IT’S YEAR END – SELL TO THE CUSTOMERS THAT ARE THERE
Government contractors are working in a new reality, but that shouldn’t mean that you don’t take full advantage of the business to be had during the last month of the fiscal year. It’s true that some “traditional” political posts aren’t filled, but government agencies still need to fulfill their missions. Those agencies have their money and, while there is some talk of a possible shutdown next year (see below), all are “open for business.” Neither you nor your government customer should expect to see “deputy associate assistant” positions filled during this administration. It’s a market reality to which everyone must adapt. While missing people may create some initial confusion, it shouldn’t dilute your message or the urgency of the need your customer must fill. In fact, some customers may use the absence of politicals as an “excuse” not to do business with you when the reality is that they are doing business with others. It is important to understand that how you close business this year-end may differ from last. You’re in business, though, to do business. Adapt and succeed.