Challenge
Based in Waltham, Massachusetts, Thermo Electron is a leader in the world of high-tech instruments. As a producer of security technology, particularly trace explosive detection machines used to screen airplane baggage, Thermo Electron sought new business opportunities within the federal government after the events of September 11, 2001. Thermo Electron approached O’Neill and Associates for help expanding its customer base in the public sector.

Solution
O’Neill and Associates worked with Thermo Electron’s executives to identify and conduct outreach to decision makers on Capitol Hill, the Executive Branch, and the Transportation Security Administration (TSA). O’Neill and Associates facilitated introductions to key federal officials on Thermo Electron’s behalf. O’Neill and Associates also monitored funding for security procurements and windows of opportunity. In addition, O’Neill and Associates monitored the newly created TSA and gathered competitive intelligence for Thermo Electron.

Results
As a result of O’Neill and Associates’ efforts, Thermo Electron was awarded 25 percent of all new sales under the TSA—approximately 1,200 machines now in use at airports across the United States.

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