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Strategies for Understanding and Succeeding in the Military Marketplace

Strategies for Understanding and Succeeding in the Military Marketplace. James Fagan June 2008. Session Overview. What do I need to know to understand the government environment?. FAGAN’S AXIOMS. DOING BUSINESS WITH THE GOVERNMENT IS ALWAYS A MARATHON AND NEVER A

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Strategies for Understanding and Succeeding in the Military Marketplace

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  1. Strategies for Understanding and Succeeding in the Military Marketplace James Fagan June 2008

  2. Session Overview What do I need to know to understand the government environment?

  3. FAGAN’S AXIOMS • DOING BUSINESS WITH THE GOVERNMENT IS ALWAYS A MARATHON AND NEVER A SPRINT

  4. AXIOMS • REMEMBER THE “GOLDEN RULE”. The government controls the gold, so they are always right, EXCEPT, when they are very, very wrong.

  5. AXIOMS • UNDERSTAND “THE RULES OF ENGAGEMENT”. Good news is always shared in public; but bad news should be shared in ONLY in private

  6. AXIOMS • The military leader is there for three years or less, the civilian leader is there for years! Get to know and work with the GS employees in all governmental agencies.

  7. AXIOM • NO GOVERNMENT EMPLOYEE WANTS TO MAKE A MISTAKE. • OFTENTIMES DELAY OR NO ACTION ARE BEST. • SOME MISTAKES ARE PUNISHED IN GOVERNMENT CIRCLES

  8. AXIOM • THE GOVERNMENT DISAGREES INTERNALLY BUT THERE ARE MANY “TURF” BATTLES. HOWEVER YOU SELDOM SEE THESE IN PUBLIC. • GOVERNMENTAL ACTION SELDOM TAKES PLACE IF THERE IS SERIOUS DISAGREEMENT

  9. AXIOM • COMMERCIAL SALES PRACTICES DO NOT WORK WITH THE GOVERNMENT. • YOU MUST ADAPT TO DIFFERENT TACTICS

  10. AXIOM • THERE ARE NUMEROUS AREAS OF DISAGREEMENT IN MOST ACTIONS. • ALWAYS BE POLITE! NEVER TAKE ANYTHING PERSONALLY

  11. AXIOM • REGARDING ETHICS: WHEN IN DOUBT, ASK! ETHICAL STANDARDS ARE A PART OF THE CULTURE OF THE GOVERNMENT.

  12. THE KEYS TO BEING SUCCESSFUL • THE RIGHT PRODUCT OR SERVICE • EXACTLY WHAT THE GOVERNMENT WANTS • DEVELOP A NEED FOR THE ITEM • PROVIDE OVERWHELMING DATA • EMPHASIZE YOUR ADVANTAGES

  13. KEYS • YOU WILL NEED TO FIND A “CHAMPION” TO SUPPORT YOUR ITEM OR SERVICE • THE CHAMPION MUST HAVE SYSTEM INFLUENCE

  14. THE LAST KEY • YOU NEED TO NETWORK WITH A LARGE AMOUNT OF GOVERNMENT CENTERS AND PERSONNEL

  15. WHERE DO I GO FROM HERE? • LET R&DA BE YOUR “NAPOLEON’S CORPORAL” • MOST GOVERNMENT FOLKS ARE KIND AND WILL EXPLAIN THINGS TO YOU.

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