Creating a control and automation system for government and military applications that yields tangible, reliable and secure results requires the efficiency, power and simplicity of AMX technology.
With AMX control systems operating behind the scenes, local, state and federal agencies have the means to streamline processes, eliminate inefficiencies, and take action. From municipal courtrooms to military command centers, AMX systems are working right now, around the globe to keep the world safe.
This month in Market Watch, we focus on the government vertical to provide AMX dealers, integrators and consultants with an overview of 
government business opportunities and strategies for being successful. While opportunities to work on government projects exist around the world, our discussion will primarily focus on working with the U.S. government.
Supporting the Federal Sector
The government market is divided into two sectors; Federal and State/Local. Within Federal, projects requiring control systems are typically awarded by larger federal agencies like the National Institutes of Health or the Department of the Treasury. Within the Military, major commands like the US 
Army’s 82nd Airborne Division often do their own procurements and will work directly with AMX dealers. However, the Military also gets assistance for project specifications from other government program offices, project management offices and government engineering components – all of which are good sources to develop relationships.
Working at the State and Local Level
The process for building relationships and working to support state and local governments can vary greatly from state to state and within each municipality but most projects are typically supported by local contractors. Consultants are utilized for help in 
specifying project requirements and issuing Statements of Work. Because they are an independent third party, they have become pivotal advisers on selecting the best people to perform the tasks required and ensuring that projects are completed on time and on budget. Establishing a good rapport with local consultants can be a big plus for dealers in landing government projects.
Strategies For Staying Successful
- Know Your Guidelines - The government strives to maintain a high degree of equality and fairness throughout the proposal process. For this reason, the Federal Acquisition Regulations (FAR) and Defense Federal Acquisition Regulations (DFAR) were established to govern the way dealers and contractors interact with government customers, procurement officials, etc.
These guidelines also stipulate how to apply for and submit government Requests for Proposal (RFP). Understanding these regulations will greatly assist dealers in working the process. The government also uses the General Services Administration (GSA) to facilitate contracts and dealers with a focus on the federal government would benefit by having and maintaining a GSA schedule to stay on top of procurement opportunities.
- Keep It Secure – Because the transfer and sharing of government information is often of a very sensitive nature, the government has different security regulations concerning the use of its IT networks and how they are implemented. In designing information systems for government applications, dealers must be prepared to design systems that are both effective and highly secure.
- Efficiency Is Key – While many people assume that projects are always awarded to the lowest bidder, in actuality the government is willing to pay market value for systems they feel meet their needs in the most efficient manner. Their goal is to spend money wisely so that the job is completed correctly the first time and in turn improves the efficiency of the organization. As directed by FAR regulations, the Government’s procurement practices should yield the “best value” for the dollar spent.
- Stay on Top of Management Trends - Government is starting to realize that utilizing business best practices, originally adopted in the private sector, are yielding more success than practices used before. So it is very important for dealers to stay on top of the latest trends in management and business to be successful in government.
- Convergence, Convergence, Convergence - Government is also moving towards a network-centric approach and utilizing platform convergence whenever possible. Convergence describes the ability to put several different services onto a single platform. For example, instead of having a separate data and voice service, the government is converging both services onto a single network. Convergence is more efficient and provides more return on investment. Dealers who understand this and can offer the government innovative solutions that move away from the typical serial or analog-based technologies can quickly see results in the government market.
- Whenever Possible, Use COTS - The utilization of Commercial Off-The-Shelf (COTS) products and open-standards is very important to the government market. They highly discourage suggesting or using solely proprietary technology unless absolutely necessary. This allows them to scale more effectively and make changes to their infrastructure without being tied to a specific dealer or manufacturer.
The AMX Government Systems Division includes a team of seasoned professionals solely dedicated to supporting AMX dealers with questions and assistance in managing government projects. Please contact us if we can ever be of further assistance.
Matt Jackson
AMX Solutions Engineer, Government Systems Division
Phone: (443) 912-0917
Fax: (410) 878-7487
Email: mjackson@amx.com
