The government buys an enormous amount of goods and services each year. With the recent Stimulus Package and American Recovery and Reinvestment Act (ARRA) initiatives, more government projects are in the works now than have been in a long time. However, your salespeople can’t just walk in the door. The government issues performance-based specifications and requirements for the types of products it wants to buy. Finding and interpreting the specifications takes technical expertise and access to the various government agencies to get the latest information on procurement opportunities. ITECS excels at both. ITECS has relationships with 85 percent of congressional offices and we reach into 70 percent of the 250 plus agency laboratories and many of the 6,000 plus US military installations. We connect you with the right people when new projects and specifications become available.

The government purchases a wide variety of products. However, they're very interested in developing new technology in defense applications or infrastructure applications that help federal, state, and local governments meet green mandates. Technologies that help the government maintain cutting-edge defense mechanisms, conserve energy, or reduce cost in an existing application are most favorably suited for procurement contracts. 

Bringing new technology to market isn't a trivial process. Experience and access play heavily into whether your technology is applicable for a procurement contract. Generally, most companies with a new technology are either replacing an existing material that the government is already buying, in which case the technology meets a requirement, or they must convince a government agency that the new technology offers a completely new application that needs to be specified. In a typical case, we help clients walk through the following questions and process to get their technology to market.

1.      If an agency is interested, do they have the funds to qualify and acquire the technology?

2.      If not, can a congressional plus-up be used to provide the funding? ITECS helps leverage the government to secure the funding needed.

3.      For some final considerations, would you be displacing a current vendor?

4.      If so, does your technology need to wait for a current contract to run out?

5.      Can a need be demonstrated that the new technology is far superior and must be changed immediately, especially for a defense application? As an example, several years ago in Iraq, normal procurement of tactical vehicles was interrupted to allow the MRAP (Mine Resistant Armored Vehicle) to enter the supply chain as a “war emergency” priority.

Our Process:

Understanding the Technology

ITECS works with you to thoroughly understand the new technology you're offering. What can it do? Why is it better than existing material? We work with you to determine potential applications for the technology. Does the technology meet a general or defense need? Which government agencies might be interested? ITECS maintains a cadre of subject, product, and market experts, which allows us to identify the most effective way to break into the procurement market.

Identifying A Technology Application

Our team of technical experts finds the best fit for your technology within local, state, and federal governments. After searching the published specifications, attending the government agency meetings where new projects and needs are discussed, and talking with several government agency contacts, ITECS identifies which agency needs your technology most and who will pay for it. We quickly unearth opportunities for you to get the process moving faster.

We also identify whether a current requirement exists for the identified application or if one needs to be specified. If no requirement exists, ITECS works with you to create specifications for the technology and get a requirement issued. No government product engineering office or agency lab can evaluate your technology for consideration until a requirement is issued.  

Understanding the Government Need

ITECS has access to the right people in local, state, and federal government agencies to introduce you and your technology, and start preliminary conversations to gather feedback to determine if the government is interested in procuring your products. In many cases with cutting-edge technology, the government needs to be shown how the new technology can benefit them and solve a particular problem. ITECS’ access to key decision-makers within government agencies is crucial to create awareness for your technology. As with any new product launch, the more your product can solve an unmet need, the more commercially successful the launch will be. ITECS’ experienced professionals understand the government applications and can translate how a client’s technology will meet a need and whether it be a general or a defense application. ITECS maintains a qualified staff with the expertise to identify the current “state of the art” for virtually any new material or product. We give you our experienced opinion about which of your technologies presents a high probability of achieving mainstream status--before you expend a lot of company funds.

ITECS also helps you understand how the government may need to secure a budget to procure the product or service. ITECS has a unique expertise in helping clients get their products included in the annual federal budget request process or through congressionally directed plus-ups.

Working With Government Agency to Test the Product

If we determine that a government agency is interested in the new material or technology, the material or technology needs to be tested for basic and/or specific application capabilities.

Either the client is asked to do the testing or one of the many government agency labs provides the testing. If you're asked to do the testing, we provide the names of qualified labs and walk you through the testing process.

Once the technology has passed testing for basic capabilities, it may need to meet additional specifications based on the application. If there is no requirement but a government agency is interested in the technology, ITECS works with an agency to authenticate the technology specifications. If the technology has a defense application, ITECS works with you to influence the written specifications to help create a barrier to entry for competitors, thus protecting your investment. ITECS' subject experts have the knowledge and seasoning to provide valuable guidance about where to allow the government to test and qualify, and where to expedite your company efforts to achieve better timing, visibility, and/or project security.

If your technology is completely new to the market, ITECS works with you to get current government specifications or codes modified on your behalf.

Modifying Specifications or Codes

When selling a new technology to the government, clients must prove that their technology meets existing specifications, especially if it has a military application. Sometimes, however, our clients have a new technology that surpasses any existing materials and specifications. If this is your case, we have the technical expertise to work with you and the government agency to get new specifications written for a particular application, thereby providing you a clear, competitive advantage.

If the technology has a general or construction application,  it must adhere to approved construction codes.

Securing a Procurement Contract

After the Research and Development Center (RDEC) or agency labs have completed their research testing and decreed the technology suitable for the identified applications, a government agency customer can step forward with a procurement contract or ITECS can help to bring a customer to the table. In many cases, the government may not end up being our client’s customer. If the technology is a component of a larger product, ITECS facilitates an introduction with a Prime Vendor to get your technology or material included in an existing government contract. For example, if a technology is developed to create stronger components for an airplane, the customer will be Lockheed Martin or Boeing, since they have the procurement contracts for the entire airplane system. 

Finally, ITECS helps you create the best case for winning a procurement contract with its in-depth knowledge of government agency initiatives, such as the use of minority subcontractors, buying American, and emphasis on energy conservation.

To successfully sell to the government market, companies need to understand the procurement market and the various government requirements. ITECS has that knowledge. Companies also need to understand how to successfully differentiate and position the value of their technology offering in a meaningful way to the government. ITECS draws on the wealth of experience in its network of those who understand the complex government needs and applications and have successfully positioned and penetrated the government market. ITECS draws upon its deep relationships with both government and industry to quickly find information about specifications, applications, and unmet needs to take advantage of procurement opportunities. And most important, companies need to develop winning proposals that meet the government requirements and that offer attractive terms to all parties. This is an art that ITECS has mastered that can be put to work for you.