1. www.FairfaxCountyEDA.org Doing Business in Fairfax County Andrew Yu ayu@fceda.org Business Development Manager “…One of the great economic success stories of our time.” TIME Magazine

2. www.FairfaxCountyEDA.org What does a business require to succeed in the United States? Access to markets A productive labor force University and R&D support Ease of transportation access Assistance in meeting the right people A desirable place for employees to live

3. www.FairfaxCountyEDA.org Fai Fairfax County, Virginia, U.S.

4. www.FairfaxCountyEDA.org Location 60% of the U.S. population is within a day’s drive – or a two- hour flight – of Fairfax County Chicago, IL St. Louis, MO Charlotte, NC 300 m 600 m 900 m

5. www.FairfaxCountyEDA.org Fairfax County Facts Total Area............................................................1,023 square kilometers 395 square miles Park Land............................................................416 Park facilities 22,500 acres Population (2008).............................................. 1,015,302 Number of jobs (2Q2009)..............................572,708 Office space (midyear 2009).................... 111.5 million square feet Corporate base (1Q2009)..............................33,583 business establishments Technology companies (2009)......................6,184 Foreign-owned firms (2009)........................355 Bond rating.......................................................AAA (Sources: Standard & Poor’s, Moody’s, and Fitch; Virginia Employment Commission; US Census Bureau; FCEDA)

6. www.FairfaxCountyEDA.org County Demographic Characteristics Source: U.S. Census Bureau, 2008 American Community Survey; Virginia Employment Commission Measure Fairfax CountyUnited States Residents age 25+ with College degree (2008)58.8%27.4% Unemployment (4Q2009) 4.5%9.5% Foreign Born Population (2008)27.7%12.5% Technology jobs as a % of total (2008) 24.6%7.8% Median household income (2008) $106.8K $52.2K

7. www.FairfaxCountyEDA.org Education Fairfax County Public School System 12th largest in U.S. (2009-2010): 173,573 students in 197 schools/centers Nationally recognized for excellence Higher Education 70 colleges and universities in greater Washington George Mason University’s Fairfax campus: 31,000 students, 168 degree programs University of Virginia and Virginia Tech: Northern VA Center, joint undergrad/grad campus

8. www.FairfaxCountyEDA.org Critical Mass of Technology Companies Nearly 6,200 technology establishments in Fairfax County directly employ more than 143,000 people Tech corridor between Washington, D.C. & Dulles Airport The technology sector accounts for more than one in four jobs countywide Source: FCEDA analysis of 2008 VEC data Technology Sectors in Fairfax County (Number of companies)

9. www.FairfaxCountyEDA.org Key IT Sectors in Fairfax County Information Technology Aerospace Defense/Government New Media Network Security Satellite Communications Systems Integration Telecommunications Wireless Green Technologies

10. www.FairfaxCountyEDA.org Information & Communications Technologies (ICT)  Northern Virginia is “Silicon Valley” for IT and Department of Homeland Security (DHS)  Largest and strongest technology cluster in the nation  Of the 20 largest system integrators in the region, 18 are in Fairfax County  Foreign companies sharing in success

11. www.FairfaxCountyEDA.org Trends, technologies and applications  Network/cyber security (e.g. consulting, risk analysis, firewalls, virus protection, e- commerce security, biometrics etc)  IPv6; WiMAX; Web 2.0  Mobile applications, e.g., messaging  Geospatial and imaging applications  Clean/green technologies

12. www.FairfaxCountyEDA.org Fortune 500 HQs in Fairfax County

13. www.FairfaxCountyEDA.org Largest Fairfax County Employers Sources: Fairfax County Economic Development Authority, Dun & Bradstreet

14. www.FairfaxCountyEDA.org Foreign-owned Firms (355)

15. www.FairfaxCountyEDA.org Recent Successes of Headquarters Moves 2007 2008 2009

16. www.FairfaxCountyEDA.org Entry to the US Federal Government Market

17. www.FairfaxCountyEDA.org Top 10 Federal Contractors based in Fairfax County, Virginia (2009) Company Total Contracts General Dynamics$6.1 billion CSC$3.4 billion Booz Allen Hamilton$2.8 billion SRA International$831.8 million Serco$812.4 million VSE Corp. $796.3 million BearingPoint$726.1 million Qinetiq North America$706.5 million Alion Science and Technology Corp$568.7 million ManTech International$417.7 million Source: Washington Technology, 2009

18. www.FairfaxCountyEDA.org The Federal Government Segment Long-term process Challenging, Complex Can be repetitive Hard selling work Product positioning ($500B market) Can be VERY rewarding!

