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Add You - US Government Sales & Marketing
Why should you take my advice on how to quit your job? Because I'm a job-quitting expert, and my expertise has been gained through experience. I've quit many jobs in many industries. In fact, I can think of fifteen jobs that I've quit off the top of my head.The most recent job I quit was at the Post Office. Don't let anyone tell you that you'll get used to the schedule of a vampire - you won't. Now it has been over two years since I've had a job. The real issue of course is, "How to quit your job and still pay the bills." Here are some ideas, based on experience.Don't Think Like An EmployeeSome employees are afraid of their employers, and feel dependent on them. Some even feel bitter or "trapped." But why think that way? Even if you stay at your present job twenty more years (there may be good reasons to), why not consider yourself a business owner, in the business of selling your labor? When you don't like the terms or price, you can negotiate a better deal or go elsewhere.Working in management in a restaurant years ago, I told my customer (my employer) I could only work one day, down from five, be
I learned in first grade that one plus one equals two. But, that's not the right equation when counting work experience. We often think we're building experience to help us get ahead. In reality, we're passing time. Ten years working like a cloned Bill Murray in Groundhog Day is not ten years worth of experience. Doing the same thing again and again yields an experience formula more like: ten times one equals one. I used to equate years of work with years of experience. No more. I learned by making plenty of hiring and promotion mistakes in twenty years of management the two are not equal. Neither are years of work and performance. Doing something for five, ten or twenty years doesn't make you automatically five, ten or twenty years better than when you started. I've been cooking for thirty
It’s like night and day.
Sales and Marketing to the government is truly the flip side of commercial activities. You really can’t believe how different these markets are--until you’ve actually come from one side--and tried to go over to the other. I emphasize, tried, because it usually doesn’t work out very well!
First of all, in the Government world, the term "marketing" is a standard term. But its meaning in the government world is very different from its definition in the commercial world. When you hear someone talk about “Marketing” to the government—they really mean SELLING. That’s in large part because those businesses that deal primarily, or exclusively, with the government really don’t do much in the way of marketing in the commercial sense.
Everything's Different
In a traditional government contractor, there is usually no one with a sales title. There are often a couple of people with grand titles like “Vice President of Marketing” or “Vice President of Business Development”. These people have very little in the way of real marketing responsibilities--they are the chief sales people of the company. They are usually former government employees, and in the case of a military contractor, often an ex-general or ex-colonel. Key to their hiring was that they are very well connected in the government or service branch that the company is targeting. Included in their charter are some “light” Marcom activities--putting together data sheets, and coordinating a few targeted trade shows. In addition to the dedicated “Marketi
Today’s businesses require regular updating of skills, with global competition and emerging technologies on the rise. With customer demands and expectations also on the high level, businesses require their mangers to have good project management and technical skills.For a business to remain competitive, new projects and business development must be completed on time and within budget. Here is where the importance of project management leadership crops up. Project management skills are highly sought out by businesses to keep them ahead.So what happens if you do not have the necessary skills? Take heart. There are ways and options to learn the skills, along with your regular job, so that you and your organization or business has the cutting edge.What are the choices available to the busy professional of today, to stay ahead of the competition? Continuing education is the option and the various forms of continuing education available makes it easy for the busy executive to learn and study along with his or her busy schedule.The skills could include project management, technical know-how, a foreign language,
First of all, in the Government world, the term "marketing" is a standard term. But its meaning in the government world is very different from its definition in the commercial world. When you hear someone talk about “Marketing” to the government—they really mean SELLING. That’s in large part because those businesses that deal primarily, or exclusively, with the government really don’t do much in the way of marketing in the commercial sense.
