Events and Presentations

april 22, 2015: 2015 ACT-IAC small business conference
GRAND HYATT WASHINGTON

Rule #1 for Company Growth? Break All the RulesSuccess with Sharing

 

Robert Silverman, ReachSolutions CEO and IntelliVen Principal will moderate a panel of industry experts exploring approaches and resources for small or emerging companies to accelerate growth in the government market. The session will explore Federal market programs such as Mentor-Protégé programs, as well as emerging resources such as Federal incubators and VCs. The panel will further explore approaches for these firms to ensure that initial success can be extended into scalable and sustainable growth over the longer term..

Panelists include:

» Prince Howard, Pathway Partners, LLC
» Christine Ward, CenturyLink
» Geoff Orazem, Eastern Foundry
» Paul Singh, Disruption Corporation
» David Kriegman, CEO of Z2B Consulting and author of the book "Zero to a Billion: 61 Rules Entrepreneurs Need to Know to Grow a Government Contracting Business"

November 2012: Government Information and analytics summit

- Using BI to Maximize the Benefits of Your Program
- Success with Sharing - Case Studies and Lessons Learned
- The Governance of Information Sharing in the Intelligence and Law Enforcement Communities

 

ReachSolutions CEO Robert Silverman, will be moderating three panels of government and industry experts at the Government Information and Analytics Summit on November 29th at the Washington Convention Center.  The panels address the role of business intelligence and analytics in measuring and improving program performance, as well as the progress achieved and lessons learned from the evolving Federal information sharing strategy.

November 2010: Government Sales management Training

The Critical Elements of Federal Business and Sales Planning

 

Join ReachSolutions CEO Robert Silverman and Michele Darnell, president of Agilidy LLC for a two-class government sales management program.  The training program will be offered in conjunction with the immixGroup, at their McLean, VA training center.. 

Day one of the training program will focus on the critical elements of successful business planning (for example annual planning, territory alignment, compensation planning, etc.) in the unique federal market. 

Day two will focus on federal sales or "battlefield" planning, including target account planning, opportunity planning, and forecasting.

Perhaps more than any other, selling to the federal market requires a thorough planning process to achieve sustainable success and communicate objectives and requirements to corporate executives. A successful federal business planning process is multi-dimensional and integrates multiple levels from strategic to tactical. Beginning with a well designed multiple-year strategy, the federal business planning process extends down to annual business planning, to territory planning and then down to the target account and individual deal planning activities that shape the daily federal sales battlefield.

 

June 22, 2010:  tech council of maryland; government contracting academy

Strategic Partnering in the Federal Government Market

 

ReachSolutions CEO Robert Silverman was invited to speak at the Tech Council of Maryland's Government Contractor Academy on June 22, 2010.   Mr. Silverman outlined the the importance of partnering for companies entering the Federal market, examined the alliance ecosystem of the market and how companies can best establish and manage succesful alliances while positioning for longer-term sustainable success. 

 

april14, 2009;  8:00 AM-12:30 Pm:  harvard businss school club of dc nafta seminar at the canadian embassy

Industry Panel: NAFTA and the Energy Sector

 

For a Harvard Business School of DC seminar on the North American Free Trade Agreement (NAFTA) at the Canadian Embassy, ReachSolutions CEO Robert Silverman moderated a panel of industry experts discussing the current state of the energy sector as it relates to NAFTA. The session will provide a focused presentation and discussion on the energy sector, which is central to the challenges and future potential of the region.  The panel will explore opportunities and challenges in getting us to a world of sustainable energy and green industry from the existing situation where 80% of our energy needs are met by fossil fuels.

