If you haven't visited the Federal Emergency Management Agency (FEMA) web site lately, it has been updated (see http://www.fema.gov/). FEMA describes its role as one in which it "manages federal response and recovery efforts following any national incident. FEMA also initiates mitigation activities, works with state and local emergency managers, and manages the National Flood Insurance Program. FEMA became part of the U.S. Department of Homeland Security in March 2003." Many of my readers are interested in the upcoming 2006 fire/tornado/hurricane season. I therefore thought it would make sense to give you a tour of the important parts of this site if you are looking for business opportunities with FEMA.

To the left of the main page, they have a button called "Business & Professionals." Click on it. At the bottom of the next page is a section entitled "Contractors and Vendors." Click on the link in that section which is entitled "Information for Contractors and Vendors." If you prefer to go there directly, use the following link: http://www.fema.gov/business/contractor.shtm.

Note that under the "General Information" section of "Information for Contractors and Vendors are links to "Working with DHS" and "How to Market To FEMA." The latter offers 25 tips on how to sell to FEMA. The advice given is excellent. In fact, it closely mirrors what we have been saying in past installments of "On the Sales Firing Line."

My favorite tips out of the 25 are:

FEMA's Tip #10. "E-mail your qualifications to FEMA program offices (the potential users of your product or service) -- You'll find a listing of agency e-mail addresses while surfing our website. Keep USERS NOT BUYERS in the loop on your products. Make sure you include your web site in the e-mail -- most agencies will be able to link right from your message."

FEMA's Tip #18. "Get on the road -- Grab organization charts of your top FEMA program offices to target your marketing sessions. Remember to target potential USERS of your products/services; these are not FEMA's contracting personnel. Get appointments with the potential users of your products/services. A face-to-face demo of a product can say what a brochure or web site can't."

FEMA's Tip #19. "Compete for multiple order contracts -- Go after GSA Schedule and Indefinite Delivery Indefinite Quantity (IDIQ) contracts. These are popular contracting vehicles with government buyers because of little or no paperwork and fast delivery. If a product or service is available through one of these vehicles -- especially information technology-- the agency will go this route instead of issuing an RFP."

The FEMA web site, and many other agency web sites, has an area on the site called "The Press Room." I highly recommend visiting these areas. There are always great press releases to be found providing action plans, names and initiatives coming down the pipeline. For example, there is a press release up at FEMA right now which states the agency is "Ready for 2006 Hurricane Season."

The hardest thing to find is names and numbers. Especially since many sites have taken down their staff directory. To all my past students of my "Winning Government Business" who learned how to find FEMA end users during our class, the link has changed. There is now a Regional Contacts map. Click on your territory and start dialing for dollars!

Why would I share this information with you when we typically charge for it (in a list format, a roadmap or one of our classes)? Because I'm "on the sales firing line" along with you and I want you to get out there too. If you don't have a GSA schedule, let us help you with the paperwork. If you close an appointment and you're not sure what to say or do, call us or come to a sales class. If you have a chance to close a huge contract, but don't know how to write a proposal, consider attending a capture planning or proposal writing class. Just do it! If you win some business, maybe you'll remember who pointed you in the right direction! I look forward to helping you become successful in the federal marketplace!

Friday, June 2, 2006 - 12:00 pm to 1:30 pm EST

Desktop Training - Webinar National Disasters: You Can Help in a Pinch!

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.

If you missed the contracting opportunities which resulted from the Katrina and Rita disasters, Fedmarket has prepared a 90-minute program to help you (i) focus on your message, and (ii) target possible agency sources of business for 2006. "You don't want to be on the back side of these opportunities," says Eileen Kent. "You want the federal government to know in advance how your company does business and how you can help in a pinch."

Register Online - Click Here

Good luck and go help the government when it's in a pinch!

Eileen Kent,
Federal Sales Academy Director