Change is in the Air

January 15th Dan Tangherlini announced that he will be leaving GSA effective February 13, 2014. Denise Turner Roth will assume the responsibility of Acting Administrator as President Obama works to fill the position permanently.

What can we learn from this change?

Exactly that, change is inevitable and we have to learn to live with it. When I saw this I remembered a comment from a former federal CIO (for the life of me I cannot remember his name)

    Ignore change and Die
    Accept change and Survive
    Embrace change and Thrive

There are many changes coming for GSA schedule holders including new FSSI initiatives, professional services combined schedules and even some schedules slated to be dissolved altogether.

Leveraging Change

Anytime there is a change in the internal structure of an organization there are new opportunities created. Think about it… If you have a relationship with Dan Tangherlini and he leaves, that is a problem for you because you will be losing a key relationship. If you didn’t have a relationship with Dan Tangherlini, now you may have a way to develop a relationship with Denise Turner Roth, who will likely stay for several years even if she is not considered for the permanent position.

Planning for Change

Your federal strategy should include developing and nurturing relationships throughout the food chain. This will inevitably establish key areas of influence as lower level folks accept promotions and move up the chain of decision-making. Think about the people who already know Denise Turner Roth… They are now in a great position and have political cover as they pursue larger federal contracts with GSA and other agencies.Join me on January 20th at 11am where I will be hosting the “Drive GSA Sales” webinar series. The topic for 2015 is Disrupting the Current Pattern of Purchasing. Register here: Drive GSA Sales 2015

Find Dave

David Lowe

CEO at isiFederal
Dave works with companies by incorporating best-in-class business practices like targeting your best customer (customer segmentation intelligence), “Top-Down” sales training and sales management. He builds his practice on the principle of doing the right thing for others--all the time.

Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).
Find Dave

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in Federal Business News, Federal Contracting, Getting (and Keeping) GSA Schedules, News by David Lowe Leave a comment
About the author: David Lowe

Dave works with companies by incorporating best-in-class business practices like targeting your best customer (customer segmentation intelligence), “Top-Down” sales training and sales management. He builds his practice on the principle of doing the right thing for others--all the time. Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).

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