich@alteontraining.com
I wanted to let you know that I thought your class instruction and presentation was excellent during the three classes I attended: Winning Government Business, Writing and Managing Proposals and GSA Schedules. I received an incredible amount of information and tidbits that are sure to help me as I venture into government funded projects.
Randy Reynard
Reynard Corporation
Technical Sales/New Product Development
www.reynardcorp.com
408.206.9131 Direct
949.366.8866 Main Office
Thank you, again, for your enthusiastic instruction this past Monday through Wednesday. Lyn and I found the three classes very valuable as we shape our capture planning strategies. I look forward to sharing our company's business development success stories with you in the future.
I wish you continued success with Federal Sales Academy and in your own government sales opportunities.
If you ever find I can be of assistance with anything, don't hesitate to contact me.
With best regards to a fellow Detroiter,
Carl Koehler
PGBA, LLC
(843) 665-7822 Ext. 66055
Matt,
Thank you for you follow up regarding the Fedmarket course last month. Eileen did a great job and I gained a wealth of knowledge that I was able to apply immediately to our business environment. Soon, when our business starts growing we plan to send others to the course.
Thanks and keep the "On The Sales Firing Line" emails coming!
Ricardo S.M. Silva
Director, Marketing & Communications
Solutions By Design II, LLC
7925 Jones Branch Dr, Suite 3400
McLean, VA 22102
Tel: 703.873.4238
Fax: 703.873.4221
ricardo.silva@sbd.com
Eileen recently conducted a training session for our government sales team. Though many of us have years of experience in government sales, this session gave us new insight into the Federal market and provide new valuable sales techniques that we can put to use right away. Eileen's innovative approach to finding the right people, asking the right questions and finding new opportunities was exceptional. This is a must have course for anyone involved in government sales and well worth the investment.
Bowie Abercrombie
VP Government Sales
Allsteel
abercrombiew@allsteeloffice.com
(563) 299-7585
Eileen:
I wanted to thank you for 3 very interesting and informative days. It is always nice to get information and instruction from those who have "done it" vs those who can only teach it. Our company strategy will change because of the insight you gave me during the sessions, more focused and centralized to keep on track with more value added selling and less on the price. Everyone wants to hear that. Looking forward to staying in touch, I am headed to several of the bases and gov't offices over the next month to cold call, get needed help and build those very important relationships. Thanks again, you were great.
Chris J. Emery
Defense Business Development
W.W.Williams
835 W. Goodale Blvd
Columbus, Ohio 43212
614-228-5000
Eileen,
Thank you once again for an exceptional class this week. I gained so much from your class and I can't wait to put it into practice! You are an exceptional trainer/teacher and I'm definitely looking into the next class I'd like to attend of yours. Thank you for sincerely being so open and honest with us. It was worth every penny!"
Kris Dove Hoyle
Oakwood Corporate Housing
Corporate Housing · Serviced Apartments · Apartment Management · Multi-Media Services
PH: 703.488.6829
FX: 703.488.2209
www.oakwood.com
One of our corporate goals is to develop and maintain the best distribution in our industry. As a result, we provide numerous training events for our distribution partners. We invited a representative of fedmarket.com (Eileen Kent) to participate with us at our recent annual training conference in Phoenix. Our partner organization attendees took great interest in the government-related insight she provided. This market segment represents tremendous growth potential within our industry and our representatives are now better equipped to approach these opportunities. Eileen’s personality and speaking style also made the material enjoyable.
Ben H. Dorsey III
Director, Marketing & Communications
KMC Controls, Inc.
Ms. Shelly,
I was one of the attendees at the seminar listed above on 3/23/05, conducted by Ms. Eileen Kent. I just wanted to give feed back on the class, and it was OUTSTANDING. Ms. Kent was OUTSTANDING! Her teaching style was great and refreshing. I enjoyed the class a great deal and was able to apply some of what I learned to a proposal that was being written today. I thank her very much for sharing her outstanding knowledge. I look forward to attending any additional classes held by her. Thanks.
