**Fulton Communications**

**2944 Saint Street**

**Houston, TX 77027**

**Phone: (713) 629-1101 Fax: (713) 629-4744**

**Email; keithfulton@sprintmail.com**

**Sandy Martinez -- CEO**

**Keith Fulton -- President**

**[GENERAL SERVICES ADMINISTRATION]{.underline}**

**[FEDERAL SUPPLY SERVICE]{.underline}**

# AUTHORIZED FEDERAL SUPPLY SCHEDULE PRICE LIST

On-line access to contract ordering information, terms and conditions,
up-to-date pricing,

And the option create an electronic delivery order are available through
GSA Advantage! TM,

A menu-driven database system. The INTERNET address for GSA Advantage!TM
is: [http://www.fss.gsa.gov](http://www.fss.gsa.gov/)

**Schedule Title -- Training Aids and Devices**

**FSC Group -- : 69**

**FSC Class - : 6930**

**Contract Number -- GS-02F-0025M**

**For more information on ordering from Federal Supply Schedules click
on the FSS**

**Schedules button at
[http://www.fss.gsa.gov](http://www.fss.gsa.gov/).**

**Contract Period: April 9, 002 -- April 8, 2007**

**Contractor: Fulton Communications**

**2944 Saint Street**

**Houston, TX 77027**

**Telephone No: 713-629-1101**

**Fax: 713-629-4744**

**Contract Administration Source: Sandy Martinez**

**Business Size: Small business**

## CUSTOMER INFORMATION FOR ORDERING ACTIVITIES

1.  Table of Awarded Special Item Number (s) with Appropriate Cross
    reference to

> Page Number(s).
>
> FSC: 6930 SIN (s) awarded: 27-400, 27-500

2.  ALL SIN(s) Maximum Order: [\*\$1,000,000.00.]{.underline}

3.  MINIMUM ORDER LIMITATION: [\$100.00]{.underline}

4.  GEOGRAPHIC COVERAGE (DELIVERY AREA): Worldwide

5.  Points of Production: Fulton Communications 2944 Saint Street
    Houston, TX 77027

6.  Discount from list prices or statement of net prices: 9.75%

7.  Quantity Discounts: N/A

8.  Prompt Payment Terms: Net 30 days

> 9a. Notification that Government purchase cards are accepted up to the
> micro-
>
> purchase threshold. Yes
>
> 9b Notification whether Government purchase cards are accepted or not
> accepted
>
> above the micro-purchase threshold. Yes

10. Foreign Items: N/A

> 11a. Time of Delivery: 30 days ARO
>
> 11b. Expedited Delivery: 2 -- 3 days
>
> 11c. Overnight and 2-day Delivery: Yes
>
> 11d. Urgent Requirements: N/A

12. F.O.B Point(s): Destination

13. Ordering Address(es): 2944 Saint Street Houston, TX 77027

14. Payment address(es): 2944 Saint Street Houston, TX 77027

15. Warranty Provision: Standard Commercial Warranty

16. Export Packaging Charges, if applicable: N/A

17. Terms and conditions of Government purchase card acceptance: N/A

18. Terms and conditions of rental maintenance, and repair: N/A

19. Terms and conditions of installation: N/A

20. Terms and conditions of repair parts indicating date of parts lists
    and any discounts from list price: N/A

> 20a. Terms and conditions for any other services (if applicable): N/A
>
> 21\. List of Service and Distribution: N/A

22. List of Participating Dealers: N/A

23. Preventive Maintenance: N/A

24. Year 2000 (Y2K) compliant: Yes

25. Environment Attributes: N/A

```{=html}
<!-- -->
```
27. Data Universal Number System(DUNS) number: 053451998

28. Notification regarding registration in Central Contractor
    Registration (CCR) database: Updated -- April 2002, and October 3,
    2002

**LABOR CATEGORIES AND RATES**

We charge for our services on an hourly basis. The hourly charges
assessed are based on the type and amount of personnel that are applied
to specific course development, test administration. The rate structure
is as follows (and is based on an 8-hour work day). The prices reflected
include: 1) a 9.75% discount Fulton Communications is providing to the
government and 2) the 0.25% adjustment of our rates.

