Now is the time to build strong and lasting public sector relationships!
by Mary Scott Nabers, CEO of Strategic Partnerships, Inc.
Change is rampant! Trends, demographics, budgets, mandates! Public officials have no comfort zones. Some change is good…some is not. Expectations are extremely high at a time when budgets are very thin. What is a good public servant to do?
The need to innovate conflicts with the no-risk strategy government executives are expected to observe. The scramble to serve increased populations and new demographics conflicts with the need to spend less. Changes over which government executives have no control bring stress levels to a new dimension.
Many government officials are overseeing operations that rival large public companies…but their pay in no way resembles what executives in the private sector are able to command. They have fewer resources, less expertise within their organizations and no chance for privacy as they struggle to solve problems not of their making. They are under intense scrutiny from taxpayers, legislators, the media and every constituency group they serve.
In spite of the chaos and turmoil that change has caused, there has never been a better time to do business with the public sector. Contracting opportunities abound throughout the country at every level of government. And, most public decision-makers are very willing to listen to new ideas, look carefully at innovative financing and consider new ways of doing business.
The move to electronic health care records may result in full employment for some firms. Incentives being offered by the federal government have already created huge opportunities for technology firms…and the process has just begun.
New mandates tied to transparency are also creating large and diversified contracting opportunities. Transparency cannot be accomplished without upgraded Web sites, new software, sophisticated data mining tools, leading edge processing systems and new technology.
Cities, counties and other public entities, driven by constituency requests, have worked hard to become more interactive. In spite of the progress made in this area, more is expected. Taxpayers want to have their opinions known, get quick answers to their questions and be able to do business with government online in a convenient and timely manner. Outreach to constituencies, whether by municipalities, school districts, universities or environmental agencies, creates increased opportunities for all types of contractors. Got a reasonable and affordable way to help public entities interact with citizens? Elected officials are waiting to hear from you.
Security, conservation of energy resources and environmental concerns are issues that receive attention daily on television and in the press. The heightened visibility creates taxpayer expectations that are difficult for government to meet. Professional services, subject matter experts and affordable solutions in all three areas are in high demand.
Government contractors should not, however, be overly aggressive. Professional respect coupled with patience and a strategy targeting specific decision-makers is the best approach. Public officials are juggling lots of balls right now.
They are understandably busy and occasionally stressed. Not every potential contractor will be successful in securing a meeting. Less than half will get an audience…but some will. When that happens, it is critically important to remember that government decision-makers are seeking credible, reasonable partners who offer affordable solutions and expertise not found within government.
Relationships built now on foundations of trust, commitment and professional respect will reap rewards for decades to come.
Mary Scott Nabers is president and CEO of Strategic Partnerships, Inc., a 15-year-old procurement consulting and procurement research firm headquartered in Austin, Texas.
