Brief Narrative

Kearns Technology Associates aids small and medium size technology enterprises to sell and market cost-effectively in the Government Information Technology marketplaces. This market currently budgets $80B+ for IT-related functions.

Increasing your near-term sales revenues and profitability is your goal. Adding Government contracts to your portfolio oftentimes provides a level of protection against the more cyclical nature of the commercial markets. Your entry into this market space is an investment that has paid off handsomely for dozens of other enterprises.

Entering this arena is not unlike finding oneself in a foreign county. The language and culture are dramatically different; the motivation to buy and the goals of the organization depart from that which we know in commercial markets; and, most importantly, those in this foreign culture have a unique manner in the way that they acquire goods and services.

A guide who is thoroughly familiar with the culture and the "geography" is the most practical, and oftentimes, the most profitable means of quickly gaining a presence in the Government IT markets. Kearns Technology Associates can serve you in this role.

While there are ever increasing IT budgets within the Government market sector, there also is a growing number of solution providers approaching these markets. The $80+ billion expenditures made by the Government IT community are anything but evenly distributed throughout the contractor population. In fact, almost ? of the dollars go to large businesses - those having revenues in excess of $500,000,000 annually.

The key ingredients in selling successfully in this arena is focus on the fit of an organization's solutions in addressing existing problems; focus on agencies within Departments; and most importantly, focus on funded, defined programs within these agencies.

How do I know what programs to examine, where they are located, how are they funded, and whom do I contact?

While more than a handful of market research firms exist whose services can answer some of these questions, it is personal research and personal contact that primarily provide the answers to the foregoing questions. A market research service can perform a valuable service as a starting point for identifying appropriate programs.

However, a small firm must perform a disciplined triage on the programs identified since no one knows the specific fit of your solution set to the agency program as well as you do.

Kearns Technology Associates (KTA) provides a "grass roots" form of help by identifying specific programs or tasks, generating call plans, and making contact on behalf of the client company.

Clients cover a wide spectrum of Information Technology solution providers to include Fortune 1000 enterprises, as well as smaller organizations. Among these clients are Vanstar Inc.; Global Pagination Services; TriTek Solutions, Diebold Inc., ScanView of Denmark, Kelly, Anderson & Associates, ITBCI 8(a), and The McLean Group.

Company Profile

Kearns Technology is staffed by professionals who have sold and executed major IT solutions to governmental and commercial entities over the past 15 years. Members of the staff have held major roles of responsibility in both Government service, as well as in the commercial/industrial sector.

The value brought to your enterprise is the culmination of the collective experience of principal members of the firm. The potential to increase sales revenue is dramatic if a professional sales force is given the tools needed to deal effectively with the consultative sales model.

All principal members can offer guidance to your sales and marketing professionals via formal sales training, coaching, building sales plans, research and, where desired, execution in the sales function. All functions are modular so any combination of training, tool kits, or sales plans can be mixed and matched to satisfy the unique requirements of an enterprise's sales organization. Many of these elements can be combined in a Go-To-Market Plan designed specifically for your organization and its culture, solution set, and goals.

Since 1994, the Kearns organization and its partners have helped dozens of enterprises increase their sales revenues through custom sales training programs, coaching, developing sales plans, and performing in a line sales role.

We work one-on-one with senior sales management to determine needs and requirements of the enterprise. We are small, nimble and incisive which translates into an action-oriented, tactical style in our engagements with clients.

Our Mission

Kearns Technology's professionals are dedicated to the proposition that in a complex solutions sale, the salesperson is the difference between capturing the revenue or having one's competitor realize this goal. All engagements result in deliverables to the client by Kearns Technology whether it is a Tactical Plan, Sales Toolkits, a Market Report, or a customized training session. The deliverables fall within one of the following general offerings:

• Work with senior sales management in educating sales forces on selling in the Government
• Produce tactical, Go-To-Market Sales Plans constituting specific actions required for selling your IT solutions to the Government
• High-level, interview-based customized Sales Training for IT Sales Forces through an affiliation with the premier sales training organization - The McLean Performance Group of Cincinnati
• Design Call Plans and Capture Plans and participate in their execution in targeted Government IT-based Programs
• Represent an organization's interests at affinity group forums such as NVTC, Washington Network Group, and other allied gatherings.