Have you ever thought about how companies come to select the products and services they offer? I have, and it’s often part of the conversations we have with entrepreneurs and business leaders participating in our Community, Classes and Cohorts.
 
How did you choose what to sell to Uncle Sam? 
 
This is an important discussion because the stakes are high for everyone involved. If you don’t believe me, think back to the early days of the pandemic, and the business phenomenon that came as a result. The incredible and instantaneous rise of “expert” suppliers of PPE and other medical devices and equipment, was unlike anything I can remember. Where were these expert suppliers prior to the pandemic? They were selling Information Technology goods and services, Management Consulting, Event Management, Construction. Some of them held various positions inside of government agencies, and decided to cash-in. Mind you, most of them had no prior knowledge of what they were supplying, they were just cashing in on a well publicized need. None of this is intended as a slight to any person or entity fighting to survive during an unparalleled time for all of us, but it was, and still is wrought with challenges that continue to plague Government and Industry. 
 
Think counterfeit products. 

Because of the unique circumstances and demand, other folks decided to cash-in, too. They created subpar products that may, or may not work as intended, while others knowingly created crap that had zero value, except to them as they made sales. When this world collided with the pop-up “expert” suppliers, supply chain risk was off the charts. I know this because the Department of Justice published information regularly about indictments and sentences handed down to the pop-up expert suppliers, for defrauding the Government. To be fair, many of these pop-up experts didn’t know they were buying fraudulent goods. I mean, how could they? Remember, the week before they were a college professor, construction worker, project manager, or other, and did not have years (or any real time) to get smart about selecting credible suppliers. In fact, if you go to the sites of some of the actual credible suppliers with 25 years of history in the medical community, you will find a notice like this on the home page: 
 

Due to the COVID-19 pandemic, we have been experiencing a surge in demand for face masks and gloves. During these times of high demand, many PPE suppliers like ourselves have discovered fraudulent and criminal activity. Please be aware when purchasing potential false claims of our products as these diminish the value and integrity of our brand.
 
What does this have to do with other companies, not tied to selling PPE or trying to cash-in on the pandemic? 
 
Everything. 
 
Where the COVID-19 pandemic is [hopefully] winding down, Federal Contracting isn’t going anywhere. For better or for worse, folks have been trying to make a go of achieving successes here for decades. The challenge is, many of them look at Federal Contracting in the same way the pop-up expert suppliers viewed the pandemic. That is, as a drawer full of cash they can reach into and take out what they want, whenever they want. As opposed to a thoughtful offering aligned to their actual knowledge and skills, they take the approach of: 
 

This poses challenges and a threat to customers, and vendors. 
 
During the height of the pandemic, Government agencies lost time and money in responding to the pandemic. They purchased fraudulent goods, had to discover this, pursue the supplier, get the real goods, and more. This put them behind schedule, endangered lives, and usurped funding to support the goals and objectives of the agencies involved. It also served as basis for those in Government to have an increasingly diminished view of the industry base, making it tougher for those doing it right, to achieve traction. 
 
Here’s what it boils down to. 
 
I believe you are good enough. I believe you will succeed. I believe you want to provide value. I believe you at your word. 
 
I have had too many conversations over the years, with really good and smart people that decided they wanted to pursue federal opportunities, but bought into the belief that what they had done previously, wasn’t as important or as practical as selling a product or service for which they had no previous interest, knowledge or experience. So instead of going into a new marketplace with years of expertise to draw upon, they embark on a journey to figure out how to work with a new customer, selling a new product or service they can’t speak to. 
 
Makes complete sense to me (as I face palm). 
 
Don’t undersell yourself. The experiences, knowledge, and skills you bring to the table, may be exactly what’s needed.

Peace, Health, and Success,