Intel Small Business Blog

Wednesday, June 30, 2010
Dan Callahan

This time, we’re going to look at Part 2 of the SBIR approach to securing revenue for your innovation.   I get the impression there is a long list of folks who know how to go through the motions and submit a proposal, and a much shorter list of folks who know all that… and how to win.

Monday, June 07, 2010
Dan Callahan

I’m pulling duty at an intelligence community conference and (I gotta tell you…) I love these events.  I’m enough of an extrovert that I try to “work them” for all their worth.  What I mean is that I am proud to be a business developer, and I’m here for that purpose.  So there is clarity of mission.

 

Friday, April 30, 2010
Dan Callahan

What would you say? This is harder than it seems. I'm referring to condensing your message and question for the executive into a crisp, four to five minute conversation. And to have any value at all, there would need to be included a "call to action" or a request for information, as a part of that four minutes.

Tuesday, March 30, 2010
Dan Callahan

This is a difficult client market loaded with obstacles and barriers.  But I am convinced that these challenges are surmountable.  Do yourself a favor: sit back and relax for just a moment and answer this question: in order to better reach your business development goals, if you could have one thing or change one obstacle…that would make all the difference, what would it be? 

Being an agile and adroit small business, one of your greatest strengths should be to move quickly in the midst of intelligence community changes. (Change can always mean “opportunity” when viewed positively).  There have been many recent changes across the IC that you may be able to leverage, at least thematically, and create an opportunity for your firm.  I am referring to conversations you may need to start, continue or shut down, imperatives that you may need to support, funding that you may need to get a piece of and other similar activities.  Here is a sample list, for your consideration.  Look at these carefully, with an eye toward this question: “how can I leverage this on behalf of my company?”

Friday, February 19, 2010
AFCEA Intelligence

Who could blame you if, never having been in the military, you were intimidated by the defense intelligence community? The most descriptive term that characterizes the organization (broadly speaking) is 'labyrinthine'. The original use of this term comes from Greek mythology and was applied to a maze intended to befuddle the Minotaur; the original labyrinth was so cunningly devised that even its creator, named Daedalus, almost didn't escape. Although our goal is not to get out... but to get in, the term does seem to fit.

Thursday, January 28, 2010
Dan Callahan

You don't need to be a satellite manufacturer to have a value proposition for the NGA.  They are a large agency that has a diverse mission and a long list of constituents.   Their data and telecom networks pass bits generally the same way other corporate nets pass information, so as with all the IC agencies, you can divide their needs into two categories: mission specific (geospatial analysis and production) and IT support infrastructure (i.e., databases, applications, networks and systems (DANS)). 

Tuesday, February 02, 2010
Dan Callahan

Guilty as charged: I take a very broad view of the IC—to include Law Enforcement.  Perhaps you should as well! 

It’s true.  The definition of intelligence is rapidly changing.  If you are like me, much of your career was attached to the armed forces.  Yet, out of necessity, the law enforcement component of the IC represents increasingly ripe fruit, if you’re looking for opportunity. 

Monday, January 04, 2010
Dan Callahan

If you’ve been following this blog, you know I like a varied approach to penetrating these complex agencies.  Unfortunately, they do not exist to make life easy for sales folks, but I have found if we know how to work with them, there is more to be gained then by complaining. 

Tuesday, December 02, 2010
Dan Callahan

If the CIA is your business development target, then it will help to know how to start breaking into their universe (legally, of course!).  Here are a few tips, collected from my specific experience as well as general knowledge of the account.  Although it generally draws from my book, Cracking the Code, (see:

Tuesday, December 02, 2010
Dan Callahan

If you’re like me, after the activity from this fall, you need a few days away from the usually grind to refocus your planning.  I did this in August and it was amazingly refreshing. (Actually, I need a six month sabbatical but that will have to wait!)  Over the holidays (or in January) is a great time to relax and consider your business development activities since Labor Day.  Here are some focal points to get you started as you continue selling to the Military and the Intelligence Community agencies:

 

Tuesday, November 17, 2009
Joe Mazzafro

One of my pet peeves as a sales professional is when other sales folks don’t do their homework before visiting with a client or prospect.  Most business persons have seen it done or been a part of it: a show-up and throw-up sales call.  Whichever side of the equation you happened to have been on, these are not pretty meetings.  Selling -- on its best day, is a bilateral conversation, not a one sided technical dump, from the “sales person” towards the prospect. 

 

Friday, October 30, 2009
Dan Callahan

I just returned from a large AFCEA conference that was well attended by military personnel—both uniformed and civilian.  If you generally see the glass as half-full (and employ the few tips offered below), then conferences (both large and small) can be great opportunities to engage the clients; however, without the right attitude, they can be very unsatisfying.  The key is to understand how to harvest these events for all they’re worth and go into them with a plan.

Tuesday, October 13, 2009
Dan Callahan

Thursday, October 01, 2009
Dan Callahan

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