Zainab K. Hughes
Account Executive
RehabPlus Group
7474 Greenway Center Drive, Suite 620
Greenbelt, MD 20770
301-220-0580 Ext. 105
301-220-0585 Fax
Eileen,
Just a note to say thanks for the outstanding presentation on "Writing and Managing Winning Proposals" in San Diego. Your insights to proposal-writing, sales and government contracting in general helped me understand what I can do better to be more effective in my job. I have already made my first call to one of the “loser” proposals I sent out in the past to see if there is a follow-up marketing opportunity there.
Once again, thanks for an enlightening and enjoyable class.
James A. Smith
Project Engineer
Networld Exchange
5770 Armada Drive, Ste. 200
Carlsbad, CA 92008
Tel: (760) 496-3530
Fax: (760) 496-3501
Email: jsmith@networldexchange.com
Eileen:
Your classes were great and I will be happy to tell anyone that.
Thank you for all of your guidance and support.
Best Regards,
Brandon Siefken
Marketing Manager
Okamura Corporation
Foreign Corporation Dept.
Hotel New Otani Tower
4-1 Kioi-cho, Chiyoda-ku
Tokyo 102-0094, Japan
tel 03-5226-3686
phs 070-6129-1121
fax 03-5226-3841
http://www.okamura.co.jp
Thank you for the information. I thoroughly enjoyed Eileen’s workshop. She was very informative and motivational. This week we’re going to develop a more focused strategic plan for the company for this and next couple of years based on this workshop.
Mahalo Eileen!
Richard Kim, Ph.D.
The Catalyst Group, LLC
770 Kapiolani Blvd., Suite 414
Honolulu, HI 96813
(808) 593 . 1998
www.tcgoc.com
Eileen,
I just wanted to tell you again how much I enjoyed your class and how much I enjoy your optimism - you need that in our business. I am a big fan of yours and hope to learn from you months and years to come.
Thanks!
Orlando Bullock II
Smart Data Solutions, LLC
veteran-owned small business
http://www.smartdatallc.com
email: orlando.bullock@smartdatallc.com
phone: 443.676.6747
fax: 443.267.0024
Attendee: Advanced Winning Government Business
I learned a lot in the class. Eileen is peppy and knowledgeable. Signing up was easy and the price was reasonable. The seminar’s location was convenient and the conference room was comfortable because of the small class size. Finally, I was very pleased to have the seminar booklet e-mailed to me - great feature. I’ll definitely be taking more of your classes in the future.
Rachel Wingeier
Galois Connections, Inc.
Eileen,
It was a real pleasure meeting you last week at the two seminars. The "Winning Government Business" and "Writing and Managing Winning Proposals" seminars were very informative. Your seminars didn't just provide theoretical ideas, but instead provided extremely useful information with real-world examples that had direct applicability to our business. Definitely let me know when you'll be back in San Diego. Best Regards,
Tom
Eliminating IT Complexities
http://www.techflow.com
Client Engagement Manger
Government Systems Group
TechFlow, Inc.
12220 El Camino Real, Suite 300
San Diego, California 92130
858) 481-1125 ext. 153
858) 509-8831 FAX
Eileen,
Thanks so much for the information. Eileen's seminar was probably the most useful information I've received in our 2 years of doing business with the government!
Jane Meyer
JMH Education Marketing, Inc.
60 Madison Avenue, Suite 501
NY, NY 10010
phone: 212-924-2944
fax: 212-924-3052
Dear Eileen:
I really enjoyed your FedMarket "Winning Government Business" seminar in Atlanta. Not only did you teach us new ways to obtain new business, but you reinforced those good ideas that we already should be using. One idea was to make one more call. Instead, I chose to send this thank you note. I truly hope our paths cross again soon and often. I will not be the participant, but I am sure we are going to take advantage of your three day GSA Schedule seminar too. Again, thank you and all the best for one dynamic and knowledgeable instructor,
Ron Hackney, P.E.
