Market Knowledge as a Competitive Edge, by Anton Reut, Vice President Business Development, CMA - areut@cmai.com, 703-917-7719

Companies, pursuing business in the government marketplace, are constantly seeking a "competitive edge". Often this is a pursuit of technology, other times it is hiring someone from the government that can "open doors". Sadly, the most obvious competitive edge a company can gain is often overlooked. It is easily achievable for all companies regardless of size or time in the federal marketplace. That "competitive edge" is to know and understand the government agency you are pursuing. That requires you to understand the issues, the players both government and industry involved and the "rules of the road". Read full article

GSA Smart Buy Program - What is it? by Dave Nadler, Partner, Dickstein Shapiro Morin & Oshinsky - nadlerd@dsmo.com, 202-828-2281

SmartBUY is a government-wide commercial software enterprise licensing project developed by GSA in coordination with the Office of Management & Budget that was formerly announced on June 2, 2003. Read more

Trade Agreement Act Violations can be Costly by J.W. Corini, President, CMA - jcorini@cmai.com, 703-917-7726

All GSA schedule contract vendors must certify that all products included on their schedule contracts are produced in "trade compliant" countries as provided in the Trade Agreements Act. Failure to so may result in fines, penalties and cancellation of your contract. On May 19, 2005 the Justice Department announced that, an office retailer paid $9.8 million to settle charges it submitted false claims when it sold U.S. government agencies products that lacked reciprocal trade agreements with the United States. See OfficeMax, Inc. to pay United States $9.8 Million to resolve False Claims Act allegations. This case was filed by a "whistleblower" and collected $1.47 million of the total recovery.

Companies with products on their contracts that are produced by another vendor need to be acutely aware of this issue. As more products are being manufactured in non-trade compliant countries such as China, this is becoming an increasing problem. You can avert the problem encountered by OfficeMax by (1) understanding the laws, and (2) establishing and implementing a process to closely monitor the Country of Origin for all products. Contact us if you need help.

June 22, 2005 - The CMA Mergers & Acquisitions Practice conducted a seminar at the Tower Club entitled "Profitable Exit Strategies & Maximizing Valuation." 35 corporate presidents and executives heard an industry expert on corporate valuations discuss strategies for maximizing the value of your company. This event was the second of a series of seminars on M&A topics. For more information, contact Israel Feldman, Managing Director, M/A practice, CMA - ifeldman@cmai.com, 703-917-7720. click here to download presentation

June 23, 2005 - CMA Executive Forum. "Enabling Results-Oriented Government." CMA held its 58th. Forum at the Fairview Marriott Hotel. Over 100 industry marketing and business development personnel heard from Dick Burk, the new Chief Architect at the Office of Management & Budget (OMB), discuss the importance of understanding the role of OMB and the Federal Enterprise Architecture. Watch for our next Executive Forum. click here to download presentation

Founded in 1989, CMA is a leading provider of marketing services to technology companies in the government market. Our marketing, business development, contracts and merger/acquisition services provide integrated solutions to companies seeking to grow their government business. We have successfully served the needs of over 500 companies - from large established firms to emerging new entrants engaged in the government market. Please visit www.cmai.com.