Commonwealth — The Commonwealth Group — hls cushing pres
27 slides from Commonwealth's investor presentation, Dec 1, 2004
Slide 1: Homeland Security Opportunities
Homeland Security Opportunities Christopher T. Cushing Tel Aviv, Israel December 1, 2004
Slide 2: The Commonwealth Group
THE COMMONWEALTH GROUP • Public Policy and Marketing Affiliate of Wolf Block Government Relations • Founded in 1992 • Assist clients in intersection of government policy and business development • We work with clients for whom Government is: – Customer or Market Maker – Financing Source – Regulator
Slide 3: Objectives
OBJECTIVES • Key Factors in the U.S. Homeland Security Market • Best Practices in U.S. Marketing • Contracting Basics • Raising Money: Research and Development Funding • Opportunities in the State and Local Marketplace
Slide 4: Key Factors in the U.S. Homeland Security Market
KEY FACTORS IN THE U.S. HOMELAND SECURITY MARKET • Patience is a Virtue • Price Matters • DHS is not DoD – New – Decentralized: State and Local – Broader Constituency – Different Culture • Volunteers – 73% of firefighters in the U.S. are volunteers
Slide 5: Key Factors in the U.S. Homeland Security Market
KEY FACTORS IN THE U.S. HOMELAND SECURITY MARKET • DHS is Ernest – Very Interested in Israeli Technology • Homeland Security is Not Just DHS – Jerusalem Post, November 29, 2004 • ClearForest: FBI is Justice, not DHS • NICE: Statue of Liberty (Park Police) is Interior, not DHS
Slide 6: Key Factors in the U.S. Homeland Security Market
KEY FACTORS IN THE U.S. HOMELAND SECURITY MARKET • Talk to the Right People at the Right Time – Often Very Specific Contact Points – Sense Thru The Wall Test Bed: Ft. Monmouth, NJ (Army) – Arizona Border Control Initiative (DHS) – North Dakota Northern Border Pilot Program (DHS - new) – Safe Skies A
Slide 7: Key Factors in the U.S. Homeland Security Market
KEY FACTORS IN THE U.S. HOMELAND SECURITY MARKET • Plus-Ups and Earmarks – Unless Very Well Capitalized, and can Wait a Year, Forget It – Go with Funding in Stream • Venture Capital Keeps and Eye on Washington – Government is a Tough Customer – VCs look to Minimize Risk
Slide 8: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Offer Solutions Not Technology • Do Your Homework – Identify Potential Customers • Assess Agency Needs • Who Has the Money – Track DHS Procurement Information – Daily Procurement Info: http://www1.eps.gov/spg/dhs.html – “Open for Business” www.dhs.gov/openforbusine
Slide 9: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Develop Sources of Information – GAO Reports (www.gao.gov) – Congressional Hearings/Appropriations Reports ( www.thomas.loc.gov) • Free Online Resources – Washington Technology ( www.washingtontechnology.com/homeland) – Government Executive (www.govexec.com) – Cent
Slide 10: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Develop Good Marketing Materials – Why It’s Unique or Compelling – Convey a Meaningful Difference – Be Short and Factual – What Are the Public Policy Implications? – Format • Emailable Text • Avoid PowerPoints, CDs, Spread Sheets – Describe in Simple Terms How the
Slide 11: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Be Willing to Start Off Small – Pilot Projects – Logan Boston and Baltimore-Washington – Free Testing of Equipment • Create a Validation for Your Technology – Government is Risk Averse
Slide 12: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Consider a Cost-Effective U.S. Presence – State Incentive Programs • Maryland: Market Reach America – Maryland-Israel Development Fund ( www.marketreachamerica.com) – California, Massachusetts, New Jersey
Slide 13: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Consider a Cost-Effective U.S. Presence – Business Incubators • Maryland: Chesapeake Innovation Center (www.cic-tech.org) – National Security Agency » Information Assurance • New Jersey: ACIN (www.acincenter.org) – U.S. Army Communications
Slide 14: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Get Outside Washington and Think Local – From 2001 - 2004, $11 billion has been provided to state and local first responders – with 80 percent of these funds being spent at the local (city and county) government level
Slide 15: Best Practices in U.S. Marketing
BEST PRACTICES IN U.S. MARKETING • Establish Teaming Relationships With Integrators – Top 10 Homeland DHS Contractors FY2003 1. Boeing 2. NCN Pearson 3. Integrated Coast in Guard Systems (Lockheed Martin & Northrop Grumman) 4. Unisys 5. Covenant Aviation Security 6. Accenture 7. General Dynamics 8.
