ICQ Chat Save file 
Started on Fri Nov 28 18:35:30 1997
Deborah Kluge and Deb Nyberg

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 From: Deborah Kluge
Independent Consultant
104230.1066@compuserve.com (only when overseas)
Proposal Writing/Proposal Management For Organizations Bidding on Government Contracts ***Management Specialist***International Development***Technical Assistance Projects

To: (fodbusiness@fodreams.com)
Subject: Re: Proactive

 (Deb Nyberg)
If so, please share your thoughts in what and what not to do in utilizing political influence in building your business opportunities. 

(Debbie Kluge)
As a consultant, I am not currently involved in utilizing political influence to build business opportunities. But some of my clients do, and when I had a "real" job, my firm sometimes did. 

My clients generally pursue this approach in several ways: 

1. Personally meeting with their Federal and/or State Senators and Representatives on a regular basis, initially to introduce themselves and their business, and then for periodic updates. 

2. Meeting periodically with Senate/House Committee members who allocate/oversee funding and projects in areas that are of current and future interest to my clients. 

3. Making regular visits to appropriate State/Federal agencies to gather info and promote their business. 

4. Sending newsletters, press releases to the above. 

5. Sending letters, e-mail, etc. to the above on specific issues/projects which are of current or future interest to my clients. 

(Deb Nyberg) Just saw your post. Wondering if all that business promo directly to politicians actually helped them secure contracts? 

(Debbie Kluge) in some cases, i know it has. 

(Deb Nyberg) Is it necessary to woo the politicians to get the business? 

(Debbie Kluge) well, i know that most of the major companies like big defense and tech companies do it all the time 

(Deb Nyberg) Would it be to an advantage to the small business owner to do the same thing as the big companies? 

(Debbie Kluge) not to the same extent of course, but i think some of it would be worthwhile 

(Deb Nyberg) Can you give me some suggestions, as I want to copy this transcript and send it to the group, on how small biz enterprises can work the system. 

(Debbie Kluge) basically what i said in the message. Meet with the appropriate people. And one time will not do it. You have to keep your name before them, so that they will remember you and your biz. 

(Deb Nyberg) Okay. So what information should they put in their newsletters. 

(Deb Nyberg) How does a small biz owner meet the right people in political arenas? Do they join clubs or volunteer in different organizations, or what? 

(Deb Nyberg) When a small biz owners presents herself to a politician, what 3 things should she try to get across in her introduction? 

(Debbie Kluge) Not necessarily. Visiting your senators/representatives, going to the agencies that are funding things of interest. You can also always ask these people who would be good other people to talk to. 

(Deb Nyberg) Debbie, in order to interest a politician, should the bizwoman also explain that her business has several different services, or should she just target one aspect of her business at the first session? 

(Debbie Kluge) Well, obviously info about her business, what the benefits are to those who contract with her, and also of course, the specific things/projects/areas that are of interest to her. Also, she should try to get info from the contact as to what types of contracts/funding might be available now or in future, etc. 

(Debbie Kluge) I would certainly mention the different services, but depending on what may arise during the discussion, she may want to focus in on one particular service. 

(Deb Nyberg) There is much controversey on "affirmative action." Can she find out in the first meeting whether or not the State/agency has a plan for affirmative action? 

(Deb Nyberg) How can a bizwoman use affirmative action in a positive way for her business? 

(Debbie Kluge) Why not? She should just ask directly. Particularly since things are changing so fast in this regard. 

(Deb Nyberg) What damage do you see affirmative action possibly doing for a small biz enterprise? 

(Debbie Kluge) Well, this is a difficult question these days. Some agencies, as you know, have funds that are set-aside for small and/or women-owned businesses. If these still exist in the agencies she is interested in, she should certainly try to take advantage of it and get whatever info will help her to do this. Some women don't want to participate in affirmative action programs because of various reasons. 

(Deb Nyberg) Why would a woman in business shy away from affirmative action 

(Debbie Kluge) Do you mean if there is no affirmative action programs? 

(Deb Nyberg) business opportunities? Could she hurt her business opportunities in the overall picture? 

(Deb Nyberg) So, as a small business owner, how can you compete with large corporations who can buy in quantity or take larger risks than the small biz enterprise? 