Everything's Different
In a traditional government contractor, there is usually no one with a sales title. There are often a couple of people with grand titles like “Vice President of Marketing” or “Vice President of Business Development”. These people have very little in the way of real marketing responsibilities--they are the chief sales people of the company. They are usually former government employees, and in the case of a military contractor, often an ex-general or ex-colonel. Key to their hiring was that they are very well connected in the government or service branch that the company is targeting. Included in their charter are some “light” Marcom activities--putting together data sheets, and coordinating a few targeted trade shows. In addition to the dedicated “Market
Five years ago I was in the process of helping a client locate an exceptional sales leader for a high-profile global account position within their organization. I had arranged for the VP of Sales to meet with a very well qualified, proven group of five individuals – all of whom would undoubtedly represent the company with great aplomb and, most importantly, greatly improve customer relations and rapidly increase revenues generated from all pertinent accounts.The interviews had been set up to take place in successive order over a period of five hours. The hiring manager and I had agreed to dissect the discussions immediately after all had been completed. Unbeknownst to me, one of the account executives (let’s call him Mark) had spoken with an associate at another company about his candidacy for the position and, upon further discussion, both had apparently decided that our new player (designated Steve) would be a better match for the role. Subsequently, they devised a plan to have Steve show up for the meeting and hope that it lasted long enough for him to avoid bodily damage.I became aware of this fine bit of cunn
Everything's Different
In a traditional government contractor, there is usually no one with a sales title. There are often a couple of people with grand titles like “Vice President of Marketing” or “Vice President of Business Development”. These people have very little in the way of real marketing responsibilities--they are the chief sales people of the company. They are usually former government employees, and in the case of a military contractor, often an ex-general or ex-colonel. Key to their hiring was that they are very well connected in the government or service branch that the company is targeting. Included in their charter are some “light” Marcom activities--putting together data sheets, and coordinating a few targeted trade shows. In addition to the dedicated “Market
In the Aircraft Charter business it is paramount to keep those aircraft busy flying people to their destinations rather than sitting on the ground waiting for birds to make nests inside the cowlings or spiders to find homes up in the wheel wells. Aircraft are very expensive and the payments, hanger and tiedown as well as other expenses such as insurance are costs that are fixed and on-going even if the aircraft sits on the ground.Therefore aircraft charter businesses must find ways to get the word out to all potential customers and prospective clientele that the air charter option exists and they are willing, ready and available. They must find ways to market and advertise which are not too costly and target their business and wealthy target customers.It is recommended that aircraft charter service businesses send out direct-mail and direct-mail marketing coupons to all the high net worth ZIP codes with and a 30 mile radius of the airport. It also makes sense to send out direct-mail invitations to an open house at the airport to all the small and medium-size businesses within the area.Further, this should be sup
Are you re-writing your resume for a new job application? If you feel that your objective statement lacks pizzazz, why not try looking through a variety of sample resume objectives for inspiration?You'll be in good company! Many job hunters use example resumes to find ideas for the best format and content for their own profile -- and for a good reason. For many of us, the skill of writing about our strengths and attributes doesn't come easily. It's a technique that has to be learned. Sample resume objectives can help you overcome your instinctive reluctance by showing you easy ways to market your strongest skills on paper.Resume samples can show you: ways to capture the attention of your reader with a concise and closely targeted statement of your career intention. how to persuade the employer that the company would benefit from hiring you.You also have a bonus when you look at resume sample collections: you get a glimpse of what it's like to be an employer receiving large numbers of applications for a vacancy.Put yourself in their shoes for a moment. When busy recruiters are f
Of course, it’s not just the sales & marketing functions that are so different in the government world vs. commercial. Almost everything is! The typical government contracting business model more closely resembles a grocery store, than it does a typical high tech company. Margins are very thin, but profit is pretty much guaranteed once you’ve secured a contract. Up front R&D (“IR&D” in government terminology) is generally discouraged, as it’s a great way to lose money. IR&D can also be funded by the government; that is utilized heavily, but it has limitations. Spending an amount(without government funding) that would be modest in the commercial world on up front R&D can easily wipe out the thin margins that the government contracting business yields. The government contracting model works like this: Hire an ex-employee from the agency that you are targeting your “marketing” at. Leverage that relationship to secure the contract, with a minimum of up front product development expenses. Then hire the people to staff the project, and of course do a good job executing the project. Add new “marketer” from another agency and repeat.
So for those purely commercial readers out there, this must sound pretty different
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