19. www.FairfaxCountyEDA.org Important to Know The Federal marketplace is characterized by being the largest purchaser of IT products; yet has no single decision maker in assessing opportunities. It is known for having longer sales cycles, business requirements not oriented toward profit making and a set of rules one must understand to be successful.” Jim Beaupre, CEO FedResults, Inc.

20. www.FairfaxCountyEDA.org Business Issues Educating Management Federal Budget Cycles 4 th Fiscal quarter Continuing Budget Resolutions Human Months vs Government months “special deals” Agency goals and mission Congressional mandates

21. www.FairfaxCountyEDA.org Myths and Mysteries Federal business is “different” “low priced” business Most spending happens in Q4 Government business difficult to understand GSA Federal Supply schedule contract guarantees business Government requires “custom” product

22. www.FairfaxCountyEDA.org Public Sector Business Development Drivers Public Sector Sales Process Customer Satisfaction * Source: FedResults, Inc. 1 2 3 4 5 6 7

23. www.FairfaxCountyEDA.org Understand Procurement Process √Meet with the local Government Purchasing & Procurement Department directors √Determine their procurement process √Get added to their vendor lists –follow their rules √Is being on the GSA schedule a prerequisite? √Identify the various needed certifications (NIST…) Doing Business with the Government

24. www.FairfaxCountyEDA.org The Channel Model Selling direct is hard –takes resources, time! Plan to have people on the ground ‘in the District’ Get to know the prime contractors, e.g. Lockheed Martin, SAIC, CSC, General Dynamics, EDS (HP), Northrop Grumman,, SRA International Find second tier government resellers for channel sales Find local “8A” firms, (special privileges for selling into the Government) Use support from Fairfax County EDA

25. www.FairfaxCountyEDA.org Successful Sales Strategy Planning Can’t conquer the entire world Use limited resources smartly! When choosing attack, chose selected agency(ies) with most need, budget Read the budget, mission statements, understand the business of an agency Takes a lot of effort to find key decision makers

26. www.FairfaxCountyEDA.org Summary Forecasting Federal business is difficult Build measurable, repeatable sales methodology Identify SI firms and channel resellers for partnerships Focus: don’t take too big a bite Commercial sales techniques work in the Government market Solution Selling !! Educate yourself of the market. Network, Network, Network….. It takes time…..but can be very rewarding!

27. www.FairfaxCountyEDA.org Getting Started in the United States Resources are available Fairfax County Economic Development Authority  office space  support for PR/marketing visibility  market information  employees  ombudsman role with the county Worldwide Offices: Bangalore Frankfurt London Seoul San Francisco Tel Aviv All services are free and confidential!

28. www.FairfaxCountyEDA.org Commercial Real Estate Fairfax County is the largest suburban office market in the Washington metropolitan area and the largest office market in Virginia (Nearly 112 million square feet of office space) There are about 30 executive office suites located in the County

29. www.FairfaxCountyEDA.org Washington Dulles International Airport Adjacent to Fairfax County, 21 miles from Washington, D.C., 12 miles from Tysons Corner Daily nonstop service from Washington to Seoul and other international destinations Undergoing $4 billion capital expansion program with new runway and underground rail system Two other airports serve greater Washington: Baltimore-Washington International Thurgood Marshall Airport Ronald Reagan Washington National Airport

30. www.FairfaxCountyEDA.org Associations and Partnerships Northern Virginia Technology Council www.nvtc.org www.nvtc.org TelecomHUB www.telecomhub.org www.telecomhub.org Center of Innovative Technology www.cit.org www.cit.org Virginia Economic Development Partnership (VEDP) www.yesvirginia.org www.yesvirginia.org Greater Washington Initiative (GWI) www.greaterwashington.org www.greaterwashington.org WITSA / TechAmerica www.witsa.org www.witsa.org

31. www.FairfaxCountyEDA.org Quality of Life

32. www.FairfaxCountyEDA.org Fairfax County Economic Development Authority USA 8300 Boone Boulevard - Suite 450 Vienna, VA 22182 tel. 703-790-0600 fax. 703-893-1269 ayu@fceda.org www.FairfaxCountyEDA.org Korea 서울사무소 ( 김광섭 ) Email: fairfaxkorea@fceda.orgfairfaxkorea@fceda.org Tel: 02-774-0601 Overseas Offices: Bangalore, Frankfurt, London, Seoul and Tel Aviv