  -------------------------------------- ---------------- ---------------
  **LABOR CATEGORY**                     **GOVERNMENT     **GOVERNMENT
                                         HOURLY RATE**    DAILY RATE**

  Executive Consultant/Subject Matter    \$405.00         \$3,240.00
  Expert                                                  

  Principal Consultant/ Senior           \$270.00         \$2,160.00
  Engagement Manager                                      

  Senior Consultant/Senior Functional    \$225.00         \$1,800.00
  Specialist                                              

  Senior Consultant/Engagement Manager   \$157.50         \$1,260.00

  Consultant/Functional Specialist       \$139.50         \$1,116.00

  Consultant/Engagement Analyst          \$112.50         \$900.00

  Administrative Assistant               \$36.00          \$288.00
  -------------------------------------- ---------------- ---------------

**Support Product Charges**

If materials are required in the delivery of course development, test
administration, we bill for these items separately. The charges for
these items are as follows:

  -------------------------------------- ---------------- ----------------
  **PRODUCT**                            **QUANTITY**     **GOVERNMENT
                                                          PRICE**

  Reproduction -- Black & White (PAGE)   1                \$0.11

  Reproduction -- Color (PAGE)           1                \$1.13

  Transparencies -- Black & White (PAGE) 1                \$0.68

  Transparencies -- Color (PAGE)         1                \$3.50

  Communications (Per Minute)            1                \$0.14

  Slides (35mm) (Per Slide)              1                \$12.15

  Video Cassette Tapes (VHA/160 minutes) 1                \$6.30

  Audio Cassette Tapes (120 minutes)     1                \$4.50

  CD-ROM (s) (Recordable)                1                \$6.75

  Diskettes (3.5" Formatted)             1                \$13.50

  Diskettes (100 MB ZIP)                 10               \$14.40

  Shipping -- Standard Overnight Letter  1                \$12.15

  Shipping -- Standard Overnight Pack (2 1                \$15.30
  LBS)                                                    

  Shipping -- Standard Overnight Box (25 1                \$42.30
  LBS)                                                    

  Shipping -- Standard Overnight Box (50 1                \$71.10
  LBS)                                                    
  -------------------------------------- ---------------- ----------------

**DESCRIPTIONS OF LABOR AND COURSES OFFERED**

We are providing specific labor categories and their associated rates
for the following:

**Executive Consultant/Subject Matter Expert** -- The principals direct
overall work in all areas. They demonstrate a thorough expertise in the
specified fields. They conduct workshops; facilitate meetings and
situations, and consults in the specified fields.

**Principal Consultant/ Senior Engagement Manager** -- The same skills
as the Executive Consultant/Subject Matter Expert. Can provide support
and back up to the primary principals. Conduct workshops; facilitate
meetings and situations, and consults in the specified fields.

**Senior Consultant/Senior Functional Specialist** -- Provides specific
expertise in specialized areas. Conduct workshops; facilitate meetings
and situations, and consults in the specialized fields.

**Senior Consultant/Engagement Manager** -- Facilitates meetings and
situations, and consults in the specified fields.

**Consultant/Functional Specialist** -- Demonstrates thorough expertise
in specified field.

**Consultant/Engagement Analyst** -- Provides specific analysis on a
targeted field, subject or situation.

**Administrative Assistant** -- Provides administrative support,
proficient in Microsoft Office, fundamental accounting, and overall
administrative management.

**TABLE OF AWARDED SPECIAL ITEM NUMBERS:**

**SIN 27-400: Instructor-Led Training**

The mission of Fulton Communications training design and workshops has
been and will continue to be providing excellent hands-on training to
students. This training enhances their risk communication planning and
execution skills in dealing with stakeholders on challenging issues that
potentially can or do impact the U.S. Army's mission.

Fulton Communications has provided over 300 Risk Communication training
workshops for the Department of Defense in the past 11 years. Average
quality has been 4.7 out of a possible 5.0 for workshop effectiveness
and instructor effectiveness.

Workshop issues have been varied and include over 50 specific issues.
Student job specialization has been broad. The courses have been held in
over 50 locations in 5 countries. There have been approximately 20
subject matters reviewed, discussed and covered under the umbrella of
Risk Communication.

**SIN 27-500 Course Development**

Each workshop is tailored to the students' specific issues so that the
"hands-on" training they receive can be directly applied to their job
responsibilities, both planning responsibilities and communication skill
responsibilities. . This is done without compromising the objectives of
the workshops.

Workshop curriculum design is provided by the trainers and is updated to
reflect topical experience. The trainers have all had on-the-job
experiences both in DOD and in industry where they have had to apply
risk communication skills.

The Fulton Communications Team has demonstrated responsiveness in an
efficient manner to meet curriculum design, cost estimates, course
agendas, workshop logistics, informal review of materials and reporting
requirements.

**Fulton Communications provides the following "instructor-led"
courses:**

**Basic Risk Communication in Low Trust/High Concern Environments**

This 1to 2-day "hands-on" course includes instruction on how to
communicate with the public about environmental, health, safety and
fairness issues or any other issues that create trust and concern
barriers. The course is applicable to organizational issues involving
employee trust and concern.

