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VITAL
Virginia Israel Tech Alliance
VITAL Co-Directors:
Joe Meredith, Ph.D.
1-540-961-3600 ext. 2013
meredith@vitalva.com
Ralph Robbins
1-703-481-7494
robbins@vitalva.com
VITAL
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VIAB’s Mission
-Promote Partnerships and Opportunities Between Companies in Virginia and Israel
-Help Maximize the Nearly 40 Incentives for Israeli Companies to do Business in Virginia
-Facilitate High-Level Connections Throughout Virginia and the Washington, D.C. Area
-Help Ensure an Israeli Company’s Success Once it is Established in Virginia
-Act as a Critical Interface for Israeli Companies with State and Local Officials
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View from the Top
Traveling to Israel from March 30 - April 19
mailto:robbins@viab.org
by Ralph Robbins
Just a few short thoughts for Israeli companies that want to enter the US market the right way. The VIAB (Virginia Israel Advisory Board) has tweaked a few important programs during the past year that can help you enter the US market:
- VITAL (Virginia Israel Tech Alliance). This offers a cost effective approach to entering the US market via the Virginia Tech Corporate Research Center. (Click here for VITAL Power Point presentation in Hebrew)
- Expansion of Manufacturing Facilities. Directed toward Israeli companies already manufacturing in Israel, but who want to expand into the US. Learn what incentives are available.
- Headquarters/branch offices/sales offices in a key high tech location: Virginia/DC. A must for any company thinking of Federal/Government sales. Learn how and why!
I will meet with Israeli companies from March 30 – April 8 in Tel Aviv. If you are an Israeli company that fits into any of the three categories above and would like to meet with me, please call: Raphaele Moog at the Israel Export Institute. Tel: 03-514-2989. All meetings are being coordinated with the Israel Export Institute. Click here for more information in Hebrew and English.
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Special Biodefense Event Scheduled for June 22
Israeli companies Invited to Participate in Virginia Event
http://www.viab.org/GMU/gmu.htm
Fairfax, Virginia, March 24 - Ken Alibek, MD, PhD, the world expert on Bioterrorism and the Executive Director of George Mason University’s “Center for Biodefense” announced today that a Special International Event, “Accelerating Solutions to Bioterrorism”, will take place in Virginia on June 22, the day before Bio2003 kicks off in Washington DC. An elite group of international companies will participate in this exclusive gathering of leaders.
“This special event could create corporate business opportunities on a global scale. Since Israeli companies are among the world leaders in Biodefense, I will be delighted to see a large turnout of Israeli companies.”
Dr. Ken Alibek
According to Dr. Alibek, this will be a unique opportunity for Israeli companies to meet other international and US companies in their same arena. The event concentrates on “biological weapons in the areas of detection, prophylaxis, and treatment. This may include companies that are capable of manufacturing protective products, or for developing drug treatment for infectious diseases. Alibek adds: “Both the US and Israel have exceptional capabilities to approach the unsolved terrorism threats. We must collaborate in order to accelerate the solutions. That’s what this event is all about.”
Manfred Green, M.D., Director, Israel Center for Disease Control, will be a guest panelist at the event. Other Israeli companies are expected to attend the special event.
The special event will be a closed event limited to 100 of the elite in the field. Companies must submit an application, which will be reviewed by a committee at the National Center for Biodefense. There is no fee to participate in this special event and transportation will be provided from Washington, DC.
For more information and Registration Application http://www.viab.org/GMU/gmu.htm
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Case Study: Tadiran Pursuing Federal Market the Best Way
Right Decisions Mean Success: Smart Hiring, VA/DC Location, Sharp Marketing Plan
by Fred Diamond
The US Federal Government has always been a rich purchaser of IT related products and services. In most years, the combined Defense, Civilian, and Intelligence IT budgets reach well into the tens of billions of dollars. Growth rate: a consistent 4-6 percent per year. However, Israeli companies need to understand what’s unique about this market before pursuing it the right way. Success requires corporate commitment, planning, the right location and focus.
Tadiran Telecom has its corporate headquarters in Petah Tikva. Israel and a Federal Government sales office in Alexandria, Virginia. According to David Sopko, General Manager, Government Systems Divison, "This is where are 'partners' are. It's a no brainer. Tadiran had to open an office here to be a serious player. We now have 6 employees in this office and continue to hire as we speak. We hope to employ 50 when our marketing plan is fully ramped up."
Sopko said that Tadiran’s management’s decision to enter the Federal Government correctly in the late 1990s had set the company up for success. “Selling to the Federal Government required a fundamental shift in how the company went about its business." “For example, Tadiran had been selling its products through a dealer network for decades. We determined that due to how the Federal Government purchases products, it made more sense for Tadiran to establish a direct channel in addition to the channel. Senior management agreed to establish a direct channel and to this day, we’re the only division in the company that sells direct.” Read about the "secrets's of Tadiran's success...
[Click Here for Full Story]
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SafeCard ID Systems Locates Headquarters in Virginia Beach
Yoram Curiel's Company Builds Innovative ID Cards
by Joel Rubin
Reprinted from the "Southeastern Virginia Jewish News.
An innovative identification card, which cannot be photocopied, scanned, or duplicated, is being produced by a firm headed by Israelis and located in Virginia Beach.
Yoram Curiel has opened the world headquarters for SafeCard ID Systems in Viriginia Beach. “We love the people here, the cost of living, the heavy military presence and the quality of the workforce,” Curiel told city regional, and state economic development leaders who gathered at his offices recently for an official grand opening.
[Click Here for Full Story]
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Should You Consider a GSA Schedule?
Many New Benefits Await Companies with GSA Supply Contracts
by Fred Diamond
Emerging companies need to consider marketing their products to the US Federal Government. This is especially true if those products have any relevance to Homeland Security. While marketing and selling to the Government requires a multi-layered, multi-faceted implementation plan, one of the first things to consider is a GSA schedule strategy. Procurement reform has changed some of the rules over the past few years. It’s important to understand what the GSA Schedule program is and how your company should participate.
Richard Mackey, president of CapITal Reps (www.capitalreps.com), Reston, VA, has been helping companies figure out their GSA strategies for nearly a decade. We asked him some specific questions about The Federal Supply Schedule Program.
VIAB: What exactly is the GSA Schedule?
RICHARD MACKEY: Under the schedules program, GSA enters into contracts with commercial firms to provide supplies and services at stated prices for given periods of time. Orders are usually placed directly with the schedule contractor, and deliveries are made directly to the customer.
[Click Here for Full Story]
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An Irishman and an Israeli Team Up
What Makes this Combination Work?
by Ralph Robbins
Mark Madigan has an Irish background and is soft spoken. Yoram Romem is an enthusiastic Israeli that wants to conquer the world with his technology. Israelis are known to be aggressive, with little patience. Mark seems to have a typical Virginian laid-back approach. Perceptions can be misleading. Why does this combo work so well?
Actually, there's a hidden synergism here that has produced a win-win relationship and has enabled Mark's company, IT Cadre, to successfully market Yoram's unique IT technology. Yoram's Israeli company, Expert Solutions International - ESI, has developed software that can increase programmer efficiencies by a factor of 10, and create powerful decision making environments for business people, according to Mark.
[Click Here for Full Story]
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Brought to you by:
Virginia-Israel
Advisory Board
Office of the Governor
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