Her First Day "On the Sales Firing Line" - Eileen Kent Goes to Washington
On my very first day alone
selling to the government in Washington, DC, I took a Metro Train to the
L’Enfant Plaza stop. I was on a mission on behalf of my company to get business
from the federal government with absolutely no plan, directions or training.
While I had a few preplanned appointments in the morning, I was finished with
them and decided to make some cold calls before I flew home.
I had walked around the area for a few minutes until I saw an interesting building on E Street: NASA Headquarters. I stepped inside to grab a cup of caffeine courage. While I was sitting down and enjoying my coffee, I suddenly became brave.
I started at the top: I called information and asked for the White House. I figured they had enough events and changing needs that would warrant my temporary furniture services. The woman was polite and explained how they handled their current needs and showed me how it worked at the White House.
I then contacted the Capitol to see how they handled the furniture during the last inauguration. At the time, it was three years before the next opportunity, but I thought I’d at least learn the process of being considered. My contact explained to me that it was through the Architect of the Capitol and he would get me in touch with the Purchasing manager - which resulted in a great appointment understanding the bid process.
Then I called the House of Representatives and nosed my way around via the telephone and uncovered the purchasing department. It came to my attention at the time that the House was about to add some new furniture and realized that they might need some temporary furniture in the meantime. He completely refused my services and efforts to get an appointment.
Before hanging up with him I asked the "double or nothing" question. "Since you are the expert and probably know a lot of people in Washington, DC, would you happen to know anyone else who might need my services?"
He gave me a phone number to the U.S. Senate and told me to call. When I called, the gentleman on the other end, David was his name, answered the phone saying, "Furniture."
I couldn’t believe it. I hit a key end user and he had only uttered one word.
"I guess I called the right place," I said..."My name is Eileen and I handle temporary furniture needs. Do you ever run into such a situation? The gentleman over at the House told me to give you a call because he thought you would run into this type of need."
"Absolutely," David said. "Come on over and I’ll be happy to talk with you."
I was so excited that I ran out into the street and had absolutely no idea where I was going. "Where is the Senate?" I asked a passing police officer. He stared into my eyes in disbelief at my ridiculous question and without unlocking his look at me, he pointed at the Capitol.
"Uh, yeah...right," I said. "Thanks."
I hustled over to the Senate and realized I needed to go to the Dirksen building to meet with my end user. When I walked into his office, I asked for "David."
"Sorry, Dave’s not here." (No this isn’t a Cheech and Chong routine...this really happened.) "But I’ll meet with you. I’m Bob."
I barely got out the words "temporary furniture" when he said, "Rental furniture? We NEVER rent." Of course he said it with a twinkle in the eye. I knew we’d be old friends.
It turned out that Bob was the Property Manager for the Dirksen building and he spent about an hour with me showing me the ropes. Dave was one of his key staff in the department and joined us about half-way through the appointment.
Two months and several pop in appointments later, an emergency Senate meeting required matching furniture. Bob asked for my GSA number, pulled out his government credit card, and became my client that day.
Moral of this little story - Never, let the word "Never" stop you from selling to the government. And - like I did that open afternoon - make six more cold calls today!
I had walked around the area for a few minutes until I saw an interesting building on E Street: NASA Headquarters. I stepped inside to grab a cup of caffeine courage. While I was sitting down and enjoying my coffee, I suddenly became brave.
I started at the top: I called information and asked for the White House. I figured they had enough events and changing needs that would warrant my temporary furniture services. The woman was polite and explained how they handled their current needs and showed me how it worked at the White House.
I then contacted the Capitol to see how they handled the furniture during the last inauguration. At the time, it was three years before the next opportunity, but I thought I’d at least learn the process of being considered. My contact explained to me that it was through the Architect of the Capitol and he would get me in touch with the Purchasing manager - which resulted in a great appointment understanding the bid process.
Then I called the House of Representatives and nosed my way around via the telephone and uncovered the purchasing department. It came to my attention at the time that the House was about to add some new furniture and realized that they might need some temporary furniture in the meantime. He completely refused my services and efforts to get an appointment.
Before hanging up with him I asked the "double or nothing" question. "Since you are the expert and probably know a lot of people in Washington, DC, would you happen to know anyone else who might need my services?"
He gave me a phone number to the U.S. Senate and told me to call. When I called, the gentleman on the other end, David was his name, answered the phone saying, "Furniture."
I couldn’t believe it. I hit a key end user and he had only uttered one word.
"I guess I called the right place," I said..."My name is Eileen and I handle temporary furniture needs. Do you ever run into such a situation? The gentleman over at the House told me to give you a call because he thought you would run into this type of need."
"Absolutely," David said. "Come on over and I’ll be happy to talk with you."
I was so excited that I ran out into the street and had absolutely no idea where I was going. "Where is the Senate?" I asked a passing police officer. He stared into my eyes in disbelief at my ridiculous question and without unlocking his look at me, he pointed at the Capitol.
"Uh, yeah...right," I said. "Thanks."
I hustled over to the Senate and realized I needed to go to the Dirksen building to meet with my end user. When I walked into his office, I asked for "David."
"Sorry, Dave’s not here." (No this isn’t a Cheech and Chong routine...this really happened.) "But I’ll meet with you. I’m Bob."
I barely got out the words "temporary furniture" when he said, "Rental furniture? We NEVER rent." Of course he said it with a twinkle in the eye. I knew we’d be old friends.
It turned out that Bob was the Property Manager for the Dirksen building and he spent about an hour with me showing me the ropes. Dave was one of his key staff in the department and joined us about half-way through the appointment.
Two months and several pop in appointments later, an emergency Senate meeting required matching furniture. Bob asked for my GSA number, pulled out his government credit card, and became my client that day.
Moral of this little story - Never, let the word "Never" stop you from selling to the government. And - like I did that open afternoon - make six more cold calls today!
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