Shows & Panels
Shows & Panels
- The 2014 Big Picture on Cyber Security
- AFCEA Answers
- American Readiness: Renewable Power and Efficiency Technologies
- Ask the CIO
- Building the Hybrid Cloud
- Connected Government: How to Build and Procure Network Services for the Future
- Continuing Diagnostics and Mitigation: Discussion of Progress and Next Steps
- Delivering the Digital Government Mission
- Federal Executive Forum
- Federal News Radio's National Cyber Security Awareness Month Special Panel Discussion
- Federal Tech Talk
- The Future of Government Data Centers
- The Future of IT: How CIOs Can Enable the Service-Oriented Enterprise
- Government Perspectives on Mobility and the Cloud
- The Intersection: Where Technology Meets Transformation
- Maximizing ROI Through Data Center Consolidation
- Mitigating Insider Threats in Virtual & Cloud Environments
- Modern Mission Critical Series
- The New Generation of Database
- Reimagining the Next Generation of Government
- Targeting Advanced Threats: Proven Methods from Detection through Remediation
- Transformative Technology: Desktop Virtualization in Government
- The Truth About IT Opex and Software Defined Networking
- Air Traffic Management Transformation Report
- Cloud First Report
- General Dynamics IT Enterprise Center
- Gov Cloud Minute
- Government in Technology Series
- Homeland Security Cybersecurity Market Report
- National Cybersecurity Awareness Month
- Technology Insights
- The Cyber Security Report
- The Next Generation Cyber Security Experts
Shows & Panels
Monday - Friday, 4-7 p.m.
In Depth with Francis Rose features daily interviews with top government executives and contractors. Listen live from 4 to 7 p.m. or download his archived interviews below.
Sucessfull contracting has roots in planning, relationships
Thursday - 2/10/2011, 4:43pm EST
Contact information does not a relationship make. According to federal government marketing expert Mark Amtower, many small businesses make one major mistake in the leap from introduction to customer: "thinking that if you have somebody's business card, you have a relationship."
Worse, immediately assailing new contact with with potentially unwanted missives on your products and expertise will do more to drive away their business, no help it grow.
"That's not how you build relationships, by annoying people," Amtower said. Amtower spoke with Francis Rose on In Depth about the challenges that small business face in growing their government clientele, especially in the current economic climate. While planning for their growth, companies should start by analyzing their place in the market.
"Strategic planning is still going to play a huge role, but understanding where you fit, and what technologies or what products are going to be in the mix over the next 12 to 60 months, that's key," Amtower said.
Determine very carefully what your niche is, and then look at the pecking order in that niche; where do you fit with your competition, and how can you migrate up?
That migration will only happen, Amtower said, when businesses take the time to cultivate relationships with current and potential customers, and grow their clientele.
"I don't care if you're a one person or a one thousand or 10,000 people company, anybody can do this, but most people won't," Amtower said