Wednesday, January 14, 2009

Why Can't We Get Past The Basics?

"Successful Small Business Suppliers to DHS Do Four Things..."

I've heard the DHS briefing for small business several times. And the core message is always the same.

According to Kevin Boshears, Director of the DHS Office of Small and Disadvantaged Business Utilization, in the briefing he and his team give all year long, the keys are:
  • do your homework
  • selectively participate in networking
  • understand the procurement system
  • understand the concept of teaming
Yeah, these points are important...but how could you possibly be selling to the government and not already know this?

Do we keep getting this presentation because so many people still don't get it?

Or are we just so hungry for DHS business that we're going to show up no matter WHAT the briefer has to say?

(One way to get beyond that right now: I've got a paper, Five People You Need To Meet, that is jammed with practical tips on how to meet effectively with people who can help you do all of these things. Check it out...)

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