While the politicians and department directors argue over what went wrong during the Katrina disaster, savvy contractors are becoming more and more embedded in the agencies. Such contractors have not only won business as a result of Katrina but have managed to solidify future business in the event of other natural disasters.

Before Katrina, FEMA has ranked their top ten disasters:

(Year - Hurricane - States Affected - Amount Spent)

• 1998 Hurricane George - AL, FL, LA, MS, PR, VI - $2.251 billion
  
  
• 20004 Hurricane Ivan - AL, FL, GA, LA, MS, NJ, NY, NC, PA, TN, WVA - $1.947 billon
  
  
• 1992 Hurricane Andrew - FL, LA - $1.813 billion
  
  
• 2004 Hurricane Charley - FL, SC - $1.559 billon
  
  
• 2004 Hurricane Frances - FL, GA, NY, NC, OH, PA, SC - $1.425 billion
  
  
• 2004 Hurricane Jeanne - DE, FL, PR, VI, VA - $1.407 billon
  
  
• 1989 Hurricane Hugo - NC, SC, PR, VI - $1.307 billion
  
  
• 1999 Hurricane Floyd - CT, DE, FL, ME, MD, NH, NJ, NY, NC, PA, SC, VT, VA - $1.050 billon
  
  
• 1996 Hurricane Fran - MD, NC, PA, SC, VA, WVA - $617.8 million
  
  
• 2003 Hurricane Isabel - DC, DE, MD, NC, VA, WVA - $559.3 million

• 2005 Hurricane Katrina - FL, LA, MS, AL - $40-60 billon
  
  
• 2005 Hurricane Rita - LA, TX -$2.5-7 billon
  
  
• 2005 Hurricane Wilma - FL - $4-10 billion

Companies have two choices in selling to the government. They can chase opportunities that arose as a result of past disasters or create opportunities and close relationships in anticipation of inevitable future disasters.

If you haven't figured it out already, the low hanging fruit as a result of any of these past hurricanes has already been picked. As a matter of fact, see the following links to determine which contractors have picked such fruit:

Prime Contractors

Prime Contractors for Katrina

USACE Posted Emergency Solicitations

Archived USACE Bid Results

Fedmarket, through our offered products, seminars and consultants, is fully capable of helping your business create a focused sales effort to find decision makers who will need your company's assistance in the event of future calamities. If you think about it, FEMA, based on past spending, could not have reasonably expected that it would have to spend more than $70 billion in 2005. Keep in mind that there are only 2,600 FEMA employees trying to serve more than 10 million victims of 2005's natural disasters. Of course, it was a matter of time before something so dramatic hit the US. Now that the government has faced such devastation, all those involved are experiencing the "what ifs" and "how could I have done it better" questions in an effort to handle it better the next time.

This is your opportunity to get in the door. You must commit to making relentless phone calls and appointments to find the key person and reach out to them with your technology, products, services, ideas and solutions. They are hungry to learn how to do it better next time.

What can you do today to be available by the summer of 2006?

#1. Visit FirstGov.gov and click on "Agency Index A-Z" on the top left corner of the page.

#2. Research your three to ten key agencies you believe need your help -- There is an immediate link to every agency in the US government at Firstgov.gov. At the agency's web site, look for "Key Staff," "Staff Directory" or "Regions." When you get a search engine, look for advanced search or extended search. More detailed search tools come up including Departments, Regions, Locations, Titles and Responsibilities. Every government web site is a little different, just keep digging. If you are completely stuck, go to the web site's "site map" and you might discover some great information including information on contracting, small business set asides, public relations, business opportunities, and procurement forecasts.

#3. Contact the Public Relations office and ask them if they can point you in the right direction. Tell them who you typically serve in the commercial marketplace and name the title of your typical end user. The PR director will look up a similar title and give you that person's name and number. If the PR person can't help you, call the main number and ask. If they can't help you, ask for Contracting and ask them to point you in the right direction. If they can't help you, ask for the Small Business Specialist and they might point you in the right direction. My point here is persistence, patience and perseverance. Don't be discouraged. You'll find the right person.

#4. Ask for an appointment. Ask them if they can help you out to understand how you can help them become more efficient. Tell them that you are the best in your business but you're new to the government arena or to their agency. Let them know that you are open to any suggestion they have or any other name they can come up with to point you in the right direction. When you approach the government employee, it is with hat in hand and with great appreciation for their assistance. Don't blow them away with your greatness. They don't help the overly confident.

#5. In the appointment, try to uncover what is currently happening, who they are using as a contractor or solution and why. Ask for a small opportunity to show them what you can do. It might take a little demonstration or a lunch-and-learn. Get them thinking about you as the expert and be a resource to them for anything. Eventually, they'll program your number into their cell phone -- and you're now "embedded."

#6. When they call you in a pinch or an emergency, you have to be ready to deliver (and deliver perfectly).

#7. Follow up by asking how you can improve in the future and for references to others who may be in a position to use your company's products or services.

March 20, 2006 - 12:00 pm to 1:30 pm EST

Desktop Training - Webinar Wake Up! Federal Business is Just Down the Road Selling to Your Local Military Bases

Attend Fedmarket's newest Webinar and invite all of your sales team and partners to attend along with you right in the comfort of your own office.

There is no need to learn how to win this business by traveling to Washington, DC. Once you "get the game" of doing business with the military, you will be able to apply it to your business and your area military base.

Watch this Webinar from your office we will teach you the strategies of selling to the Military.

Register Online - Click Here

Bottom Line: Start Selling Today for Hurricane Seasons 2006, 2007 and 2008.

See you "On the Sales Firing Line!"

Eileen Kent,
Federal Sales Academy Director

Hurricane Katrina, Recovery and Response Archives by GovExec.com: http://www.govexec.com/specialreports/katrina.htm

Source: "Wilma leaves insurers with $10 billion bill" By Don Burgess

Source: "Katrina, Is there Still Opportunity?" By Eileen Kent, Fedmarket Webinar Broadcasts, October & November, 2005

Fedmarket Classes:

If you're still a little apprehensive about making the call, you might want to consider taking "Federal Sales 101: Winning Government Business," from the Fedmarket Federal Sales Academy or signing up for an upcoming Webinar. By hearing the techniques in person or over the web, you'll be inspired to go get the business. Also, you can get your hands on Fedmarket's past webinar, "Katrina, Is There Still Opportunity?" broadcast. It is full of information and links such as those provided above. Visit the Fedmarket.com website and check out the Federal Sales Academy in the lower right hand corner. Go to Fedmarket.com to see a schedule of our upcoming classes, products and services.

Fedmarket White Papers:

Eileen Kent has also prepared a detailed whitepaper which might open up some opportunities for you. This whitepaper is free to download from Fedmarket's web site. Look for "Colorful Whitepapers" on the right hand side of the Fedmarket web site www.fedmarket.com.