(Debbie Kluge) I think some women see it as a "handout" of sorts; others would rather compete on equal grounds with the "big boys." Personally, I don't think she could hurt her busiess opportunities. I have seen many businesses grow and be successful from starting out under affirmative action programs. 

(Deb Nyberg) Would forming virtual partnerships online, in advance of making a bid, be a way for the small biz operation to provide the strength necessary to bid a large project? Shared like-kind businesses? 

(Debbie Kluge) It is difficult, but it can be done. 

(Deb Nyberg) How does a small biz owner prove status to participate in affirmative action plans? 

(Debbie Kluge) Yes. But you need to make sure that you partner with the right business. 

(Deb Nyberg) Should this be done far in advance of submitting a bid to a certain agency? 

(Debbie Kluge) You usually have to sign certain documents testifying to the fact that you are small and/or women-owned. Sometimes you also have to provide financial info. 

(Deb Nyberg) I recently attended a private corporation trade show where many different businesses were represented and their procurement staff 

(Debbie Kluge) No, that is not necessary, but you should have your financials in order so that you are not scrambling at the last minute to create them. 

(Deb Nyberg) was available to assist small business operations in doing business with their company. However, in evaluating each business in that trade show, I found that they wanted the small biz owner to be able to compete with the big league. In other words, the small biz must prove that they can bid competitively and produce the same on a equal playing field. Realistically, I felt this "dog and pony show" was to make an impression that the corporations were "doing their thing" to complete paper work as small biz cannot realistically compete in 

(Debbie Kluge) Yes, that is an excellent point, which I did not mention in my post. 

(Deb Nyberg) equal playing field unless that small biz has a nitch market. Do you suggest small biz attending these types of procurement opportunities/ trade shows? Or is it a waste of time? 

(Deb Nyberg) One comment that I actually made at one of the business displays was that a small biz owner came to these procurement trade shows thinking they were there to really help the small biz owner. When, in fact, they 

(Debbie Kluge) I don't know much about these trade shows, but I do know that some of my clients and other biz owners have made some very good contacts at them and have subsequently gotten business from some of these corporations. Now, I have no idea what kind of "paperwork" these companies would have to complete to prove their point. The real issue is whether they actually issue subcontracts to small companies in the bid, not whether they hold a trade show. 

(Deb Nyberg) only handed out stat info and took your cards. The small biz owner just took hours from its progressive day. How are they to know for sure it would be advantageous to attend such an event ahead of time? Logically, I would think that if my small biz could have something to offer a large corporation that all I would have to do is send a letter of introduction to them. If they wanted my "services/products" they would immediately react. Otherwise, I have wasted my time. Is that There is no real way to know ahead of time, except to talk with other companies who have attended similar shows or the same shows in previous years. But I think that the small biz owner has to be both patient and persistent, and not expect immediate payoff. not the way to look at it? 

(Deb Nyberg) Debbie, I can appreciate that aspect of developing business, however, 

(Debbie Kluge) I don't necessarily see it that way. See my comment above re patience, persistence and immediate payoff. Sometimes the payoff comes far down the road. 

(Deb Nyberg) it is also a mindset in small business owners. How can we, as a small biz owner, think big enough to tackle the big boys for business. You see 

(Deb Nyberg) corporations really do not like small business. Small business seems to be mom and pop operations who don't conform to normal corporate attitudes? 

(Debbie Kluge) I'm not sure that everyone sees it that way, Deb, particularly with the proliferation of small biz these days and people working from home. I know LOTS of small biz that have contracts with big corporations. 

(Deb Nyberg) Maybe you see these comments as directly coming from me. Please understand that I am trying to create dialog which can be sent into the maillist and trying to foresee possible rhetoric questions. So, let us assume that we have constantly hit obstacles because we are, in fact, a small, home-based business trying to do business with a large corporation. Can the two "personalities" merge and how can it be a win-win without having to compromise? 

(Debbie Kluge) OK, yes I see. 

(Deb Nyberg) Ok. An example: I run a small print shop. My daughter and I do the pick-up and delivery, and the actual printing. We are that small. However, we do quality work versus quantity. Our pricing is reasonably competitive and the corporation says they'd like to do business with us but they want a 6/12 hour turnaround and we can't physically do it with our staff in less than 12/24 hours. We can't train someone fast enough to do a compromise there. The corporation won't bend. We lose the possible contract. That is what I am referring to corp. vs. mom/pop operations. 