The course includes:

-   A review of the principles of risk communication

-   A simple six-step guideline for responding to the most difficult
    questions on any issue

-   How to avoid the common traps

-   Hands-on practice in responding to difficult questions

-   A discussion of risk distortion factors

-   Raising your credibility using third party support

-   Non verbal communication

-   Improving your non verbal observation skills

-   Increasing awareness of individual's non verbals

**Managing Conflict**

This course will show the attendee hot to turn conflict and negotiations
into a "win-win".

Specifically this course includes:

-   Exercise -- How to think "out of the box"

-   How conflict can be a process you manage

-   What are your "conflict hooks"?

-   Active listening and non verbal communication during negotiation

-   Exercise -- How to find common ground

-   Review of your Conflict Style Profile and what that means for you in
    resolving conflict

-   Emotions and negotiations

-   Dealing with activists, hostiles and hostile audiences

-   Principled versus Positional Negotiation

-   Exercise -- How to negotiate across different interests

**Cross Cultural Community Relations**

This course includes:

-   Brief overview of Basic Risk Communication as applied to different
    cultures

-   Discussions of how we mentally group people in various ways and how
    that impacts communications across these groupings

-   Understanding of what culture is and an exercise of developing their
    own cultural outline

-   Conducting Risk Communication in different community cultures

-   Stereotyping and pre-judging -- how it affects Risk Communication

-   Exercise -- A cross cultural simulation exercise

**How to Conduct Public Meetings**

This course provides skill building for conducting public meetings in
low trust/high concern environments. Participants develop tools and
techniques for planning and conducting meetings under any circumstance.

Course specifically includes:

-   Extensive checklist of items to consider when planning a meeting

-   What to do in hostile situations including groups or individuals who
    try and keep you from speaking

-   Pros and cons of "Town Hall" type meetings versus "Poster Station"
    meetings

-   Survey community to determine concerns

-   Presentation skills for public meetings

-   Cross cultural considerations

-   Simulation and exercise

**Developing a Strategy for Effective Community Outreach Programs**

This course includes:

-   Defining your goals and objectives

-   Methods to determine stakeholders

-   Methods for determining concerns

-   Developing strategies for conducting two-way dialogue

-   Message development

-   Training your primary and secondary communicators

-   Cross cultural communication skills development

-   Conducting public meetings

-   Meeting planning and execution

-   Evaluating effectiveness

**Focus Group Design and Facilitation**

This course includes instruction on:

-   Development of objectives

-   Assisting in determining the target group and demographics

-   Process design and timeline development

-   Development of discussion guide for use in focus group facilitation

-   Facilitation and moderation of focus groups

-   Analysis of data

-   Report preparation and presentation

**Team Building**

This course includes instruction on:

-   Definition of a team

-   Work components

-   Developmental stages and how to manage each stage

-   Working with individual differences in a team environment

**Valuing Difference**

This course deals with group differences in the workplace that may be
hindering progress. The course is tailored to any group difference that
is negatively impacting an organization. Differences could include: age,
hierarchy, race, ethnicity, gender style and competing functions.

Course includes instruction on:

-   Dynamics of working across differences and why obstructions occur
    regardless of the differences

-   Why we tend to see differences as negative rather than a strength

-   Exercise and simulations

-   Developing and implementing a plan

**Media Communication**

This course includes specific instruction on:

-   Determining your key messages

-   How to bridge to your messages

-   Establishing a working relationship with the media

-   Crisis Media Communication versus Non Crisis Media Communication

-   The difference between communicating with the media versus with
    communicating with the public

-   Non verbals

**Improving Your Organizational Effectiveness**

This course includes specific instruction on:

-   Team Building

-   How to work together as a team

-   Managing conflict

-   Understanding "differences"

-   Recognizing low trust/high concern situations

-   Celebrating the victories

**COMPANY AND PERSONNEL OVERVIEW**

Fulton Communications, a woman-owned, small disadvantaged business, is a
communications issues management firm in Houston, Texas that provides
communications consulting, facilitation and training. Our particular
niche in this business is that Sandy Martinez and Keith Fulton both
worked in the chemical industry for 10 and 34 years respectively.

The training, facilitation, consulting and design work that Fulton
Communications provides is very \"hands-on.\" Even the \"lecture\"
portions of our training are two-way dialogues and sometimes include on
the spot role-playing of situations that they could face with the
public. The whole objective of our workshops, consulting and design work
is to develop communications skills to communicate about any issue with
any stakeholder (internal or external) in any setting.

