[38242] in Zephyr_Bugs
Federal Sales Cartoon: Fedmarket Readers Respond
daemon@ATHENA.MIT.EDU (Fedmarket)
Sun Jan 29 06:36:39 2006
Date: Sun, 29 Jan 2006 04:12:07 -0700
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<title>Feedback From Our Readers</title>
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"Can Others Help?" Strikes a chord with our readers<br>
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Cartoon by John Klosser<br>
Text by Eileen Kent<br>
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Don't Ask Politicians for Help When Selling to the Government<br>
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<img src="http://www.fedmarket.com/images/RW5a(sm2).gif">
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<p>The last article I wrote entitled, <a href = "http://www.fedmarket.com/cartoon5.html">"Don't Ask Politicians for Help When
Selling to the Government" </a> hit a chord with a few people. Typically, I don't
share your feedback but I thought that the readers' letters were well thought
out and will, at least, get us all thinking about picking up the phone and start
selling to the government. Two sample letters are provided below.</p>
______________________________________________________________________________
<p>
Hi Ms. Kent -<br>
<p>I read your statement on a recent Fedmarket flyer regarding the use of
Congressional and Senatorial contacts to get appointments with federal
staffers who affect the awarding of work to the Contracting Community.
I think you're wrong in your assessment, because I am living proof
that people will deal with you if you are introduced by the right people to
the career decision makers. If you assessment was correct, then there would
never be a need for Contracting Companies to use lobbyists, and as current
news reports indicate lobbyists can be extremely effective, even when they
break the law like Mr. Abramoff. </p>
<p>I believe that companies, especially small business need a boost and a
strong advocacy infrastructure. Fact is I believe that part of a
Congressional Representative's job is to represent all his/her constituency,
including their business constituency. Our experience has been a very positive
one with Agencies who saw us after a call or two from one or more office holders.
Our product is in fact, best of class, however breaking through the barriers you
mentioned in your piece was not always as easy and simple as you state. In many
cases what was necessary was an introduction from an uninterested office holder
encouraging a level playing field, rather than additional awards to the usual;
suspects Boeing, Lockheed Martin, SAIC et al. It has always worked for me. </p>
<p>I would enjoy writing a full blown article for Fedmarket regarding the
use of effective ethical lobbyists and proactively establishing contact
with Congressional Representatives who aggressively want change in the
way the U.S. Government acquires goods and services. </p>
<p>We at Networld Exchange operate the Department of The Interior's Open
Market Corridor (OMC). This vehicle was established as an alternative to GSA and
other Franchise Funds such as GOVWORKS, FEDSOURCE and others. The Contract Vehicle
is an IDIQ with global implications and is also an ongoing research and development
project to demonstrate the effectiveness and efficiency of using a web based Government
Acquisition Infrastructure where any company with a commercial product that the Federal
Government wants can in fact do business with the Government immediately.</p>
<p>Do check us out at <a href="http://www.omchub.com"> http://www.omchub.com </a> (OMC CONTRACT) and at<a href="http://www.networldexchange.com">
http://www.networldexchange.com</a><p>
<p>Tom Graham<br>
President, C.O.O.<br>
Networld Exchange<br>
______________________________________________________________________________
<p>Thank you for your feedback, Tom. You are absolutely right that businesses are hiring
companies such as yours to bang down doors in Washington, DC on their behalf. But what
about the really small company that can't afford someone as connected as you? They have
to start in their own backyard to build their government business. </p>
<p>The best way I can respond is to draw on my five years of experience working inside the
government as an end user and then working on the other side as a sales professional "in
the field" for 15 years. Yes, it is a Congressional Representative's job to represent his
constituency in its entirety. Of course, a Congressman helps individual businesses. We read
about such matters in the papers constantly. But, when I was on the inside, I resented
businesses that came to my door as a result of a politician's referral. I met with them,
behaved professionally when meeting them and then avoided them at all costs afterward. The
best sales people were the ones who met with me separately and wanted to help me "stay in touch"
with outside technologies in my field so I could keep my skills sharp. Those sales people ended up
getting my business because I wanted to buy the technologies they demonstrated.</p>
<p>My past successes, which are similar to those of Richard White, founder of Fedmarket and
the successful recipient of more than $250 million in federal contracts over the span of his
career, were accomplished doing it the hard way - with cold calls and face-to-face appointments
and introductions from my current clients or business networking
partners. My government sales approach is exactly the same as the one I use in the commercial
marketplace. No, breaking down the barriers isn't easy but doing so helps to develop the long-term
relationships needed for success. Yes, the orders are hard to win but, once won, the relationships
are mine for years to come.</p>
<p>If companies can't afford the year or two it will take to build these
relationships themselves, but have the capital to have someone do it for them, hiring a firm such
as yours makes sense. However, for the small business or individual federal sales executive who is
responsible for building their own federal marketplace, I believe that you should stay away from the
introductions from politicians. Find local opportunities (and end users) which (or who) are "under
