The previous installment discussed the motivation of small business specialists in the federal purchasing process. This installment looks at members of congress and the White House.
We live in a political world that dictates how members of congress and the White House are motivated to help companies win federal business. They aren't motivated to help an individual companies win contracts unless votes or campaign contributions are involved.
Responsibilities of Members of Congress and the White House
- Develop and pass legislation
- Represent constituents
Primary Motivation
- Re-election
- Votes and campaign dollars
- Bring major projects into their own states or districts
Not Motivated To:
Help a particular company win a contract unless the assistance is directly connected to more votes, campaign contributions, or economic development for their district or state
The moral of this story is don't try unless you can appeal to their political motivations.
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One Hour of Consulting with the Author of Rolling the Dice in DC: How the Federal Sales Game is Really Played
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- Small business programs
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"Rolling the Dice in DC" by Richard White
The Definitive New Book on Federal Sales
Sales Wisdom from a Long Time Player in the Federal Sales Game
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If you need help with any other product sales, call or write as follows: (888) 661-4094 x 8 or sales@thefederalmarketplace.com.
Regards,
Richard White
President
Fedmarket.com
The Federal Sales Academy
rwhite@thefederalmarketplace.com
(301) 652 - 9504 x 118 (office)
(301) 908-0546 (cell)
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