When: June 4 — 5, 2003
Continental Breakfast begins 7:30 a.m.

Where: Hyatt Regency, Reston, Virginia

Agenda

Overview
Donald W. Upson, Partner, ICG Government and former Secretary of Technology, Commonwealth of Virginia

• The Five Myths of Doing Business with Government
• E-Government, vertical government: trends you need to know
and speak to achieve your sales objectives
• How government uses IT —- agency, department, state,
enterprise
• How government buys IT — agency, department, state,
enterprise

The Government IT Market: Beyond the Rhetoric
Payton Smith, Director, Market Analysis, INPUT

• Five key aspects of the government IT market
• The top buyers in government: agencies, departments, states
• The top companies selling to top buyers: hardware, software,
services
• The top companies in specific markets: civil, DoD, states
• Buying trends you need to know

How States Budget IT
John Thomas Flynn, Partner, ICG Government, and former CIO, State of California and Commonwealth of Massachusetts

Basic Guide to Government Procurement
Bill Gormley, President, Washington Management Group and former Deputy Commissioner, Federal Supply Service

• The myth of the convoluted and cumbersome government
procurement process
• Large RFPs, GSA Schedules, IDIQs, GWACs, and more
• Three trends you should know about

Know Your Government Customer
Alan Balutis, President, Veridyne Corporation, and former Director for Management and Budget and CIO, Department of Commerce

• Five things to remember when selling to a government customer
• What interests the government IT executive
• Understanding the mission
• Where and how to meet government officials who affect your
business
• Brevity, clarity, follow-up

How to Make an Effective Presentation to Government
Paul Brubaker, Partner, ICG Government, and former Deputy CIO, Department of Defense
Alan Balutis, President, Veridyne Corporation, and former Director for Management and Budget and CIO, Department of Commerce

• Five critical elements of presenting to government prospects
• What to include in your presentation and what to avoid
• Who should attend, who and how to present
• How to follow up

Ask the Customer!
Moderator: Mike Sade, Director of Procurement, Department of Commerce
Ray Boyd, Director, Commercial Policies and Oversight, Department of Defense
Douglas L. Wilson, Director, Department of Information Technology, Acquisition Services Division, Commonwealth of Virginia
Kim Hixson, Director, Procurement Services, Department of Commerce

• Your chance to ask candid questions to current and
ex-government officials about what works and what doesn't

Dinner with Speakers: a reception and dinner giving attendees the opportunity to interact with conference speakers and special guests Congressman Tom Davis and Delegate JeanneMarie Devolites at Morton's Steakhouse, Reston
See Agenda for Day 2