the radar" and out of the public eye. Use your multiple award schedule, such as a GSA schedule
(or OMC contract), to close the deal. There is plenty of opportunity outside of Washington, DC
that is not public knowledge and such opportunities will keep you in business for years to come. </p>
<p>Sincerely,<br>
Eileen<br>
______________________________________________________________________________
<p>Ms. Kent:</p>
<p>In reference to your e-mail below; from the theme of your message, it
appears you maybe new to this arena. Have you heard of former
Congressman Duke Cunningham or Darleen Druyun a former, Senior Air Force Acquisitions
Officer who was Boeing's Surrogate inside the Pentagon? </p>
<p>The reality is Ms. Kent; politics is profoundly intrinsic in Government
Contracting (Ref. The Project on Government Oversight). And it is
because of the "Embedded" Good-Old-Boy Politics, that very qualified Small Businesses,
Small Disadvantaged Businesses and particularly
Minority-Owned-Businesses remain at a very distinct Disadvantage in having fair and
equal access to avenues of opportunities to compete for Government Contracts
(Ref. U.S. Congresswoman's Nydia Velazquez's Score Card Reports on Government Contracting
with Small Businesses). And when WE do eventually win a Government Contract after going
through hell and high water, statistically we only received 57 cents out of every dollar
that we should have received (Ref. The Urban Institute's Report "Do Minority Contractors Receive
a Fair Share of Government Contracts?"). </p>
<p>Unfortunately, "favoritism" is a fact of life in the world that I live
in. 68% of Corporate America's Top Executives, reached their positions
as a direct result of being hand picked by upper level executives who
they had established personal and professional rapports with. Their
selections had very little if any, to do with being the "most qualified"
(Ref. Fortune Magazine, June 2002).</p>
<p>My financially deprived business does not have enough money or
political clout to join the Quid Pro Quo or Revolving Door Club of Opportunity so
WE are left to obtain Federal Contracts the Old Fashion Way; we have to work like dogs,
spend money on marketing we cannot afford to spend and prove that if we cannot walk on
water, at least we know where the rocks are.</p>
<p>Thank you for your editorial and thank you for this moment of your
time.</p>
<p>Kind Regards,<br>
David Graham<br>
______________________________________________________________________________
<p>Hello David,</p>
<p>Thank you for your well-researched thoughts. I never said that the use of politicians wasn't a reality.
Of course, companies are using their
politicians to get in, but they're typically the large companies who can afford to pay lobbyists
to sell on their behalf. As I described above, I've been on both sides of the table and, as an end user,
I resented the businesses which used their local politicians to make me meet with them and consider them.
The ones who earned my business were just like you. My preferred vendors were the ones who were wiling to
work "like dogs" and earn my business and trust. When I sell in the federal market place, I have to make my
own calls, develop my own relationships, and serve my federal clients perfectly every day. And, I'm winning
federal business and being passed onto other agencies through introductions and my reputation. Yes, it takes a
long time. However, I'm building long-standing relationships with my customers which, hopefully, will last
throughout my career. I'm not winning huge contracts. I'm winning little orders and turning those into the
larger orders. With certain customers, the cycle has progressed to the point that my company is now the prime
contractor at the agency or on the base. Isn't that the way we sell in the commercial marketplace? Through
trial, success and relationships?</p>
<p>Small companies face a tough road. Trust me, I've been there. Work next to your federal end users, know
their pains, learn and help them. We've all hit the "rocks," as you described above, but your federal clients who
hit the rocks beside you will be loyal to you for years to come. </p>
<p>While companies use politicians for introductions at agencies located within the Beltway, not all of us
have the luxury to court the politicians through donations and lobbyists. Therefore, focus on your territory
and the business in your region. Spend your time developing your own end-user relationships locally and you'll
win by coaching them to use your small business status. Uncover the opportunity on the front end, write their
specs and ask them to set it aside as a small, 8a, HubZone, disabled veteran, or woman-owned business. My
suggested approach makes it even easier to justify sourcing the contract to you because it is well within
the contracting rules. It will take time, but those business relationships will be loyal and strong.</p>
<p>Best of luck to you.<br>
Eileen Kent<br>
______________________________________________________________________________
<p>A note to all "On the Sales Firing Line" readers:</p>
<p>I always appreciate your feedback because you're at least reading this
article series. I felt that these two letters best summarized the
responses we received regarding this subject. I just wanted to say,
however, that those who are winning the business didn't respond to this
article because they are too busy working "under the radar" and delivering to their clients.
Remember, fellow federal sales executives, federal contracting is a game and the real winners
are the ones who are performing well "under the radar." They're writing the specifications for
their end users and helping their contracting officers follow the fair and open competition rules
by contracting through GSA contracts, IDIQ contracts, Multiple Award Schedules, and the like.
These are the deals you never hear about and the contractors who win them earned them though
trial and error, hitting the field, and banging against the rocks a few times...just like you and me.</p>
<p>Thanks for reading "On the Sales Firing Line" and thanks for stepping
up to it along with me.</p>
<p>Sincerely,<br>
Eileen
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