Practice Areas

Submitted by monument_admin on March 27, 2009 - 03:28

FEDERAL MARKETING

Understanding how to do business with the federal government is not an easy task. A company hoping to be successful must understand how big the potential federal government market is for the product, service, or solution. Assuming that the market size is sufficient, the company must then decide the specific customer need the product addresses, as well as the possible price point. It must also be able to decipher complex acquisition rules and offer an effective proposal. Finally, any company interested in doing business with the federal government must know the customer well, from the end user customer all the way to high-level political decision makers. Additionally, in today’s politically charged government contracts environment, a successful firm that garners significant business with the federal government must be prepared for significant oversight from Congress.

The Monument Policy Group understands these dynamics, and regularly assists clients seeking to expand their sales in the federal market. We work with firms of all types and sizes – from small companies that have never done business with the federal government, to large system integrators who are seeking to defend their contracts at certain agencies. Our team members have experience dealing with procurement teams in several departments, and as a result, understand how to best engage both political officials and career level executives regarding federal business. In addition to assisting with departmental officials, Monument’s team is also adept at helping companies understand how Congressional action can affect agency budgets and contracting decisions.

One of the first steps we help clients take is generally establishing an “economic footprint” – that is, developing relationships with home-state/home-town legislators, as well as those legislators linked to strategic partners and suppliers. We find that legislators are eager to get to know companies in their districts, are keen to understand their economic impact in the state/district, and learn more about the firm’s federal business goals.

In addition, we regularly help our clients develop and implement strategies for further increasing business and partnership opportunities in the private sector, especially with lead system integrators and other government contractors.

Our team includes Partner Andrew Howell, who has extensive experience helping companies build strong relationships at both the career and political level with program managers and procurement officials, particularly at the Department of Homeland Security. Prior to joining the firm, he served in various capacities at the U.S. Chamber of Commerce.

Partner Stewart Verdery previously served as the first Assistant Secretary for Policy and Planning at the Department of Homeland Security, where he led efforts to develop and implement policies related to, among other things, cargo security, international trade, immigration, and transportation.

Partner Jessica Herrera-Flanigan recently served as the Staff Director and General Counsel for the House Committee on Homeland Security where she directed, supervised, and managed the legislative, policy, and oversight activities of the Committee, including its efforts relating to contracting and contractor oversight.

REPRESENTATIVE MATTERS

Promoted biometrics-based security solutions at the Department of Homeland Security, allowing our clients to develop new lines of business with several components.

Provide a Fortune 100 company strategic advice, counseling, and support on its civilian security programs on such issues as interoperability, robotics, chemical detection, and IT.

Assisted a technology company with developing a Customs & Border Protection pilot project relating to customs issues.

Have regularly assisted companies with identifying procurement opportunities at relevant agencies, including the Departments of Homeland Security, Justice, and State.

Established a broad set of relationships, from research and development officials to program managers, for a global defense and security company looking to create a new segment within the U.S. homeland security market. This enabled the company to conduct further product development and build a fiscally-responsible commercialization roadmap.

Helped the executive leadership of a leading U.S. defense contractor establish relationships with senior government officials responsible for a small, but growing, contract for critical law enforcement capability.