When I was sixteen years old, I remember driving to Selfridge Air Force Base outside of Detroit to go pick up some groceries for the family. As I slowed down to the booth to pull out my ID, the guard would take a step back and salute the CAR!
You see, I was the daughter of a Retired Air Force Major, who served three wars....so I guess even the car; a rusty, old 1976 Ford had some clout.
Now, after September 11 and 20 (more or less) years later, it's not so easy for me to get on base. I am now a civilian and unable to enter the base without an escort, a visitor's pass, or an appointment.
So, how can I get on base? I have utilized several tactics and they have worked very well for me. Now, I'd like to share them with you:
#1. Find someone who is in the military or is related or married to someone in the military. One of the executives I work with is married to a retired military officer. She simply pulls out her ID and we're in! This is absolutely the best way to get on base because once you are in the gates; you can pretty much call on the end users to your heart's delight.
One of my class attendees from the Pacific Rim said that in her area, people on base are happy to see a new face and she "walks the halls." She uncovers on-the-spot opportunities and learns all kinds of embedded information from her end users, contracting officers and, even better yet, her competitor's employees on base.
#2. Find a vendor who is a great partner with you who works on the base with current government work and they can "escort" you on base. This is how I got into the Pentagon and cold called with my "escort" all day! Not only did I meet the designer of the new "wedge" of the Pentagon, I got to see the memorial design before it was built. On the same day, the fire alarm went off, which was pretty scary, but also quite a bonding experience for those of us stuck out in the courtyard during this false alarm.
#3. Call the SADBU, OSBDU, or the Small Business Specialist for an on-base introduction and tour. When it is not July-September(their contracting busy season) these people's jobs are to meet with local small businesses. They will be more willing to meet with you if you let them know you are a small, local business looking to learn more about proper protocol on base. While you're meeting with them, you want to uncover the "end users" or "upcoming projects." Many times, these officers won't recognize opportunities so the base tour might help you uncover some future business.
Remember, you are a local small business with a product or service they can utilize at a fair and resonable price. You are the good guy. The bad guys don't get to go to the military bases. Don't be intimidated by the gatekeepers at your local bases. In fact, selling the fact that your local is considered a positive thing, because the bases are encouraged to support their small, local businesses.
And, finally, you need to be aware that you must have an ID, a Social Security Number and Proof of Insurance for your car to get on base. Naturalized citizens are only allowed on base - not resident aliens, so if you have a delivery team, be ready to provide paperwork and information on your delivery truck. Also, if you can find out from contracting "proper protocol" regarding you and your delivery team's identification one day prior to visiting, it will keep you from waiting in the base visitor's center.
Here are some web sites to check out:
http://www.army.mil
http://www.af.mil
http://www.usmc.mil
http://www.navy.mil
http://www.military.com
