Action Plan to Leverage the Government

Leveraging the government takes a specific action plan, mapped out with detailed objectives and tasks every step of the way. Experience proves this is the most effective way to achieve the results you want for your company.

Over the years, ITECS has developed and refined our approach. Our seven-step process can be customizable to any technology client and delivers rapid, significant and quantifiable results—regardless of where you are in the process.

Click on any step of the process for more specific details in that area.

1 – Get Started

2 – Develop Your Strategic Plan

3 – Define / Refine Your Message

4 – Get Access to Political and Agency Process

5 – Create Relationships with Thought Leaders

6 – Implement, Monitor and Refine Plan

7 – Achieving Success



1 – Get Started
Initial Phone Conference

• One to two hours in length, supported by PowerPoint
• Includes your initial decision-maker contacts and ITECS principals
• Brief orientation to leveraging the government
• Brief discussion of scope and goals to determine fit
• Discussion of benefits and opportunities during initial consultation

Free Assessment to Identify Potential Opportunities for Your Business

• Includes your decision-making team and ITECS principals
     - Discuss your growth objectives and potential projects
     - Consult on available opportunities at federal, state and local levels
     - Cover high-level overview of costs and benefits for your company
• Preliminary Research of how your growth agenda fits with government opportunities
     - ITECS conducts market research whether your growth programs line up with government initiatives
     - Identify potential funding agencies and contacts
• Create Proposal with benefits and opportunities
     - Develop a proposal that highlights opportunities, costs and benefits of pursuing your projects
     - Review with your decision-making team
     - Secure a Go / No Go decision
• Sign Contract
     - Develop the terms and review with your team
     - Sign the contract to begin execution

2 – Develop Your Strategic Plan
Setting Objectives for Your Initiative

• Based on initial consultation, define specific initiative objectives:
     - Funding, resources, contacts, specifications, etc. Putting Together the Right Team

Putting Together the Right Team

• Assess current point in the overall timeline for the project (i.e. is this concept development, close to being specified, etc.)
• Determine which agency / agencies will need to be approached
• Determine which congressional offices will need to be approached
• Determine other resources and contacts needed for success
• Assemble the team with the right experience and contacts

Primary and Secondary Research

• Complete detailed secondary research to identify fit
• Leverage contacts both in the government and in industry to find the right program manager at the agency
• Qualify the program manager

Creating Your Strategic Plan

• Integrate all information to date with consultation / input from the team
• Develop a strategic plan to most cost effectively meet the objectives

3 – Define / Refine Your Message
Crafting Your Value Proposition

• Define what differentiates your project / product versus others
• Outline specific benefits that are meaningful to every audience

Enhancing Your Company Brand

• Position the uniqueness of your company brand (and product brand, if applicable) to both agencies and congressional offices

Presenting Your Concepts

• Develop materials to introduce and make a lasting impression on agencies and congressional offices, including:
     - Written materials – proposals, reports, white papers, etc
     - Presentation materials – PowerPoint, video / media, live demonstration, etc

Having Positive Conversations

• Continue to present your concept “story line” to both congressional offices and agencies
• Incorporate inputs and feedback to refine messaging

Creating Positive On-going Communication

• Continue regular correspondence to establish on-going relationships
• Conduct regular on-going visits to keep the technology fresh in their hearts and minds

4 – Get Access to Political and Agency Process
Connections in the Political Process - Government Offices

• Leverage ITECS’ experience and relationships with 85% of congressional offices, to create the high-level relationships needed to:
     - Secure procurement opportunities
     - Complete plus-ups and earmarks
     - Develop codes, regulations and tax incentives

Connections in the Agency Process - Government Agencies

• Leverage ITECS’ agency and defense contract experience, with relationships that reach into 70% of the 257 agency laboratories to:
     - Specify products
     - Pursue already appropriated fund
     - Develop codes and regulations

Gain Access to R&D Resources and Funding

• Identify funding opportunities in already appropriated funds through:
     - Open solicitation
     - Unsolicited proposals
     - CRADA (Cooperative Research and Development Agreement)
• Identify research and testing facilities that are a good match for your technology and arrange for introductions

Gain Access to the Right Specifiers for Your Products

• Identify which agency laboratories are working on applications that might specify your technology
• Determine the primary contacts and arrange for introduction
• Utilize ITECS’ government security clearances as needed

Work the Procurement Process to Your Advantage

• Identify Procurement Opportunities
     - Identify who is buying applications for your product
     - Determine when they are buying
     - Assess how much they have allocated for purchase
• Capture the maximum amount of procurement opportunities through congressional and laboratory contacts

Accelerate Market Penetration through Code, Regulations and Tax Incentives

• Leverage congressional and agency contacts to:
     - Develop codes and regulations to help accelerate penetration of the application
     - Develop tax incentives to consumers and industry to “speed up” acceptance of new technology

5 – Create Relationships with Thought Leaders
Leveraging Our Global Network of Relationships

• The principals of ITECS have developed a global network of thousands of high-level contacts
• Leverage industry, government and university thought leaders in R&D, new business development, marketing and technology

Universities

• For certain government solicitations, the participation and/or partnership of a university may be specified and required
• Leverage network to match your project with the appropriate university teams

Complementary Technology Partners

• Companies that have—or are developing—technologies that are complementary to yours can be very valuable during R&D
• Leverage ITECS’ network to put you together with the right technology partners

Non-Profit Partners

• Non-profits have expertise in different areas and are often willing to sell their technology services and consultation and allow the client to maintain the intellectual properties
• Leverage ITECS’ network to put you together with the right non-profit partners

6 – Implement, Monitor and Refine Plan
Implement Strategic Plan

• Utilize ITECS team to implement the strategic plan
• Make initial introductions and presentations to agencies, congressional offices, universities, technology partners, thought leaders, etc.
• Create relationships and generate on-going correspondence as needed

Monitor Strategic Plan

• Create regularly scheduled meetings with key decision-makers to monitor status
• Hold monthly meetings with project stakeholders
• Monitor performance against established objectives and benchmarks

Refine Strategic Plan

• Gather input and feedback from congressional offices, agency laboratories and thought leaders
• Refine strategic plan as needed, to respond appropriately to market conditions

7 – Achieving Success
“Push” Your Product Forward by Gaining Access to R&D Resources and Funding

• Utilize millions of dollars of government funding to lower your risk on R&D
• Enhance and extend your R&D capabilities with resources including:
     - Agency laboratory facilities
     - University research facilities and teams
     - Insights from thought leaders
     - Technology partner facilities and teams

“Pull” Your Product Forward by Opening New Sales Channels through Procurement Opportunities

• Capture your maximum share of:
     - $476 billion in procurement federal opportunities
     - Additional state and local level opportunities
• Expand your core business into new and existing government markets:
     - Introduce new technology to existing markets
     - Expand new technology to new markets
     - Find new markets for existing technology

“Accelerate” Your Product by Increasing Market Penetration through Codes, Regulations and Tax Incentives

• Enjoy accelerated penetration of your application through federal, state and local codes and regulations
• Experience faster acceptance of your technology through federal, state and local tax incentives to consumers and industry