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The Government as a Customer: Identifying Opportunities, Marketing and Contracting to Government and DOD

  • 04 Oct 2016
  • 6:30 PM - 9:30 PM
  • Constant Contact, Inc., Reservoir Place, 3rd Floor Great Room, 1601 Trapelo Rd., Waltham, MA



Kristina Camerota, Procurement Technical Assistance Center (PTAC),  presentation

Erin Fopiano, Raytheon Small Business and Innovation Office presentation

Christopher Whalen, Managing Director, New Technology Ventures presentation

US federal, state, and municipal government organizations represent an extremely large and diverse market segment. They are friendly to innovation, have large resources and a good reputation for paying on time. They also have fairly stringent processes for identifying and procuring what they want.

Early stage companies often face significant barriers to entry from established suppliers, daunting business processes, and unfamiliarity with missions and needs. 

How can you overcome them and profit from a relationship with government? 

And when you have achieved that fantastic order, what’s next?

On October 4, our panelists will address these issues and more. Kristina Camerota from the Procurement Technical Assistance Center, will speak to the processes for identifying and responding to government requests (SBIRs, BAAs, RFPs, RFQs, etc) and how to conduct business. Erin Fopiano of the Raytheon Small Business and Innovation Office will tell us about teaming and working with already established government suppliers. Chris Whalen with New Technology Ventures will discuss transitioning from government business to the commercial sector. Venkatesh Chari of Orbit Research/ARD will describe how his company worked with the US Bureau of Engraving and Printing to establish a long term relationship that eventually led to a significant contract win. The discussion and a Question and Answer session will be moderated by William Adelson of Hanscom AFB.

If you are seeking to develop or increase your revenue through government business, this is a must attend event. You will leave with information and contacts that can give you opportunities to “get you foot in the door” and develop strong resources for growth.


Kristina Camerota, Procurement Technical Assistance Center (PTAC),  kcamerota@msbdc.umass.edu

Prior to joining PTAC, Kristina had worked closely with small businesses and individuals. She is an active member of the Association of Procurement Technical Assistance Centers (APTAC) and National Contract Management Association (NCMA).

PTAC provides many forms of service are provided to its clients. The most valuable of these services is one-on-one business assistance, both during the proposal process and the subsequent contract period. Client firms receive an understanding of contracting requirements and the know-how to obtain and successfully perform federal, state and local government contracts. PTAC provides a wide range of assistance, such as: guidance on initial registrations and small business certifications, researching procurement histories, small business matchmaking conferences, proposal guidance and review, contract performance issues and much more.

PTAC is funded from the U.S. Department of Defense and the Massachusetts Department of Business Development, through the University of Massachusetts Amherst, Isenberg School of Management,.

Erin Fopiano, Raytheon Small Business and Innovation Office, erin.j.fopiano@raytheon.com

Erin Fopiano, is the  SBIR and Small Business Innovation Research (SBIR) Coordinator and a member of the Supplier Innovation team at Raytheon Integrated Defense Systems (IDS). During her tenure in Supplier Innovation, Erin improved collaboration and information sharing among Integrated Supply Chain, Suppliers, Advanced Technology Programs and Engineering across the four Raytheon Business Units. She was also pivotal in the creation of the Front-End of the Business Web site for IDS.

Erin joined Raytheon in October 2009 as a Process Engineer for Patriot. In 2015, Erin received a Supplier Diversity Award in 2015 for enabling cross business unit collaboration and was honored with Raytheon at the Navy Opportunity Forum with the People’s Choice Award in recognition of the assistance provided in the Transition Assistance Program.

She earned a Masters Degree in Technical and Professional Writing, with a concentration in computer documentation, from Northeastern University in and a Bachelor of Arts Degree in Journalism from the University of Rhode Island.

Christopher Whalen, Managing Director, New Technology Ventures, cwhalen@newtechvc.com

Chris Whalen has over two decades of professional experience starting, building, advising, and working with successful technology firms.  He has founded and/or served in leadership, executive, and corporate development roles in multiple early and growth stage companies, with primary responsibility for overall revenue generation, raising capital for operations and growth, partnering, strategic transactions, and mergers and acquisitions, with a particular focus on enterprise technology and monetizing intellectual property from larger institutions.  

Chris has been a part of early stage companies such as Links2Go, Continuum Software and a variety of other entities worldwide, and has worked with firms such as Guggenheim Ventures, Bain Capital, Eastward Capital, Draper Fischer Jurvetson, Kistefoss, and other leading private equity and venture capital firms.

Prior to NTV, Chris served for 6 years as a merchant banker working with early and growth stage companies to raise capital, complete acquisitions, and structure and arrange debt and lines of credit.  Early  in his career, Chris was responsible for monetizing intellectual property for NEC Labs inNorth America, the $2B research and development arm of NEC Corporation in Japan.There Chris successfully spun-out technologies in the areas of enterprise applications, as well as bioinformatics.

Chris earned his BA from Assumption College and his MBA from Babson College (FW Olin School of Business).

Venkatesh Chari, Orbit Research


At Orbit Research, the R&D element of ARD, a company specializing in the development, marketing and manufacture of affordable electronic products for people with special needs, he is responsible for technology, product definition and strategic direction. His efforts there led to a significant contract win with the US Bureau of Engraving and Printing for iBill, a currency reader for the blind.

His first job was at a small Boston startup, developing electronic products for blind people where he developed a talking blood-glucose meter and blood pressure monitor and the first handheld PC with a speech synthesizer.  He subsequently joined another small startup in Lexington where he developed a method to improve the quality of speech for laryngectomees, obtaining a patent for this.  In 1996, Venkatesh joined the wireless handset group at Analog Devices, Inc., where he spent the next 14 years in roles spanning engineering, management and strategic technical marketing and led the development of mobile phone hardware, software and architecture.

Chari obtained a BE degree in Electronics from MS University, Baroda, India and an MSEE from Boston University, with a focus on speech and signal processing.  


Fausto Molinet, President of Matrix Internationale, IEEE Representative, ENET Founder

Fausto co-founded the Entrepreneurs’ Network, and is president of Matrix Internationale, a business development group with associates in Boston, Chicago, Melbourne, Florida and Metzingen, Germany.   www.matrixinternationale.com

Location: Constant Contact, Inc., Reservoir Place, 3rd Floor Great Room, 1601 Trapelo Rd., Waltham, MA (Exit 28B, I-95/Route 128)

Pre-meeting Dinner at 5:15 PM (sharp) at Bertucci’s, Waltham, (Exit 27B, Route 128)

Directions: http://www.constantcontact.com/about-constant-contact/office-location-waltham.jsp

Reservations: ENET Constant Contact meetings are free to ENET members and $20 for non-members. No reservations are needed for the dinner. To expedite sign-in for the meeting, we ask that everyone -- members as well as non-members -- pre-register for the meeting online. Pre-registration is available until midnight the day before the meeting. If you cannot pre-register, you are welcome to register at the door.