Have you changed how you’re communicating with government customers?

The pandemic has forced us all into remote, or at least creative, work settings. We are fortunate to have the connectivity we do during this pandemic.

Could you imagine the consequences of not being able to work remotely these past couple years?

So, how are you taking advantage of these technologies? Zoom, Microsoft Teams, Skype, Whereby, Free Conference Call, FaceTime, Google Hangouts, and the list goes on. Each method has subtle intricacies that may differentiate them positively or negatively.

• • Have you asked your government customer which communication method they prefer?
  • Do policy restrictions prevent use of certain channels?
  • Can you reach your customer via a personal email or phone number?

We’ve been at this now for the past couple years in one form or another. Here’s a common theme –  communicating with government customers is still working, and is available through these technologies. You only have to choose one, but it has to work every time.

When I first went to command a destroyer, as was customary, I spoke with many seniors who had gone before me as I finished my final command preparation. Now-retired Admiral John Harvey, at the time a Captain, wryly counseled, “at the bare minimum you have to get your ship to its appointed place in time and show up with a working radio.” On one level, it was incredibly simple advice. However, applied more broadly, it can serve myriad circumstances.

Of course, ships have many ways to communicate among themselves. Things happen at sea (and ashore) that can cloud the simplicity of executing that wise counsel.

Do You Have a Plan B for Communicating with Government Customers?

Have a backup plan when you are coordinating a group meeting with customers. As great as the technologies are, they are imperfect. You may only have 20-30 minutes scheduled with your customer. Don’t waste 10 of those precious minutes getting connected. Take control in advance of the meeting by articulating your plan B for communication with all parties on the scheduled meeting.

In the military, this concept is referred to as “kicking” to another frequency. When communications are difficult or garbled, everyone knows to “kick” to the next channel in the plan. You can do the same.

If you are interested in access to a group of professionals who share your goal of success in the federal space in The Big Top, reach out to me by email with the subject line: “The Big Top.” An invitation-only, online forum, The Big Top is where topical federal issues, useful federal engagement tips, and proven better practices can help fuel your understanding and success working toward improved federal sales.