Intel Small Business Blog

Tuesday, May 31, 2011
Dan Callahan

I am back from the DoDIIS Conference in lovely downtown Detroit... I noticed an eerie lack of hustle and bustle in the downtown district, in spite of the conference's success. Cool architecture kept my interest as well as some inviting eating establishments.

Here are my Must Do Items and "Must Not Do" for these kind of conferences:

Monday, May 16, 2011
Dan Callahan

It was interesting to note lately that the nation's four space agencies, NASA, the NRO, Missile Defense Agency and the Army's Space and Missile Systems Command are collaborating over support tasks and mission areas that they share in common. Things like launch infrastructure and engineering as well as strategic parts sourcing are probably on a list of common items. When Congress fully gets hold of the idea, you may see GAO reporting on the subject, too. This makes too much sense to not pursue. As with all trends in the federal market, the challenge is figuring how to monetize this shift in policy and execution.

Monday, May 02, 2011
Dan Callahan

I am always thrilled when I can come back from an intelligence community (IC) event with leads... and the best kind come from simply showing up, paying attention and thinking on my feet. I can definitely get better, but if I have a good day generating leads, it's because I applied these rules.

Friday, April 15, 2011
Dan Callahan

I was reminded this week (while at the NSA) of a common mistake often made by entrepreneurs in the DoD and IC market. It is tempting to claim that your firm is an expert at two dozen areas of focus. On one level, I understand this because the same personality and intellect that would launch a new business tends to see more, do more and want more… than the average professional. So, I understand (if you're guilty of this tendency) your "reach-of-the starts" mentality. It runs in your blood.

Monday, March 14, 2011
Dan Callahan

Wow! Unless you've been under a rock for the last ten years, you have seen some pretty interesting technology innovations in our market. But this headline really caught my eye: "C2 Technologies Develops iPhone Mobile App for Army's Patriot Missile". It's interesting because the iPhone app is used not to launch a Patriot missile but to train the troops how to launch the missile, and care for the equipment (and all that goes with it). How cool is that?

Tuesday, March 01, 2011
Dan Callahan

I am -- yet again, amazed at who I run into at various networking events. I am tempted to go into "listen-only" mode, sometimes when I spend too much time in my cave (i.e., home office) so… occasionally, I have to remind myself to open up a bit and talk at these events. I usually come away with another valuable contact.

Tuesday, February 15, 2011
Dan Callahan

Consider this January 31st posting by Michael M. Dunn, President/CEO of the Air Force Association; spend three minutes considering how your company's value proposition supports the IC in these events. The world is constantly changing. What is your contribution to making the IC agencies better in their specific mission, given this list of potential or outright threats?

Monday, January 31, 2011
Dan

For some folks, capture management if a four letter word!

To get some insights, I tuned into a Federal News Radio program hosted by Larry Allen. His guest back in 2009 was Bob Lohfeld, President of the Lohfeld Consulting Group; as you'd expect, the nature of capture management is much more than just the proposal effort. (see: http://www.wfed.com/index.php?hlpage=6&nid=46&sid=1805751)

Monday, January 31, 2011
Dan Callahan

There has been recent news over the last several weeks related to SecDef Gates and his intention to cut $78B from the overall budget over five years and pare-down the DoD IT budgets specifically, which are currently absorbing about $37B annually. I sure hope you haven't lost any sleep over this… it amounts to well less than 3 percent. So, while I give the SECDEF high marks, these would not be considered bold cuts by anyone's definition. (I don't count the congressman or senator who may lose a single program as legitimate criticism... politics will always create disproportionate whining when it comes to cuts).

Friday, January 07, 2011
Dan Callahan

As readers have noticed, change can mean opportunity, when selling to the IC. But, if you and I don't take a few moments, every quarter, we'll miss the significance of the changes and the chance to leverage them into our own benefit. Here are some examples that strike me as possibly useful.

Wednesday, December 15, 2010
Dan Callahan

I am impressed that real change is taking place and, "sure, it is painfully slow at times", but being an optimistic realist, I believe we should give credit where it's due. The NSA has gone out of their way to not only reach-out to small businesses (to a greater extent than any other IC agency) but is reshaping how they do their job, organizationally. They are also shifting the direction of their IA mission. They stand out—relative to the other fifteen, as the most responsive to market pressures and the need for change.