Presenters include: Jon Huenemann, Principal of Miller & Chevalier; Gary Hufbauer  and Jeffrey Schott , Senior Fellows at the Peterson Foundation (co-authors of NAFTA Revisited: Achievements and Challenges);  Joseph Dukert, President of the US Association for Energy Economics (author of a just-published book entitled Energy); Michael Eckhardt, President of the American Council on Renewable Energy (ACORE) ; Al Zapanta, President of the United States-Mexico Chamber of Commerce ; Hector Marquez, Director of the NAFTA Office at the Mexican Embassy in Washington, DC; James Jones, former US Ambassador to Mexico at the time of the Peso crisis and NAFTA implementation (currently a partner at Manatt Jones); Jean-Philippe Linteau, the Senior Trade Commissioner for the International Business Development and Investment Program at the Canadian Embassy in Washington;  and Jean-Michel Comtois, Vice President of CMC Electronics.  

 

November 18 , 2008;  8:30 AM-3:00 Pm:  Sales management Training

The Critical Elements of Federal Business and Sales Planning

 

ReachSolutions CEO Robert Silverman and Michele Darnell, president of Agilidy LLC presented a half-day course, provided in conjunction with immixGroup, on the critical elements of successful business and sales planning in the unique federal market.

Perhaps more than any other, selling to the federal market requires a thorough planning process to achieve sustainable success and communicate objectives and requirements to corporate executives. A successful federal business planning process is multi-dimensional and integrates multiple levels from strategic to tactical. Beginning with a well designed multiple-year strategy, the federal business planning process extends down to annual business planning, to territory planning and then down to the target account and individual deal planning activities that shape the daily federal sales battlefield. 

 

December 6, 2007; 2:00pm - 3:00pm EST:  Web Seminar

Tap Into the US State and Local Government $77 Billion IT Spending*: Aligning Facts and Focus to Win State and Local IT Contracts

*Source: INPUT, June 12, 2007

ReachSolutions CEO Robert Silverman and Market Connections CEO Lisa Dezzutti presented a one-hour web seminar, sponsored by the immixGroup and provided insights into effectively penetrating state and local markets.

Industry analysts see strong growth potential in state and local (S&L) government markets. Yet, actually winning business in these unique markets can be daunting. The opportunities are diverse and numerous, often leading to a reactive and scattered approach. The cost of entry and initial sales is often much higher than in other markets. And, assumptions and guesswork about the mindsets, buying behaviors and attributes of IT decision makers at state, municipal and county organizations or public schools are often wrong, resulting in sales cycles that frequently end with underwhelming results.

December 11, 2007;  8:00-11:30 Am EST:  Sales management Training

The Critical Elements of Federal Business and Sales Planning

 

Join ReachSolutions CEO Robert Silverman and Michele Darnell, president of Agilidy LLC for a half-day course on the critical elements of successful business and sales planning in the unique federal market.

Perhaps more than any other, selling to the federal market requires a thorough planning process to achieve sustainable success and communicate objectives and requirements to corporate executives. A successful federal business planning process is multi-dimensional and integrates multiple levels from strategic to tactical. Beginning with a well designed multiple-year strategy, the federal business planning process extends down to annual business planning, to territory planning and then down to the target account and individual deal planning activities that shape the daily federal sales battlefield.

May 1, 2007 —Executive breakfast, co-sponsored by washington smartceo magazine

Launching Strategic Growth and Achieving Real Results

A Discussion on Strategic Planning by a Panel of DC-Area CEOs and Board Members

On May 1, 2007, ReachSolutions and Washington SmartCEO held an exclusive breakfast seminar on launching strategic growth for 50 corporate executives representing 40 DC-area companies.  The breakfast, held at the Tower Club in Vienna, Virginia, featured a panel of corporate leaders from highly successful DC companies who discussed their experiences implementing strategic planning to launch the next phase of strategic growth for their companies.  Panelists included

- Tony Barclay, CEO, DAI
   (2006 Government Contractor of the Year)
- Jeff Copeland, CEO, immixGroup
   (Washington Technology Fast 50 and Top 100 Prime)
- Patrick Gross, Board Director, Capital One, DAI
   (Co-founder American Management Systems)
- Moderator: Robert Silverman, CEO, ReachSolutions