Both Sandy Martinez and Keith Fulton spent a combined 16 years out there
on the firing line and know the value of good hands-on approach with
clients since they faced the public and media, usually in conflict and
negotiating situations.

**Sandy Martinez**

Sandy Martinez is CEO of Fulton Communications, a communications issues
management firm in Houston, Texas that provides communications
consulting and training with particular emphasis on developing
strategies and plans for challenging issues both crisis and non crisis.
Fulton Communications also specializes in "how to" training for
communication skills in three areas: 1) misperception of science, data
and facts, 2) how to deal with negative emotions such as distrust,
concern, anger and fear, and 3) how to deal with agendas such as
personal economic, political, social, historical or cultural.

Ms. Martinez draws on her extensive experience in Public Risk
Communications and Community Outreach. During her 10 years as a Senior
Public Affairs Coordinator for Exxon Chemical Company in Baytown Texas,
she had area responsibilities for Emergency Response, Risk
Communications, and Community Outreach Programs within the Baytown,
Texas area. She also conducted Crisis Communications training for
several Exxon affiliates at all levels of the organization.

Ms. Martinez served on the Chemical Manufactures Associations' Community
Awareness Emergency Response Committee, the Texas Chemical Council
Communications Committee, and the East Harris County Manufacturers'
Association Community Outreach Committee.

Ms. Martinez has represented the Chemical Manufacturers Association
(CMA) in speaking engagements throughout the United States. Ms. Martinez
chaired the CMA's Kids' CAER Committee and developed a major children's
education program that is utilized throughout the chemical industry. She
also chaired the Texas Chemical Council's (TCC) Development Committee
that resulted in the TCC Science Teacher Institute that is considered by
the Texas chemical industry to be one of the top programs for the
education community.

Some of Ms. Martinez's other community outreach accomplishments include
conducting and participating in numerous public meetings on safety,
environmental, and heath concerns. She also developed the community
communications plan for Exxon Pipeline and the community communications
plan for Union Pacific Railroad and Exxon Chemical Company that included
public meeting facilitation. She also developed the EPA Risk Management
Program internal communications plan for the Exxon Mont Belvieu, Texas
community. Ms. Martinez is bi-lingual and has used this in both public
meetings and radio communications. Ms. Martinez was the recipient of the
Exxon Chemical Company's President's Award for Community Outreach.

Ms. Martinez has conducted more than 150 workshops for corporate and
governmental organizations in the files of risk communications, media
relations, public outreach strategy, managing conflict, and
organizational effectiveness. Some of Ms. Martinez' clients include the
Joint Chiefs of Staff, Air Products, Alaska Department of Environmental
Conservation, American Chemistry Council, Bureau of Land Management,
Defense Contractors Management Agency, Entergy, EPA, Public Service
Company of New Mexico, US Army, US Army National Guard, the Office of
the US Army Surgeon General, the Office of the Inspector General, and
the U.S. Navy.

Ms. Martinez received her B.S. in Education specializing in English and
Mathematics from Pan American University, Edinburg, Texas.

Keith Fulton

Keith Fulton is president of Fulton Communications, a communications
issues management firm in Houston, Texas that provides communications
consulting and training with particular emphasis on developing
strategies and plans for challenging issues both crisis and non crisis.
Fulton Communications also specializes in "how to" training for
communication skills in three areas: 1) misperception of science, data
and facts, 2) how to deal with negative emotions such as distrust,
concern, anger and fear, and 3) how to deal with agendas such as
personal economic, political, social, historical or cultural.

Mr. Fulton draws on his extensive experience in public risk
communications, community relations, labor relations and media relations
during his 34 years with the chemical industry. He was in the forefront
of progressive community relations work for the U.S. chemical industry
with the program he established during his six years as a plant manager
of an 1800 person site in Baytown, Texas from 1985 through 1991. His
community outreach program was seen by many as one of the best in the
chemical industry in the nation.

Prior to retiring from Exxon Chemical Company in 1994, Mr. Fulton's
assignments included International Aromatics Marketing Manager, Baytown
Plant Manager, Organizational Diversity Study and Implementation Leader,
and Corporate Strategic Analysis Manager. He received his degrees in
Mechanical Engineering, and Liberal Arts from the University of
Pittsburgh.

He has conducted more than 450 multi-day workshops for corporate,
governmental and academic organizations in the fields of risk
communications, media relations, public outreach strategy, managing
conflict, cross cultural communications and environmental justice. He
served on numerous business and civic organizations in the past and was
a member of the National Speakers' Association. He has completed
National Training Labs course work in four fields: Human Interaction,
Group Intervention Skills, Training Design and Managing Conflict.

