Many leaders talk about connections and their positive impact on our business, especially if they’re the “right” connections. Yes, that’s true, but did you know when it comes to developing relationships with government agencies, it’s not just about entering information into your database and throwing out a name when you feel it will help your cause?
Building relationships is more like a science than an easy roadmap to success, and it needs to be nurtured with a mutual give-and-take mentality. You’re mistaken if you go into a relationship thinking you have a sure thing simply because you hit it off with someone whose title gives that person the power to make decisions that can benefit your business.
Like any relationship, government or otherwise, building absolute trust is essential, and this is not something that happens overnight. If you can develop a foundation that matures over time, the investment will be well worth it.
When you desire to do business in the federal sector, you will want to be well-rounded in your approach with a mindset of open transparency. The lines of communication that will lead to opportunities should include government, prime, and subcontractors. This way, you’re not putting all your eggs in one basket; instead more doors are opened for you.
Earlier in this blog, we mentioned the give-and-take mentality. This perspective doesn’t mean you go into a relationship with expectations of immediate success but go into it with an attitude of wanting to help.
Key people that represent government agencies need support too. They depend on businesses to supply the goods and services to help them reach their goals and are continuously seeking to develop relationships that help them achieve those objectives. If you take the time to create a lasting relationship and build that level of trust, they are more apt to feel comfortable recommending your products or services.
On the other side of the coin, they may have opportunities at the top of their list that wouldn’t be a good fit for you. However, it doesn’t mean one of your colleagues isn’t. Do you see where the “give” part comes to play? Suppose you can help make a connection to someone the government representative wouldn’t have access to otherwise. In that case, that gesture will make a lasting impression and be remembered when the right opportunity does roll around for your company.
Continue to build the relationship, and don’t be afraid to ask questions. Find out when they are most likely to seek third-party vendors and how they prefer you communicate interest. They will appreciate that you took the time to articulate your interest and are prepared to submit information in their preferred manner.
And finally, take plenty of notes. Nothing is worse than repeatedly asking the same question after they’ve already responded at an earlier time. Every government agency has its model for doing business, and when you get to know the entities you’re interested in, they will appreciate that effort.
The right relationships are powerful; when you build trust paired with open and honest communication, the opportunities will present themselves.
#relationshipgoals #transparency #integrity #businessfoundation