Vice President - Federal Programs
rdhackney@atlantictech.com
MD Atlantic Technologies
Huntsville, AL
256-882-7788
www.atlantictech.com
Eileen,
The seminar was incredibly useful and Eileen was PHENOMENAL!! Someone could spend years and tens of thousands of dollars slogging through the Fed maze and possibly still not amass the amount of information Eileen delivered for $1000 in two short days. As a newcomer to the Fed marketplace, it will be extremely useful in helping me focus my strategy. Thanks so much.
Chris Hulett
NFR Security, Inc.
5 Choke Cherry, Ste. 200
Rockville, MD 20850
Mobile 202-459-3638
Office 240-747-3429
Fax 240-632-0200
Eileen,
Thank you! Yesterday was, for lack of a better word, AWESOME! Prior to coming, I was a little discouraged because the task of actually getting a Federal project seemed so daunting. By the end of the day, however, I was able to understand that these are just people, and while some of the protocols might differ from the commercial market, it's still relationship selling. I can do that!
Garrett Terlaak
O'Connor Construction Management, Inc.
8851 Research Drive
Irvine, CA 92618
949.476.2094
476.8294 FAX
What an amazing class - really one of the best I've taken. As a small business owner who can't afford to waste time or money, I got substantive ROI: solid information, concrete and practical tips, timely articles and real life stories to take back and inspire our team. Eileen Kent has a gift for laying out the big picture, then distilling reams of information into meaningful nuggets. Her generosity in sharing sales techniques from her vendor experience was wonderful. The 2 days have catapulted my company forward in its pursuit of major new business.
My grateful thanks!
Anne Messenger, President
Messenger Associates, Inc.
A Member of the DBM Worldwide Network
225 Greenfield Parkway
Liverpool, NY 13088
315-453-8808
800-632-9709
An excellent, invaluable seminar, even for those of us who had the experience of going through the process of obtaining a GSA listing. Eileen puts on a super seminar, in spite of doing it alone. She maintains interest and provides for a sharing environment. I am fortunate to have had the opportunity to attend.
Ronald C. Voisard
Export Manager
Equipment Division
W.S. Darley & Company
2000 Anson Drive
Melrose Park, Illinois 60160
Tel: 708 345 8050
Fax: 708 345 8993
Good afternoon -
Just a quick note in reference to the ACPC conference in New York last week....
As it was our first time attending as a company, we were a bit unsure of what to expect regarding the format. Without going into elaborate detail, rest assured we immediately realized the benefits and will now be attending yearly.
In addition to the face-to-face opportunities to discuss our services with your attending airlines, I was particularly impressed with the content of your breakout sessions and the knowledge and professionalism of the speakers. Please extend our appreciation to Matt Hankes and Fedmarket.com for their willingness to provide worthwhile information we can act upon to increase our business, rather than the pure company promotion often found in these type of sessions.
Best regards,
James Reilly
Senior Marketing Executive
PartsBase, Inc.
Boca Raton, FL 33487
888-322-6896 x2372
561-953-0700 x2372
Fax: 561-953-0797
Thank you for your outstanding presentation on Winning Government Business. You are a wealth of very valuable knowledge and experience of the real picture of what it’s like to sell to the government. I told my boss it was worth every single cent!
Jennifer K. Holm
Sales Development Manager
Hirsh Industries
1500 Delaware Ave.
1-800-383-7414 ext. 271
Direct: 515-299-3271
Fax: 515-299-3371
Eileen,
I just wanted to thank you for hosting such a worthwhile and enjoyable seminar yesterday. I learned a tremendous amount and can't wait to experience the results over the next few months. I look forward to remaining in contact with you and will certainly keep you posted on my progress. Again, thanks for all the insight and support!
Marisa J. Leshinsky
GGA.Ehrenkrantz Eckstut & Kuhn Architects
Washington, DC
Phone: 202.777.0464
mleshinsky@gga.com
http://www.gga.com
Dear Eileen:
Just a quick note to tell you how nice it was to meet you and attend your seminar in Salt Lake. You did an excellent job presenting the material (You are so entertaining!!) The class was a great help for me in understanding the government, their practices and how to go about "Winning Government Business." It will still be challenging, but now we have some great tools to make the job easier.
