[33469] in Zephyr_Bugs
Federal Sales Cartoon: Low Hanging Fruit
daemon@ATHENA.MIT.EDU (Fedmarket)
Fri Dec 9 01:06:37 2005
Date: Thu, 08 Dec 2005 22:56:35 -0700
From: "Fedmarket" <noreply@fedmarket.com>
To: zephyr-bugs@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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Message-Id: <20051209055635.B7BA43CE44B@wrtlnx07.wrtech.com>
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<title>The low hanging fruit has already been picked -- by the primes." </title>
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Welcome to the second in a new series of cartoons on Federal Sales: Low Hanging Fruit<br>
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Cartoon by John Klosser<br>
Text by Eileen Kent<br>
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Business Owners Waste Time and Money in Believing the Government Offers "Low Hanging Fruit"<br>
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<img src="http://www.fedmarket.com/images/RWtitle721.jpg">
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<P>When you read in the newspaper that billion dollar contracts are being awarded to corporations in your locale, does this lead you to believe that you're missing the boat? Do you think that there is "low hanging fruit" with your name on it? You couldn't be more wrong.
<P>In fact, according to Richard White, founder of Fedmarket.com, "The low hanging fruit has already been picked -- by the primes." It is a hard truth but it is, at least, the truth. "By virtue of the fact that their personnel is onsite, on the base, or on the lines working side by side with their end users, the primes (or incumbents) are being handed the low hanging fruit. The end users are too busy trying to keep up with their job. So they simply ask their contractors onsite, 'Hey,do you do this, too?' Of course, the savvy prime answers in the affirmative or, in the alternative, they find a subcontractor to take care of their end user."
<P>So where is the fruit for the new business eager to make inroads into the federal market? According to White, "You're going to have to climb a little bit to see the fruit no one else notices. In other words, you're going to have to get in front of the customer, get to know them personally -- their hopes, dreams and ideas -- and work with them to achieve these goals. This requires donating some of your time and resources (climbing the tree) to build the relationship."
<P>The primary message White wants to convey with this cartoon is one of "patience, perseverance and persistence. If you're willing to climb up a bit, fall, climb again, fall, reach a little and go out on a limb a little, you'll win government business. But it will take time. Hang in there. When you win, the fruits of your labor will be plenty. In fact, your government customer base will grow so rapidly that you'll need to throw some fruit down to some of your closest friends, your subcontractors!"
<P>Businesses willing to go out on a limb and reach for some very ripe government fruit should contact the consultants at <a href="http://www.fedmarket.com">Fedmarket.com</a>. The experts at Fedmarket will teach you "climbing techniques" and will help you identify the appropriate tools to help your company climb faster.
<P>See you at the top!
<br>Sincerely,
<Br>Eileen Kent
<br>Federal sales Academy Director
<br>http://www.fedmarket.com
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