SPRING 2011

THE DISTRIBUTOR’S LINK 189
WHERE IS THE MONEY? (psst...The Government has it!) continued from page 98
they just wait until the new fiscal year and spend it then.
It's as if they have a certain amount of money in the
bank, can only spend that amount, and know that more
money will be put in the "bank" at the beginning of the
next year.
4. Market to the government just as you would to
any other market segment. Do your research. What do
the various government agencies with whom you want to
work need? Who are the principle contacts? How can you
network with them and others who have worked with
them? Remember too, that many large contracts are let
to the private sector with the caveat that small
businesses and disadvantaged business get a lion's
share of the sub-contracts. Find out who is getting the
large contracts and market your product or service to
them. It's a great way to get started working with the
government and build your experience base and
reputation.
5. There ARE smart and hard working people in
government. The myth that there are no such people is
perpetuated by the difficulty government units have in
building the documentation required to get rid of nonperformers.
As a result, there seem to be a few people
in every department who don't pull their weight and are
not held accountable for it. The whole department then
gets a reputation for being inefficient, ineffective, or lazy.
Unfortunately, that reputation then tars some really
dedicated and passionate people who may, in fact, be
the large majority of the department. Your job is to find
those smart, hard working people. Keep looking, they're
there.
6. Be patient, again. Even though government can
be very slow to react and very slow to make a decision,
when they do, the expectation is that the private sector
can turn on a dime and carry out the directive. Accept it.
Live up to it. They will appreciate it and your reputation
as a good firm with which to work will be built.
Success in business is all about finding customers
who want what you have to sell and can afford to buy it.
Governments, both federal and state, have all kinds of
needs and a lot of money to spend. While it can be
difficult to get your foot in the door and get qualified, it
makes no sense to ignore the largest single purchaser
of goods and services in the U.S., just because you don't
know the rules. Learn the rules and get in the game. Your
profit and loss statement will be glad you did.