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11:36 AM

Getting Started Contracting with Government

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Getting Started Contracting with Government 

By one estimate, there are 80,000 government agencies, federal, state and local, that purchase a variety of goods and services from the private sector. The aggregate value of these purchases is in the billions of dollars.

Your first move in the government sector should be to settle on exactly which of your many goods or services you plan on selling to government. At this point, you should become familiar with the NIGP, or the National Institute of Government Purchasing index. This is a listing of all the goods and services that government agencies typically buy. This will be your first indication if there is a government market for your company’s offering. You should also visit the website of any agency to which you wish to sell and click on the procurement tab to find what things that particular agency buys. This will tell you if that potential buyer needs your company’s offering.

You also need to determine where you wish to sell: nationally, regionally, only in the state in which your company is domiciled, or locally. There are advantages and disadvantages to each of these. for example, selling nationally opens up a huge market for you but could entail a great deal of travel the expense that will cut into your margin. If your company doesn't already have regional operations you could actually realize more profit selling locally. 

You next should locate specific bidding opportunities. 

There are several ways to go about this. One way is to contract with an aggregator. This is a company that will report to you periodically on which agencies have issued tenders for the goods or services that your company supplies. The drawback to this approach is expense. These reports are costly and most bidding companies will not have the bandwidth to respond to more that a fraction of the opportunities in the report. In addition, much of the information is repeated from report to report to report. So, you will be paying repeatedly for the same data and you will be paying for information that your can’t use or which is stale. 

An alternative to an aggregation service is to retain a consultant. Make sure your consultant has hand-on experience selling to government not just other contractors. Experience selling in your vertical would be a bonus. This is a much more personal approach than using an aggregator. In the interest of full discloser, Chaddsford Planning provides this service.

A  third approach, if you have the time and/or resources is to go it alone and contact thousands of government agencies yourself to determine if they purchase what you are selling and then to continue dialing for dollars until you find the right person who has purchasing authority and can buy from you.

The next step is to identify the requirement of the job. in order to for your potential customer to do business with you you will be required to submit a formal written proposal that accomplishes three things. 1) specifies exactly what you are offering, 2) specifies exactly what you expect in return, 3) shows precisely how your offer solves the agency’s problem.

It is a lot of work, but there is a lot of reward.
1:07 PM

Public Speaking Can Be a Career Builder or a Career Breaker

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Public Speaking Can Be a Career Builder or a Career Breaker

If you follow The Lobster I am betting that your interest in career development will make public speaking a career builder for you.

Unfortunately, if you are unprepared and try to wing it, a speaking opportunity could well be a career breaker.

When I went off to Ohio’s Defiance College I was a tongue-tied 18-year old. The few ideas I was able to articulate were delivered in a thick East Coast brogue and cadence which left my audiences wondering what they had just heard.

That was until I fortuitously was scheduled into Prof. Robert Pearce’s Speech class.  The dean of students must have caught my act at some point and placed me there. Professor Pearce had what I thought was the coolest job. Companies would hire him to give speeches of behalf of executives who could not clearly articulate the company’s message despite their business acumen.

Company communications flacks would give him the content and overall message which he would deliver in a beautifully crafted speech. Being an adjunct professor for inarticulate knuckleheads like me seemed to me like slumming it.

After four undergraduate years and a graduate degree from one of the country’s most prestigious universities and a long career in business, I tell everyone that Prof. Pearce’s speech class was the biggest career builder I had.

Not only did I have one career, I had several, all involving public speaking. For several years I was high school teacher, bringing the finer points of Hamlet to 16, 17, and 18 year olds.

From there I became a broadcaster, speaking to unseen audiences. My first boss in broadcasting and my business mentor was Mr. Fred Palmer, the owner of WATH in Athens, Ohio. Not exactly a 50,000 watt flamethrower. Mr. Palmer was my Prof. Higgins who taught me how to speak properly and connect to an audience.

After I left Mr. Palmer I continued in the broadcasting industry.

I next parlayed my broadcasting experience into a long career in marketing and PR. This career has given me numerous speaking opportunities which have raised my industry profile. This has brought in more and more new clients.

I meet many business colleague who assiduously avoid opportunities to get up in front of a room of several hundred decision-makers and influencers. This I believe is one of the biggest mistakes a businessperson can make.

If you receive an unexpected invitation to speak at a conference or other function, follow these 3 steps.

1) be positive and thank the person who rendered the invitation.
2) ensure that you know the audience.
3) quickly go online to make sure that your knowledge of the topic is up-to-date.

Invitations to speak can sometimes appear from nowhere. In a business setting, always be mentally prepared to speak if asked. One good way to do this is to evaluate other speakers for what they seem to do correctly or wrongly. As they speak notice how the audience responds to them. 

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