(Debbie Kluge) Yes I believe that the two personalities can merge (not all the time, of course). But there may need to be some compromise on the part of the small biz. 

(Debbie Kluge) Well, yes, but perhaps your print shop can recruit someone who has enough training, or maybe there is a temp agency that specializes in your field and can provide some trained personnel. 

(Deb Nyberg) And maybe you live in Gridley, IL and do not have access to the trained personnel. So, again, that opportunity for the small home-based business just met another obstacle because of circumstances of non-cooperation with corporate mindset vs. small biz mindset. These are just a little drop in the hat in what I hear from women in business behind the scenes. I don't know how to respond ...I don't have all the answers. Also, one time I was speaking to a major consultant about growing a small biz. The owner of the consultant company told me that until a small business wanted to make it big, they would just be a hobby. I do not believe that. I do believe small business can be a profit house but not to major profit. A comfortable living, etc. Do you see that as making yourself "self-employed" rather than a business owner? 

(Debbie Kluge) I do not see it as a mindset. That biz owner needs to recognize that the big corporaation has its own deadlines and requirements to meet. They need someone (a small or large biz) that can help them get their job done. It is not a personal vendetta against the small biz. I was a biz owner. I didn't like it. 

(Deb Nyberg) Ok. But addressing the issue of women in business being "self-employed" out of their home...as a business ...or, a small biz starting out in their home/gargage to get started...are both, in fact, business operations in the mind of big business? 

(Debbie Kluge) I have seen several small business grow into larger, profitable ones. But it takes lots of time, dedication, and hard work. Not everyone can do it. 

(Deb Nyberg) Should we have our "self-employed" revelation on Field of Dreams as separate directory listings? Should we go that far? Should we address two different types of business entities within our community? Should we also understand our own business endeavors as completely as sharing the revelation :) amongst our group? 

(Debbie Kluge) There are a lot of opinions on this. A lot of what I have read is that self-employed/very small biz do not always reveal this to potential clients. I'm not really sure. I don't know if many people understand the differennce between self-employed and small biz. I don't always understand it myself, and I am self-employed :) 

(Deb Nyberg) I believe in this chat, we have found a missing link in building online community. Many of us who participate in the maillist tend to read our email searching for information on how to grow our business. When, in fact, we should be sharing information on how we are "self-employed" and making a living from our homes. I believe we are a "creature" all to ourselves :) 

(Debbie Kluge) Still, I'm not sure about that. When I read posts about small biz, I have no problem applying it to myself, even tho I am not "legally'' 

(Deb Nyberg) I found in developing the Field of Dreams website, that I, personally, tended to perform as a sole proprietor...but FoD for a long time, couldn't pay for a roll of toilet paper. It was only when I looked at the situation and the seriousness of keeping FoD available that I realized it had to be run like a business and make revenue. 

(Debbie Kluge) a small biz. I think there are the same principles, the same issues, the same problems. 

(Debbie Kluge) Yup, we all need to make money. Even the IRS has regs that can sometimes define whether we are a biz or a hobby. tended to perform as a sole proprietor...but FoD for a long time, couldn't pay for a roll of toilet paper. It was only when I looked at the situation and the seriousness of keeping FoD available that I realized it had to be run like a business and make revenue. 

(Deb Nyberg) What we all need to do is a "self-assessment." What types of questions should be be asking in developing that "self-assessment" and what should we do with our answers? Do you know where we can look for that type of information? 

(Debbie Kluge) Mmmm, that is a good point. Actually, there are some good self-assessments available that are geared to people who want or have a small biz. We should look at them; I'm sure there must be some on the web. 

(Deb Nyberg) However, in chatting like this, I believe we have opened up a major area of improvement possibilities for all of us. 

(Deb Nyberg) You can review past mail on archive now. Remember that. 

(Debbie Kluge) I have been away a lot so I have not been getting much mail. Mail will probably slow down now, with the holidays and all. 

(Deb Nyberg) Mail should not slow down with the holidays. These businesses are in a period where most will earn the majority of their income during the holidays. They must work their businesses now online! 

(Debbie Kluge) Good point, you are right. I guess it is just me that slows down. 

(Deb Nyberg) Thanks for your input it is great stuff!