Slide 16: Contracting Basics
CONTRACTING BASICS • Central Contractor Registration • General Information • “Tips for Companies Located Outside the US” – www.ccr.gov • Department of Homeland Security – IT Registration – https://vendors.dhs.gov • GSA Schedule • Federal, State and Local government contracting • License To Sell • “H
Slide 17: Contracting Basics
CONTRACTING BASICS • Consider Liability Protection SAFETY Act (www.safetyact.gov) • Track Regulations and Standards • Homeland Security Equipment – Department of Homeland Security » Office of Interoperability and Compatibility » October 28, 2004 – First Facial Recognition Standard • Wireless Secur
Slide 18: Research and Development Funding
RESEARCH AND DEVELOPMENT FUNDING • Homeland Security Advanced Research Projects Agency (HSARPA) – Primary Source of Funding for Extramural R&D – $1 billion per year – R&D Funding for “Low Hanging Fruit” – Radiological and Nuclear Countermeasures – Biological Countermeasures – Chemical and High Explo
Slide 19: Research and Development Funding
RESEARCH AND DEVELOPMENT FUNDING • Transportation Security Administration (TSA) – Aviation Related R&D • Counter Man Portable Air Defense Systems (MANPADS) • Cargo Explosives Detection • Bottle Screening Devices – www.tsa.gov
Slide 20: Research and Development Funding
RESEARCH AND DEVELOPMENT FUNDING • Technical Support Working Group (TSWG) – State, Defense and Homeland Security R&D – DHS is Using TSWG to Identify Technologies for Rapid Prototyping – Bi-Lateral R&D Agreement with Israel (only 3: UK and Canada) – Additional $25 million for next year – Solicited In
Slide 21: Research and Development Funding
RESEARCH AND DEVELOPMENT FUNDING • National Institute of Justice – Department of Justice R&D – Open White Papers Due December 13th • Less-Lethal and Pursuit Management Technologies • Communications Technologies • Forensic DNA Research and Development • General Forensics Research and Development • El
Slide 22: Research and Development Funding
RESEARCH AND DEVELOPMENT FUNDING • 21st Century Nanotechnology Research and Development Act (PL 108-153) – $3.7 billion in funding over 4 years beginning in FY05 – Managed by the National Science and Technology Council – Split Among Five Departments • National Science Foundation • Department of Ener
Slide 23: Research and Development Funding
RESEARCH AND DEVELOPMENT FUNDING • Project BioShield – $5.6 billion for Medical Countermeasures – Phase II and beyond – Biological, Chemical, or Radiological agents – www.hhs.gov/bioshield (not yet active)
Slide 24: Research and Development Funding
RESEARCH AND DEVELOPMENT FUNDING • Department of Defense – Defense Advanced Research Projects Agency (DARPA) – IED Countermeasures – Biometrics – Cruise Missile Defense – Identify Radiological Treats at a Distance at Sea – Identify and Remotely Affect Enemy Aircraft – Casualty Extraction – Effective
Slide 25: The State and Local Marketplace
THE STATE AND LOCAL MARKETPLACE • Opportunities in the State and Local Marketplace – Office of State and Local Government Coordination and Preparedness • Steady Funding at About $3.5 billion per year • Provided to States – 80 percent suballocated to Local Government – Local Government = county, city
Slide 26: The State and Local Marketplace
THE STATE AND LOCAL MARKETPLACE • Opportunities in the State and Local Marketplace – More Political than Federal Contracting – Relationship Driven – Can Create Opportunities – Target Select States and the 50 Urban Area Security Initiative (UASI) Cities • www.dhs.gov • http://www.whitehouse.gov/homel
Slide 27: For Additional Information
For Additional Information www.wolfblock.com www.commonwealth-group.com www.usisraelinvestment.com CHRISTOPHER T. CUSHING ccushing@commonwealth-group.com 1401 New York Avenue, NW Suite 810 Washington, DC 20005 Telephone: (202) 789-4040 x200