Wednesday, December 08, 2010
Dan Callahan

This is a loaded question. I do not mean to suggest that we should take advantage of another's misfortune, even when it is the Department of Defense's. Real harm has been done by the Wikileaks perpetrators and the incident has certainly affected national security. Alliances and perhaps lives, may be at risk in real ways. However, my point in asking the question is this: the functionality offered by 'insider security monitoring' and role based cyber security has taken-on a new priority in the IC...and perhaps the entire federal government. And so it should. The implication is that in all federal agencies, big events (or screw-ups) typically precede big changes as well as big spending in certain categories.

Tuesday, November 16, 2010
Dan Callahan

On our best day, we create a team target that is aligned horizontally and vertically throughout an organization. For instance, if I was targeting the Army Intelligence organizations (as a sales and BD professional), this could easily dictate which trade shows at which I would exhibit or attend, which magazines I would spend time perusing, which phone calls I may make, and which web sites I monitor. As anyone over 30 will attest, this is a lot harder than it seems. Yet, without this kind of focus, I may never get deep enough to see opportunities. Incidentally, this is the problem with following the news (at least a challenge I have...)... even news on the IC. Washington is famous for spilling ink and hosting conferences to do little more that jam five hundred folks into a ball room to talk about problems. (Another cyber conference... you've got to be kidding...?!?) My passion is with those who talk... and then act!

Monday, November 01, 2010
Dan Callahan

The intelligence community (IC) is a $75 billion submarket within the federal complex. This alone is staggering. Being close to Washington DC, we tend to forget just how much money this really is. If this figure were a nation's gross domestic product (GDP), it would be the 60th largest country in the world and larger than 2/3 of all nations and their respective GDP output (there are currently 181 nations in the world).

Tuesday, October 19, 2010
Dan Callahan

Well, how did you do this fiscal year? The intell budgets have not really been cut, as much as they've been adjusted away from Cold War programs towards counterinsurgency and modern tools that more directly support the global war on terror (GWOT). Fred Kaplan, in a recent Foreign Policy Online Magazine article, points out that SECDEF Robert Gates "favors spending tens of billions of dollars to maintain, and somewhat upgrade, the nuclear arsenal. He opposes any slacking off in America's global military presence." And the NRO is preparing for "the most aggressive launch campaign we've had in 20 years." Gates has seen that the transformation from a Cold War machine is by no means complete and we don't need to shrink budgets, but adjust priorities within budget. These couple of examples are typical to the current environment as FY10 closes.

Thursday, September 30, 2010
Dan Callahan

In keeping with the format of this blog, I like to occasionally profile intell agencies to provide a bit of focus. Now is a good time to explore the NRO. One of the best ways to become familiar with this elusive agency is to attend the SPACE ISR Conference that AFCEA is hosting - a.k.a. the Fall Intelligence Symposium in mid October in Chantilly.

Monday, September 20, 2010
Dan Callahan

I just finished (again) a portion of Jeff Thull's Mastering the Complex Sale (see www.primeresource.com to order a copy). I see direct applicability to the intell community sales process, which - as readers of this blog know, typically the ultimate in complex selling.

Tuesday, August 31, 2010
Dan Callahan

Whether your firm is a services provider or a product company, you must clearly differentiate your offering or personnel. Perhaps this is true in any market during any economic cycle, but since our focus is on the IC, here are some of my thoughts on how to accomplish this mission towards the intell agencies.

Monday, August 02, 2010
Dan Callahan

I see some true leadership coming out of selected individuals in the IC and it is inspiring. Sure, there are a million things that could be better and nobody would deny this. However, my philosophy is that we need to support the ones who are in charge, and help them do their job. This is the system we have. Working against it won’t help you reach your goals and certainly will not help the nation reach its goals.

Tuesday, July 20, 2010
Dan Callahan

One of the Big Six IC agencies is the Defense Intelligence Agency (DIA). For a pretty good introductory video, browse here: http://www.dia.mil/video.html In an honest moment, I will admit that I vacillate between frustration and passion for this critically important agency. Rather than venting about my impressions of the Agency I will keep this blog entry positive and focus on "how you and I can provide real solutions" to an organization that really does need them, and how we can help them to be everything they should be as a vital member of the IC.

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