Michelle Huntsman
Skyline Drive Technology
email address: michelle@skylinedt.com
website: www.skylinedt.com
phone number: 435-462-3660 or 801-550-3988
The "Winning Government Business" seminar was excellent. It was one of the only seminars I can think of that provided truly useful, experience-based information and guidance that I can genuinely use right now. I don't know where else we could have gotten this information -- at least not in my lifetime.
Mike Taylor
Director of Corporate Development
AMI Environmental
800.828.8487
Hello Matt,
Just a note to say that I really did enjoy yesterday's "Winning Government Business" seminar. You were correct in that I would enjoy the presentation by Eileen Kent. In fact, Eileen did an outstanding job and it was A+. She made the session interesting, insightful, enjoyable and fun. Above all, I learned many valuable points. Take care and will be in contact.
Best Regards,
Dave Smith
Thank you for an outstanding WGB seminar! You are truly gifted in the training arena providing informative ideas, lessons learned, and great stories to hold the audience's attention and get the message across. My boss has decided to attend the Proposal seminar out east as a result.
Beth Eisenmann
Marketing Manager
Shaw Beneco Inc.
(801) 984-5929
beth.eisenmann@shawgrp.com
I just wanted to take a moment to tell you what a pleasure it was to attend the "Winning Government Business" seminar in Atlanta yesterday. The presenter, Eileen Kent was wonderful...met me with a big smile, let me know how much I was going to learn, and then proceeded to keep my attention for the next eight hours. My eyes were opened to a whole new realm of opportunities. Her experience and knowledge base are astounding, I am sure due in part to Fedmarket.com. Thank you for the opportunity provided to me through this seminar and for the information stream you continue to supply.
Steve Abbott
Sales Executive
Trew Audio, Inc.
800.241.8994
615.256.3542
www.trewaudio.com
I wanted to let you know that the WGB seminar in Indianapolis was the best I have ever attended! Your candid and straightforward approach was very refreshing and much appreciated. I have started using some of the "new tricks" that I picked up, and the positive results already achieved have been incredible.
Thank you for a most informative and productive day. Let's keep in touch, because I know I will have many new success stories to tell you over the coming weeks and months. I wish you every success in your business endeavors and safe travel wherever you go.
Sincerely,
Mark Schippe
Bowers Envelope Company
(317) 254-5731 (Telephone)
(317) 254-2231 (FAX)
m_schipper@envrus.com
Eileen,
Hope that all is well. Just wanted to write and say thank you for your presentation in Bethesda. I found the information to be quite helpful and the manner that it was presented was, how might I say, OUTSTANDING. The combined presentation of substantive aspects as well as sales techniques for government contracting is making developing an approach to the market far more manageable.
Mitch Greene
The seminar on "Winning Government Business" delivered by Eileen Kent and fedmarket.com was exceptional. I am confident that what I learned from Eileen will help us save us time and penetrate the government sector rapidly. Her "real world" experience in this area provided tremendous value.
Ray Morganti
Vice President Strategic Solutions
Look Smarter - www.kforce.com
I have been receiving emails from Fedmarket for about a year and was reading about all the seminars. I am a one man show with only entry level income through commission only. I would not have attended any seminars if I had to travel to D.C. because of the added cost involved of travel and hotel. When you offered one in Denver I took the opportunity. I was very happy with the knowledge I obtained from Eileen. Eileen was "Outstanding" in her knowledge, experience, and her delivery of this seminar. I have been doing government sales with no sales or procurement experience for about 2 years. I really wanted to take your seminar to validate what I was doing or learn what I may do better. I was pleased to find out that I was doing many things right but I was more pleased when I learned some subtle points of salesmanship that I can immediately apply to my business. Eileen is the perfect presenter for this type of seminar. She is so personable and passionate about what she does. I think it was a great business decision for you to put instructors on the road to teach. It is the only way I would have attended. Thanks for what you do.