Keith brings a strong knowledge of the business world community and
public interactions, environmental issues and an effective method to
manage communication challenges. Since his July 1994 retirement from
Exxon, his clients include Air Products, AlliedSignal, BOC Gases,
Carolina Power and Light, the Chemical Manufacturers Association, Clean
Energy Group, Conoco, Corn Products International, Department of
Homeland Security, Detroit Edison, Duquesne Light Company, The Edison
Electric Institute, ElfAtochem, Entergy, Exxon Production Research,
General Electric, Hampshire Chemical Company, Long Island Light Co.,
Lower Colorado River Authority, Mid American Power, New Century Energy
Company, Noramco, Northern States Power, Potomac Electric Company, PP&L,
PSE&G, Public Service Company of New Mexico, Reliant Energy, Southern
Companies, Stanley Tools, TRI States Generation Company, TVA, U.S. Air
and Army National Guard, the U.S. Army, the U.S. Army Surgeon General --
Anthrax Vaccine Immunization Program, the U.S. Navy, the U.S. Air Force,
the U.S. Postal Service, Virginia Power.

**Feedback from Clients**

"I am happy to inform you that due to a series of facilitations and
workshops just completed, we have established an enhanced mutual
understanding of each agency's mission and organizational culture.

"As you well know, relationships among the Army and the regulatory
agencies, especial

EPA Region 10, have been strained in recent years. With help from your
Army Environmental

Center (AEC) and (Fulton Communications), we began an outreach
facilitation last summer to improve this situation.

"There is a marked improvement in understanding among Army and
regulatory leadership

to include our respective staffs...Please pass my appreciation along to
AEC and Fulton Communications their support in our outreach initiative."

***General James Lovelace***

***U.S. Army -- Alaska USARAK***

"I have been ably supported by staff members of Fulton Communications
for almost three years, in my role as an educator and spokesperson for
MILVAX. From my personal experience, Sandy

Martinez and Keith Fulton are exceptionally knowledgeable, energetic,
and talented. They have personally coached me in my risk-communication
skills, greatly magnifying my ability to interact effectively with
troops, leaders, and the public. I have seen them give excellent
interactive presentations to audiences of a wide variety of experiences
and concerns. Our office benefited greatly from Ms. Martinez' and Mr.
Fulton's contributions to our multi-faceted message-mapping effort.

"These risk communicators understand their subject matter exceptionally
well and are unusually proficient at training military and civilian
audiences. I have been delighted with their services."

***COL John D. Grabenstein, RPh, PhD***

***Director for Clinical Operations, MILVAX***

***U.S. Army Medical Command***

"Thank you so much for the two learning experiences in Risk
Communication you provided me both at the Army Corps of Engineers
Commander School in January and the course I attended in Seattle in
February...What you teach is essential to effective communication
throughout Seattle District and the Corps. I will continue to be your
most vocal advocate for the kind of excellent training you provide."

***COL Debra M. Lewis***

***Colonel, Corps of Engineers***

***District Engineer -- Seattle District***

"Your recently completed Health and Environmental Risk Communication
Workshop in San

Diego was, in a word, superb and clearly ranks at the top of those I've
attended in my 26 years

of great Navy training!\...Please accept my personal thanks for your
efforts. The workshop was great fun and a wonderful learning
experience."

***CAPT. R.J. Connelly***

***U.S. Navy***

***Commander, Amphibious Squadron THREE***

"On behalf of everyone here at USARHAW (US Army Hawaii), I know I write
for all when I say thank you for the outstanding presentations that were
provided. The insights you provided were thought provoking and have
helped us with our continued dialogue with the local communities. Makua
is but one issue but the info you provided is a great foundation for all
of our interactions for years to come."

***MAJ John Cornelio***

***Secretary of the General's Staff, USARHAW***

"The staff at AFRRI recently received 'risk communication' training from
Sandy Martinez of Fulton Communications that we arranged through
USACHPPM's Health Risk Communication Program. I wanted to let you know
that this training was excellent. Sandy came in with the intention of
providing the standard 2 day course. But when she realized the
particular needs of our staff, she shifted gears revamped the training
and gave us just what we needed. She was incredibly sensitive to the
personalities of the participants. She had introverted scientists
participating in the exercises and enjoying them. She was able to make
pointed comments to individuals about their personal limitations without
hurting their feelings. I believe that everyone came away from the class
with greater skill in talking with the public, the media, and customers.

I can not emphasize enough just how worthwhile we found this course."

***Terry C. Pellmar, Ph. D***

***Scientific Director, AFRRI***

***Bethesda, MD***