The Realities of Government Contracting

You are all invited! I am pleased to announce that, on Thursday, Oct. 2, I will be moderating a unique, roundtable gathering of industry experts at the National Summit on Security (NSS) Washington (formally ISC East). This Q&A session, entitled “Government Contracting – An Interactive Discussion,” will feature six panelists who have a wealth of real-world experience in the government security market. They will present practical, insider information on how security system integrators and manufacturers can successfully land government contracts.

These savvy professionals know what it is really like to get down in the trenches and continue forward even in the face of extreme adversity. This seminar will help you save time and effort by averting mistakes others make while learning the hard way. It will cut through all the hype and focus on the realities and infrastructure needed to succeed. You will not want to miss out on this outstanding opportunity to learn from people who have truly “been there and done that.”

We’ve all heard about the hype about the “pot of gold” that awaits us concerning Homeland Security expenditures. The situation has raised expectations as well as many questions.

What opportunities exist in government contracting? How do I get started? What are the pros and cons of going after government business? Do government procurement managers specify manufacturer product brands or is it ultimately up to the installing security contractor? How do I obtain a GSA schedule?

These and many other critical points will be addressed during this lively, interactive session. If you are a commercial installing company, manufacturer marketing manager, end user or government employee, this seminar is not to be missed! You will leave with true, valuable “take-home” knowledge about how to make smart, informed decisions about the future of your business.

Following are the participating panelists, each chosen for his or her area of expertise:

Kevin Carpenter, government sales manager, Pelco, Clovis, Calif. – Carpenter manages Pelco’s government sales and marketing efforts, including GSA contract sales and contract administration. He also manages Pelco’s participating GSA installing dealer base nationwide. Carpenter has 23 years of experience in the electronic security industry.

Lynn de Seve, president and founder, GSA Schedules Inc., Bowie, Md. – GSA Schedules Inc. is a 25-year-old consulting firm providing GSA and government contracting expertise to security manufacturers, integrators and service companies. De Seve and her expert team offer a “total security solution” in how to prepare, present, negotiate and implement GSA contracts.

Jeff Penny, executive vice president, GSA Schedules Inc., Bowie, Md. – Penny brought more than 15 years of government sales experience with him when he recently joined GSA Schedules Inc. His front-line knowledge of how to market, negotiate and sell to government agencies is unparalleled. He started the government sales program for the ADEMCO Group and was general manager of ADT in the government-rich environment of Hampton Roads, Va.

Anthony Ibarra, CEO, Digitron Inc., Denver – During the past 20 years, Ibarra has built his company into a specialist in electronic systems integration for government entities. Digitron’s high-profile installations include the U.S. Capitol, U.S. Department of State, U.S. Department of Justice, the State Capitol complexes of Colorado, Wyoming and Montana.

Bob Preston, government account manager, Diebold, North Canton, Ohio – With 33 years of experience in the security industry, Preston has a diversified sales and technical background. The past 10 years have been concentrated in government sales, marketing and contracting for systems integration firm Diebold.

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