William C. Miller Captain USMC (Ret)
miller.william@comcast.net
Phone: 888-839-8439
Fax: 303-471-6912
I really enjoyed the "Selling to the Federal Government" seminar your company hosted in LV, NV on March 25 and 26, 2004. The seminar was very hands-on and provided me with about five key strategies and numerous data sources that I can put to work immediately in working to obtain Federal Gov business.
As we discussed, TAC has multiple, existing, contact vehicles including an IDIQ contract with the US Army Corps of Eng and GSA Schedule for our building controls and security products. A side benefit of the seminar was the development of relationships with other companies attending the seminar who may be able to team with us to develop federal business.
I highly recommend this course to anyone involved in Federal sales and I intend to send other TAC people to your seminar as we expand our sales and marketing to this sector.
Yours Truly,
Bob Mealey
Director of Sales, Federal
TAC Americas, Inc.
Direct: 972-323-5455
Fax: 972-323-5359
Mobile: 214-906 2210
bob.mealey@tac.com
www.tac.com
I have recently attended the "Winning Government Business" seminar and am already putting many of the ideas to work on both small and large accounts. The focus of the class has helped me better organize my approach to managing these accounts. Eileen Kent brings enthusiasm and experience that is very relevant.
Thanks again.
Paul I. Wertz
Government Accounts
Federal Key Account Manager
Georgia Region
Matt,
I had to opportunity to attend a one-day seminar in Houston put on by Eileen Kent. She did a great job. I am also looking for a consultant that can help our company get a GSA schedule and she recommended you. We are talking with several groups, but I was impressed by your company and would like to discuss this with you. Any information that you could send me would be highly appreciated.
Thanks.
Russ Bloom
Manager, Business Development
Smithers Quality Assessments, Inc.
www.smithersregistrar.com
Eileen, I attended your federal business seminar yesterday, and would like to compliment you on a very informative and well run seminar. I have found through 16 years of contract work and contracting that the information and advice that you passed on was solid and rang true, and most certainly be helpful.
Sincerely,
Rod Reed
Jet Air Corporation
Green Bay, WI
I thought the class was simply outstanding. I was able to implement the concepts immediately. Eileen’s experiences with the government made the strategies come to life. “Follow the rules” and “make it easy” was just one of many simple gems she shared that will help build government relationships. She tied the lessons to each attendee’s product background keeping the information personally relevant throughout the day. The time savers regarding RFPs, prewired deals, and under the radar business was invaluable and I was able to put them into action the next day. I took copious notes all day and it was a day welll spent.
Thanks
Donahue Scott, III, P.E.
Director - Government & Institutional Accounts
Liberty Power Corp.
Phone: (713) 229-8930
Since I am relatively new to the industry and am striving to development government business, this seminar presented by Eileen Kent was exactly what I needed. I found the seminar content to be extremely beneficial at this stage of my learning process. An intermediate course would be my next step in this steep learning curve. Also, I'm interested in learning more about writing a winning proposal. I wish to thank Eileen for her ability to address issues of elementary level as well as those questions of a more complex nature. Eileen presented in a professional and well communicated manner.
Carol Windham
Government Business Development Director
www.alatax.com
I wanted to take a few moments to tell you how much I enjoyed the seminar I recently attended. Eileen Kent is excellent and is an asset to your organization. She speaks well to her audience and encourages open participation. She enjoys what she is doing and believes in it. It shows! What a breath of fresh air not to be read to, or shown a power point presentation. I especially found helpful the information, guidance, and discussion regarding GSA.
Dave Schneider
Business Development, Industrial Products
Custom Manufacturing & Engineering, Inc.
Just a short note to thank you for the excellent seminars you put on last week. I am new to the federal acquisition game and am climbing a steep learning curve. Your seminars were just what I needed to get my companies business plan started. Your presentations were packed with good ideas and information sources that would have taken me weeks to uncover on my own. Thanks for all the good information.
Mark Gilson
T-Bird Aviation, Inc.