» View event website for more information

April 20, 2006 — e-gov Institute knowledge management conference; Washington, dc

E-Gov Conference Panel on Information Integration

Information Integration: The Linchpin of a Network-Centric DOD

At the 7th Annual E-Gov Institute Knowledge Management Conference, Robert Silverman, chief executive officer of ReachSolutions moderated a panel of industry experts including  Carla von Bernewitz, former CIO at the Defense Logistics Agency, Major Craig Amundson (Ret) from the Marine Corp. Enterprise Information Technology Services, and William Smith of IBM.   The panel discussed how the drive toward a Network-Centric Department of Defense has placed information integration at the forefront of DOD IT objectives. Beyond linking administrative systems, information integration has evolved significantly as a core business process with commercial products, standards and best practices embraced as enablers.   The panel discussed key drivers and the business case for information integration.  The panel also discussed how information has evolved to become a core business process with the adoption of commercial products standards and best practices.  Finally, the panel explored lessons learned from recent DOD information integration initiatives and how they expect information integration to evolve within DOD. . » View website

January 19, 2006 — Webinar co-sponsored with immixGroup; McLean, VA

How to Develop an Annual Government Business Plan

Critical Elements of an Annual Government Business Plan

In conjunction with immixGroup, Robert Silverman, chief executive officer of ReachSolutions presented a webinar explaining the critical elements required for a successful annual government market business plan. A good business strategy frames your company's vision, provides a long term roadmap, sets expectations and ties return to investment to ensure success in the federal market. Translating that strategy into an actionable plan over the next year is critical to achieving both short term and long term objectives. This webinar covered how to develop an annual business plan that sets an actionable roadmap for the upcoming year and frames revenue, non-revenue and investment expectations within the context of your longer-term government market strategy. » View website

July 28, 2005 — Webinar co-sponsored with INPUT

Integrated Strategic Business Planning

Best Practices for Integrated Strategic Business Planning

Robert Silverman presented a webinar session, joined by Lauren Jones Shu of INPUT, on best practices for integrated strategic business planning. Mr. Silverman discussed:

• How integrated strategic planning can build corporate-wide alignment and strategic focus across divisions, functions and lines of business;
• How to avoid and overcome common pitfalls and challenges; and
• Keys to driving corporate execution of strategic plans

August 5–6, 2003 & October 28–29, 2003
Co-sponsored with immixGroup; McLean, VA

Selling Enterprise Technology in the Federal Channel

Critical Elements of a Government Business Plan

Robert Silverman presented a session on the critical elements required for a successful government market business strategy. One of the most vital drivers of success in the government market is a thorough business plan that accurately assesses the market, positions the company's most compelling value propositions, integrates the sales, alliances, marketing, delivery functions and lays the organizational and infrastructure groundwork.  A successful plan must also establish detailed objectives and milestones and provide an ROI analysis that tightly ties expectations to levels of investment. This session discussed how to build a successful strategy and how the right strategy can be the ultimate difference between success and failure in the market. Business Development for Enterprise Technology. Robert Silverman presented a session along with Tony Franzonello of immixGroup focusing on the role of long-term business development in the Federal market. The session focused on how to tap into lucrative programmatic dollars, approaches and tactics to doing business with systems integrators in this unique market and tools and resources for long-term business development.

June 26, 2003 — Portland, OR

Building a Business in the Government Market Roadshow

Real Strategies for Building a Sustainable Government Business

Robert Silverman presented a session to member companies of the American Electronics Association (AeA) outlining the critical elements required for a successful government market business strategy. One of the most vital drivers of success in the government market is a thorough business plan that accurately assesses the market, positions the company's most compelling value propositions, integrates the sales, alliances, marketing, delivery functions, lays the organizational and infrastructure groundwork, establishes detailed objectives and milestones and provides an ROI analysis that tightly ties expectations to levels of investment. This session discussed how to build a successful strategy and how the right strategy can be the ultimate difference between success and failure in the market.

May 17, 2003 — Co-sponsored with immixGroup; McLean, VA

Selling Enterprise Technology in the Federal Channel

Business Development for Enterprise Technology

Robert Silverman presented a session along with Tony Franzonello of immixGroup focusing on the role of long-term business development in the Federal market. The session focused on how to tap into lucrative programmatic dollars, approaches and tactics to doing business with systems integrators in this unique market and tools and resources for long-term business development.

