FOLSOM POINT HELPS AREA BUSINESSES TARGET GOVERNMENT OPPORTUNITIES

Generating Qualified Leads for Companies that Sell to Government Agencies

June 13, 2002

(Boulder, CO) - Folsom Point, a Boulder-based strategic consulting firm, is launching a service to give small- and medium-size businesses that sell to Federal, state, and local governments a competitive advantage. The "Government on Target" lead generation service provides businesses with highly-qualified leads to reduce the time they must spend in finding government opportunities.

According to Gartner Dataquest, the government is one of the few growth sectors today. The Federal government alone contracts $200 billion per year in goods and services. While information technology spending is at the forefront, government expenditures are also focused on construction projects, scientific analysis, materials and supplies, and a litany of professional services. Government, once considered boring and staid, is now being hailed as the new 'sexy industry' where vendors can seed and grow sustainable, repeatable revenue streams.

John Aaron of the EPA Hazardous Materials Division recently spoke at the Colorado Outreach Small Business Workshop about how to get work with various agencies: "If you want to do business with the government, you must have someone in your organization checking the procurement systems on a statewide and federal level at least twice a week or you'll be missing opportunities."

"From experience we know how much time it takes to go through the various sources of government solicitations," remarked Cathy Kramer, President of Folsom Point. "There are numerous databases to consider and countless procurement guidelines to understand. Most small- and medium-size companies don't have the in-house resources they need to strategically review and qualify these RFPs, especially on a daily basis."

Kramer developed her expertise with procurement systems and government regulations such as the FAR (Federal Acquisition Regulation) while working as a management consultant for American Management Systems. Her clients included the Library of Congress and U.S. Patent and Trademark Office. She heads up the government lead generation service for Folsom Point.

The "Government on Target" service begins with Folsom Point conducting an on-site consultation to gather a client's business objectives and sales requirements. A target list of government agencies throughout the country is developed, and Folsom Point then spends an allocated number of hours per week 'trolling' fee-based databases and other free online sources for ideal opportunities. Only truly qualified leads are passed along to the client on a daily basis. Folsom Point can also assist with proposal development.

"We are constantly stumbling upon well-qualified opportunities for our clients. Larger companies have entire divisions dedicated to generating government revenue. We're leveraging our expertise so that small- and medium-size businesses can target a key customer segment and develop a government sales strategy," added Kramer. "Remember the days when truckloads of RFPs were delivered to your doorstep? Those days are long gone. Successful companies need to become the hunter, not the gatherer, of these types of opportunities. Submitting proposals gets you into the game. Winning just one contract makes it worthwhile."

About Folsom Point

Folsom Point, Inc. is a consulting firm providing business-driven strategies that blend marketing insight and Internet technologies to help companies target new customers and foster long-term relationships. Folsom Point's services include business and marketing consulting, competitive and customer research, strategic planning, project management and program measurement. Folsom Point is a privately held company founded January 2001 and headquartered in Boulder, Colorado.