A $90 Million Opportunity
The Operation Stonegarden Grant Program (OPSG) is a FEMA initiative providing approximately $90 million annually to enhance law enforcement cooperation at U.S. borders. The primary goal is to support joint operations to secure land and water borders against illicit activity. This funding represents a significant opportunity for agencies to acquire advanced technologies like Unmanned Aircraft Systems (UAS) and Counter-UAS (C-UAS) solutions.
The Funding Pathway
1. FEMA
The Federal Emergency Management Agency (FEMA) allocates OPSG funds to eligible states and territories based on border risk assessment.
2. SAA
The State Administrative Agency (SAA) in each state manages the funds and is the direct applicant to FEMA. They review and approve sub-applications from local agencies.
3. Local Agencies
Eligible local, tribal, and state law enforcement agencies located in border regions apply to their SAA for funding to cover equipment, training, and personnel costs.
In-Scope Technology: Drones & Counter-Drones
OPSG funds can be used for a wide range of equipment and activities. UAS and C-UAS technologies are allowable as they directly support border surveillance, situational awareness, and the protection of personnel and critical infrastructure.
Unmanned Aircraft Systems (UAS)
- Aerial Surveillance: Monitor vast, remote border areas efficiently.
- Target Tracking: Maintain visual on suspects or vehicles in difficult terrain.
- Situational Awareness: Provide real-time video feeds to ground units during operations.
- Justification: Must be tied to enhancing operational control of the border.
Counter-UAS (C-UAS)
- Airspace Security: Detect and mitigate threats from unauthorized drones used by smugglers.
- Critical Infrastructure Protection: Safeguard ports of entry, checkpoints, and forward operating bases.
- Force Protection: Protect officers from drone-based surveillance or threats.
- Justification: Must be linked to a specific threat or vulnerability at the border.
Targeting High-Value States
Funding is concentrated in states with significant land and water borders. The following chart shows the approximate OPSG allocations for Fiscal Year 2023, highlighting the key markets for sales and partnership efforts.
Your 30-60-90 Day Sales Plan
Days 1-30: Discovery & Targeting
Phase Objective: Identify key players and build a targeted pipeline.
- 1. Identify Agencies: Map all eligible county and local law enforcement agencies in top 5 OPSG-funded states.
- 2. Find SAAs: Locate the State Administrative Agency (SAA) and key grant managers for each target state.
- 3. Develop Collateral: Create OPSG-specific one-pagers and case studies for UAS/C-UAS in border security.
- 4. Initial Outreach List: Compile a contact list of Sheriffs, Police Chiefs, and grant coordinators.
Days 31-60: Engagement & Education
Phase Objective: Position your company as the subject matter expert.
- 1. Direct Outreach: Begin targeted email and call campaigns to the identified agency leads.
- 2. SAA Engagement: Introduce your solutions to SAA contacts; they are key influencers in the grant approval process.
- 3. Host Webinars: Conduct webinars on "Leveraging OPSG for Aerial Security" tailored to border patrol challenges.
- 4. Draft Justifications: Offer to help agencies craft the technology justification sections of their OPSG applications.
Days 61-90: Application Support & Closing
Phase Objective: Secure your technology in grant applications.
- 1. Provide Quotes: Deliver detailed quotes and technical specifications aligned with grant requirements.
- 2. Support Applications: Work directly with high-potential agencies to ensure their applications are complete and compelling.
- 3. Solidify SAA Relations: Follow up with SAA contacts to reinforce your value proposition and support for their local agencies.
- 4. Prepare for Procurement: Once award notifications are made, be ready to immediately engage the procurement process.