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.
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
Pete Chesner and Jamey Zell join our CEO David Lowe to discuss ways GSA Schedule Holders can drive GSA sales, in the month of January 2014. Besides talking about GSA strategies and the impact of the Affordable Care Act on businesses in the federal space, Dave also picks up where we left off last time and reveals more about the next 6 steps to winning federal business.
If I have talked about sequestration once over the past few days, it has been a hundred times. Everyone–workers, contractors, politicians–is asking what I think is going to happen. Of course, I have no idea. But since I don’t think anyone inside the beltway has the ability to think rationally or use common sense, I simply choose to look past whatever is going to happen and choose to plan for taking market share from those who panic.
I think we can be pretty certain…
- The federal government is not going to fold. If that happens, it won’t matter who has what contract anyway.
- Spending will happen again.
- They will buy what you sell.
- Plan to take advantage of companies that don’t plan.
- Plan to take advantage of companies on the fringe that might not be able to weather a storm.
- Plan to take advantage of a lull and build relationships with your competitors’ best contacts.
How? Find your competitors contacts and go get them. You know, this concept really shouldn’t change whether business is good or business is bad. It is just extra effective if you keep your head during troubling times when you position yourself as a qualified and ultimately pancake your panicking competitors.
Don’t know who is buying what you sell? Click here for a 4 minute sample of how you can find out.
Market Essentials Overview Video
Federal Marketing Essentials – SAMPLE
STEALTH Tactical Intelligence – SAMPLE EXCEL
Now, this is a different approach than a bid database because it revolves around people instead of opportunities. If you know who the people are, then you proactively go after those buyers and PMs as you would any strategic account. Check out how you can find the projects in your sweet spot.