What’s going on in Washington with this nation’s budget during the summer of 2011 is, to those of us outside the Beltway, unsettling and annoying. We are a nation of impatient people who bristle at watching those in power play a game that affects us profoundly. The common message to Washington is, “One way or another, just settle this already!”
Business owners have two basic options during stressful times: Do nothing or be proactive, take advantage of the situation and don’t let fear make you freeze and take the first option. Lately, our sales folks have heard small business owners expressing fear and leaning toward that first dreaded option.
To wit, two examples: “I’m going to wait to see how the economic situation shakes out.” And…”I don’t know if the government is going to pump money into GSA.”
The latter comment indicates that the gentleman doesn’t understand how buying through GSAAdvantage works. Fair enough. But it’s not the lack of procedural understanding that’s the problem; it’s that he doesn’t understand some fundamental principles about how the government is actually a business, albeit sometimes a poorly run one. As for the former comment, that is just a death sentence for that business owner.
Here are some facts:
- The government is a business that can’t go out of business. Yes, some agencies will have less money to spend, but 99% of the agencies to whom most GSA contract holders sell will still have, collectively, billions to spend; in fact, billions they must spend. And they’ll spend those billions with GSA contract holders.
- Businesses must take the long view. Don’t pay attention to the drama playing out right now. Pay attention to six to twelve months down the road. This situation will be resolved and the government will be back to business as usual. Why? Because it has to be.
Here’s the implication for you, a business owner: If you freeze up, stay on the sidelines and do nothing, your competition will move forward and get their own GSA contracts. By the time you decide to make a move, you’ll be ten steps and thousands of dollars behind those guys and gals who understood that stasis is death, that doing nothing is a quick way to falling so far behind that catching up is well nigh impossible.
When the market starts heading south, buy; don’t sell. When there is change in the air, even negative change, become smartly aggressive. While others panic and freeze, construct your strategy for making change profitable for you.
If you’re considering a GSA contract, don’t hesitate. Move forward. Start the process. Obviously, we’d like you to work with us, but be that guy or gal who gets it in gear and starts the process, knowing full well that, by the time you get your GSA contract award, things will be back to normal and you will have rocketed ahead of those who chose to do nothing. And you will be the one with those new sales.
