I met with my cousin’s husband before Thanksgiving. It was not to go over holiday planning, like who was bringing what dish, but about government contracts. They have been successful in getting government contracts for their business, and I was investigating this for True North Business Consulting, LLC.
I learned about GSA, The General Services Administration is the central location for contracts- if you are interested in federal government contracts then you need to register with the GSA. Our discussion though was focused on the intensive request for proposals (RFP) that needs to be completed. This is the advice I want to share.
The government looks for processes-explainable steps that will bring results. And what the government looks for is what is usually wanted in the private sector, too. For example, True North Business Consulting offers mediation services. I would describe it as a five step process:
1. Speak to each side to get a sense of the issue and see what times they are available to meet.
2. Schedule a meeting(s)
3. Meet individually , if necessary
4. Come to an agreement
5. Create contract with review by outside counsel
My challenge to you is to think of your business as a process. What steps do you take with your service? Can you explain them and write them down?
The holidays are a great time to take a look at your business and focus on what system you are using.
Experience is often the best teacher. When new opportunities are presented, on what basis do you make the decision to accept or decline an offer? Not all business is the best match and in fact might cause more harm than good. What is the true cost of working with a client? There are many ways to evaluate whether to proceed or opt to walk away and perhaps make a referral for the client. After all, this could be a dream project for someone else and not only will you have served yourself, but by being proactive, you have also preserved your reputation and sanity.
Three red flags to pay attention to:
1. The PROJECT is not a fit!
If you are not crystal clear in identifying who your ideal client is, then anyone with a check book is fair game. This may sound ludicrous, but the reality is that until you have done your homework and understand your business mission and core competencies, you will continue to be frustrated by the relationships you cultivate. While you should not decline every job that is less than ideal, flexibility is important, it is critical to understand when the cost of doing business is too high. Will you have to invest in becoming conversant with an industry unfamiliar to you, hire experts or purchase new equipment? Is there true value here or do you need to walk away?
2. The PEOPLE are not a fit!
First impressions are made within 30-seconds of meeting someone. Pay attention to how you feel in the presence of the prospect. People do business with people they like and even a short-term project with a difficult group can make the time an energetic drain which also depletes other resources. Are you prepared to regularly justify your fees, manage a challenging client or be on 24-hour call? While you do not have to love the client or become the best of friends, warning signs that they may be overly demanding or reactive makes the case for saying “no”.
3. The PROCESS is not a fit!
When you override your initial reaction or force fit a project into your business you can write the final script in advance and it may be one that you are all too familiar with; a promise NEVER to do x again! What is the overall experience you want for yourself and/or your group? Is this a project you are anxious to do but the timeline is not workable? Does it contribute to your portfolio, experience or future work you hope to do? Is the proposal in alignment with your personal and professional goals and values and does it add to your bottom line? Understand the scope of what you are getting into before you commit.
We focus on how change impacts your life from moment to moment and for the long term. Our programs provide:
Exercises to identify what you really want and what is preventing you from obtaining it
Motivational strategies to support your transition
Tools and perspectives to reinforce these strategies
Follow-up to keep you on track
True North Business Consulting was featured in this article
Dishonesty Is Not Honesty In Disguise
There was an exposé recently in the Boston Globe about the fishing industry. I was one of the readers struck by the epidemic of mislabeled fish, but it was a local chef’s comment that caught my eye. He commented that he thought it was perfectly fine in the Commonwealth of Massachusetts to say that sablefish was butterfish. He liked to use the word, butterfish, because it rolled off the tongue better.
There is not a state within the United States that allows misrepresentation. Misrepresentation is dishonesty about material facts. You need to give consumers the right information about your product. Therefore the accurate name of your product or service is important.
In the same week I came across another article, not in the Boston Globe, but an online source where the author was advocating plagiarizing web content. Yes, it was eye-catching, and I can imagine it made an effective tweet, but again, like misrepresentation, this is not allowed. Just look at the Digital Millennium Copyright Act. If you feel someone has stolen content from your website, then you can send a cease a desist letter for them to take it down.
For example, let’s say one of your clients has given you permission to use their comment. “XYZ business was great. Claire helped explain exactly what I needed to bring attention to my business. AB, my new product wouldn’t have been a success without her.” Now we add in a new competitor who doesn’t have any feedback, and they take your comment as their own, just changing the name. Is that fair? You would follow the Digital Millennium Copyright Act so that you could stop your competitor from using your quote.
Remember be clear and honest about your business even when it comes to marketing. Advertising is important for your business, and you need to be creative, but not dishonest. Not all fishes are the same. You cannot plagiarize from a website, no matter how much you wish that was your content. It’s not.
If you need advice on this type of situation, contact True North Business Consulting.
