Taking on Goliath – The Stone That Wins the Battle
With 2012 growth goals set at Benjamin Enterprises, I have tasked my team with the responsibility to extend our footprint deeper into government contracting. At first, this may sound as though we are taking on quite the battle, but not unlike the ancient story of David v. Goliath, there is always that one “little stone” that can win the battle and bring success. For small businesses looking into government contracting, that stone is “relationship development”.
For Benjamin Enterprises, building relationships with government agency personnel, industry partners, associate contractors and the end-users provides us insight into the market, the competition and most importantly, the client and their exact needs. On the client side, we provide a clear understanding of our services and training products, fostering trust in our capabilities. As with any relationship, trust is built with face-to-face engagement.
Benjamin Enterprises will attend conferences throughout the upcoming year where government agencies such as the Department of Homeland Security and the General Services Administration will be in attendance. For us, this translates into an opportunity to present our story and value proposition face to face, and help us gain an understanding of the client’s goals and processes.
On March 6, we will attend the Alliance Mid-Atlantic 2012 Conference at the Atlantic City Convention Center. There, we will have the opportunity to attend seminars such as “Doing Business with Homeland Security” where Anthony Bell, the Small Business Advisor for the Department Homeland Security will provide valuable insight to his agency and to government contracting overall. We will participate on the Prime Contractor Panel, where supplier diversity and small business procurement representatives from Merck, Turner Construction, the Port Authority NJ/DE and PEPCO Holdings, Inc. will answer our questions with regard to subcontracting opportunities and what exactly prime contractors are looking for in a small business partner.
Additionally, we have scheduled matchmaking sessions with US Department of Commerce, NJ Division of Purchase and Property, FirstEnergy, US Air Force (McGuire) and the US Army of Small Business Programs. These short but effective meetings will be the start of relationship development with government agencies and business entities that in turn can lead to opportunities and valuable resources for Benjamin Enterprises.
If you are attending Alliance Mid-Atlantic 2012, do not hesitate to reach out and join us in the effort of relationship development. Together, we may be the “little stone” that wins a battle.