If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about the evils, backdoor deals and wasting of tax payers money or you can remember that the imperfect system is run by humans and what goes on in generally what should be expected. No difference than the shenanigans of the Catholic Priests.
First you need to know who the County Board Of Supervisors are. It is important for you to know the local county supervisors representing your area by name. It is equally important for them to know yours. You should attend at least one function during the campaign season of a county supervisor. Incumbent supervisors are usually re-elected so attend one campaign party. If a county supervisor has an office in your town, it should be on your schedule to visit and meet the staff. Many county supervisors have an office staff of two to three people. They make good customers because their caseload is high and they are too busy to do much shopping. These caseworkers are like reporters; they know everything and every body. Kind of like the staff at the catholic churches, they know who is doing what, when and to whom.
You also need to make it a point to meet the Department Heads where you believe you might be able to get a contract with; either for services or to sell your wares. You will eventually over time meet all the department heads in the county. These department heads determine who gets what contracts and how long they get to keep them. They will divulge information to you that you should not know. For instance:
What contracts will be coming up before an official announcement has been made
The price the present contractor is charging
Any problems with the present contractors
They many times do favors for friends or contractors they would rather work with. Some are on the take we expect. You are not to indulge in bribes and kick backs, but you should realize some of them are and your competitors are part of the scandals. If you become a whistle blower you will never get a contract so we do not advise that, just be aware of the reality. Face it they lied to you in school the honesty in government is a complete fraud, but you are grown up now and must deal with it. So understand the game, but take the high-road. Think about it.
"Lance Winslow" - If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs
The objective of an incentive is to incite action within... Read More
In the past, if you said the word "plan" to... Read More
There are four primary activities that successful salespeople engage in... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
So you have a boss who dumps all over you... Read More
Microsoft has used this online sales secret to become a... Read More
How high is your sales trust factor?Is it higher than... Read More
As spring moves to summer, the forecast should be for... Read More
I don't know about your business but in my experience... Read More
Seminars and events have always been implemented as a holistic... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
Do you need help overcoming sales objections? Do you sell... Read More
We all agree one of the most important parts of... Read More
In part two we will discuss overcoming objections, which credit... Read More
Things to watch out for when selling your product in... Read More
One of the most asked questions I get is how... Read More
In the last issue I shared with you a technique... Read More
No matter what you do, it seems, your employees do... Read More
Of the many mistakes small business owners make, a big... Read More
Business can be like war sometimes.You may have to fight... Read More
This month I want to share a success from a... Read More
That we live in a time of relentless and pervasive... Read More
While heading home at day's end, you begin reflecting on... Read More
The elements involved in building a sales force, especially one... Read More
Does the competition drive you crazy? Are they relentless about... Read More
How well do you know your community? As business owners... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
Maximizing account penetration is one of the most critical functions... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
I just got off the phone with Susan. She is... Read More
Question: What do the following have in common?- I spend... Read More
A number of sales "Gurus" have promoted the theory that... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
This month I want to share a success from a... Read More
Everybody thinks that the businesses will slow down a bit... Read More
According to former Harvard Business School professor David Maister, typical... Read More
Twiddling your thumbs and waiting for some business to come... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
Sales forecasting is the process of organizing and analysing information... Read More
Many recruiting ads and job descriptions include "knockout factors" that... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
Inspiration and Management from Within ? Part 2.The more you... Read More
One of the major issues that arises in managing a... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
There are really only two types of competitor:1. Obvious2. HiddenThe... Read More
You've probably heard of focus groups. It's a tool that... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
This is a quandary not unlike the chicken or the... Read More
When your product is market ready and has a good... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
If your letter writing and phone calls have all failed... Read More
How well do you know your community? As business owners... Read More
No matter what you do, it seems, your employees do... Read More
Imagine you run a pizza parlour. You have all these... Read More
The old adage in selling has always been, "Find out... Read More
For many years as a sales manager, I would only... Read More
Last week I got a call from Jose, who was... Read More
The temptation to use straight (100%) commission plans never goes... Read More
It is very easy to fall into a trap with... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
Microsoft has used this online sales secret to become a... Read More
In part two we will discuss overcoming objections, which credit... Read More
What are you and your company's services and products worth... Read More
I don't even like saying the word d---------g. I have... Read More
You may have heard about the "summer slowdown". You may... Read More
In the 30-plus years I spent working in advertising and... Read More
Sales Management |