Voice: 630.587.9550
Cell: 630.715.9776
Fax: 630.587.9552
I just wanted to let you know that the seminar was extremely informative and inspiring for me and my company to dive into the Federal market space. I am highly recommending your services to all of my colleagues that are interested in federal business opportunities. I hope to have a success story to share soon!
Pedro D. Tello
Account Manager
Xylex USA, Inc.
Office: (954) 517-0011 ext. 304
"I just wanted to take a moment to thank you for the class I attended on selling to Homeland Security and winning government business. The classes more than met my expectations of what I was envisioning. It gave me a great deal of information to take home with me and look at different avenues of selling our services. The class was very informative in specifically showing us who to target within these industries and why. Your overall philosophy of best practice in selling to the Federal, State, and Local government mimics what we practice here within our company. This has allowed growth for our company within this ever so competitive market. If anyone is serious about being a player within the Federal market, they definitely need to attend this course to start down the correct road versus going a different way and experiencing headaches."
If you have any questions for me regarding our strategies and how we've grown for any of your future classes, please feel free to contact me so we can talk more.
Cory D. Bridgewater
Director of Marketing
Flatter & Associates
Office: 540-658-1922
Mobile: 540-273-7266
Fax : 540-658-1722
coryb@flatterassociates.com
www.flatterassociates.com
I just returned to my office with the equivalent of a college degree crammed into two days. The seminar I attended, "Selling to the Federal Government" was organized, seasoned, interactive, relaxed yet formal in focus, and above all totally comprehensive. I learned 100 times my seminar cost and regret not going before applying for my GSA contract.
Michael J. Gibson
VP/Director of Marketing/GSA
Winston Industries, LLC
P: 502-495-5404
mjgibson@winstonind.com
This seminar was everything we had hoped for and more. Real, practical and useful information that can be implemented immediately upon return to our center. . . . I firmly believe we will capture a much larger piece of the government business next year utilizing your tools and principles.
Brian Brereton
Sales Manager
New Horizons Computer Learning Center
Houston, TX
Richard's presentation provided me with information on where to find additional Internet-based sales opportunities, which sites would be useful and confirmed that selling to the government can be done! He conveyed that he is an experienced veteran who can be an asset to fellow professionals in the industry.
Kristi Stout
Government Sales Specialist
Sport Court, Inc.
Salt Lake City, UT
Eileen,
Your webinar was a tremendous value for us. You did a fine professional job dealing with a topic of such incredible breadth. We were all quite blown away by the presentation. Your completely unsolicited follow-up email is icing on the cake. You are wrong about just one thing; your email-attached document was beautiful indeed - to this bunch of guys looking for the way to contracting success along the Gulf.
Thank you for the time you carved out of your schedule to do this.
Don Trueblood
Project Manager
714-634-9050 x110 * 800-327-2112 x110
Cell 714-448-0226 * Fax 714-634-4169
tblood@metalclad.com
Matt,
We have successfully used the Proposal Architect on several major competitions and have found it to be a fabulous investment. On our most recent competition we had only 48 hours to develop and deliver a proposal for a contract that would almost double our revenue base. Our experience working with the Proposal Architect enabled our staff to tightly structure our development process and produce the winning proposal within a near impossible timeline.
Thanks!
Joe Hawkins
Kepler Research
703-465-4035
joe.hawkins@keplerresearch.com
Dear Matt,
I just finished reading the E-Book you sent me “Doing Business with Government”. What a great resource! I really appreciate you sending that to me. I’ve highlighted and marked it all up. Things that I have planned to do for The Event Source I can now reference and reference easily. I had a good plan before I read it but now I think I have a great plan. I appreciate all that you have helped me – I learned a lot by hunting on the internet but I started learning at hyper-speed when I met you and started working with Fedmarket.com Thanks, Win
Sincerely,
Win is currently President and CEO of Global Events and Services providing Logistics Services to the Federal Government. Win can be contacted at (254) 368-9328 or via email at winfried.scheel@us.army.mil or win@globales.biz. Read more about Global Events and Services at www.globales.biz/services.html.
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