May 16, 2003 — Co-sponsored with immixGroup; McLean, VA

Selling Enterprise Technology in the Federal Channel

Critical Elements of a Government Business Plan.

Robert Silverman presented a session on the critical elements required for a successful government market business strategy. One of the most vital drivers of success in the government market is a thorough business plan that accurately assesses the market, positions the company's most compelling value propositions, integrates the sales, alliances, marketing, delivery functions, lays the organizational and infrastructure groundwork, establishes detailed objectives and milestones and provides an ROI analysis that tightly ties expectations to levels of investment. This session discussed how to build a successful strategy and how the right strategy can be the ultimate difference between success and failure in the market.

May 8, 2003 — Washington Court Hotel; Washington, DC

Sales Opportunities in the Public Sector:
Strategies for Accomplishing Growth

The Government Market: Myths and Realities.

Robert Silverman presented to members of the National Association of Computer Consultant Businesses. The presentation was geared toward technology consulting companies looking to enter or renew their investment in the government market. The session focused on the commonly misunderstood myths and realities of doing business with the government and practical strategies for building a high-performing, sustainable government-focused business.

March 4, 2003 — 2003 Intel® Solutions Summit, Sheraton San Diego

Selling to Government

Covering the Basics

Robert Silverman presented a session on the basics of building a successful and sustainable business in the government market, geared toward companies looking to enter or renew their investment in the market. The session focused on the commonly misunderstood myths and realities of doing business with the government and practical strategies for building a high-performing, sustainable government-focused business.

February 27, 2003 — Co-sponsored with immixGroup; McLean, VA

Selling Enterprise Technology in the Federal Channel

Critical Elements of a Government Business Plan.

Robert Silverman presented a session on the critical elements required for a successful government market business strategy. One of the most vital drivers of success in the government market is a thorough business plan that accurately assesses the market, positions the company's most compelling value propositions, integrates the sales, alliances, marketing, delivery functions, lays the organizational and infrastructure groundwork, establishes detailed objectives and milestones and provides an ROI analysis that tightly ties expectations to levels of investment. This session discussed how to build a successful strategy and how the right strategy can be the ultimate difference between success and failure in the market.

October 21, 2002 — Kingsmill Resort, Williamsburg, VA

Government IT Marketing Summit

Building the "Aligned" Marketing Program

Robert Silverman presented a session on the opening day of the Government IT Marketing Summit that focused on how to build successful "aligned" marketing programs. A successful marketing program is one that aligns and connects a business to the eyes of the marketplace in a way that facilitates business. To be successful, marketing programs need to be aligned with both the business and the market on a number of dimensions. Only when marketing programs are so aligned, can they ensure linkages from strategy down to tactics, become measurable and benchmarked to the organization's most compelling business objectives and achieve the degree of market traction expected. This session presented strategies and practical approaches for successfully building and executing an "aligned" marketing program that is closely in sync with the market, the overall business strategy and the compelling objectives and core capabilities of the organization. E-mail us to request a copy of the presentation.

September 25, 2002 — Northern Virginia Technology Council
Emerging Business Network

The Government Market

Myths and Realities

Robert Silverman's presentation to the Northern Virginia Technology Council's Emerging Business Network was geared toward companies looking to enter or renew their investment in the government market. The session focused on the commonly misunderstood myths and realities of doing business with the government and practical strategies for building a high-performing, sustainable government-focused business. E-mail us to request a copy of the presentation.

June 18, 2002 — Fortune1 Business Conference

The New Realities

Selling Solutions in the Government Market

Robert Silverman's presentation at the Fortune1Business conference focused on the government trend toward acquiring complete solutions and the significant implications to firms in the Federal market. In this session, Mr. Silverman discussed how firms that want to become highly-successful in this new environment will need to adapt their overall strategy and organization, as well as their approaches to sales, marketing, alliances and delivery. E-mail us to request a copy of the presentation.

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