By now you have read the title to this post. If you haven’t then take a second. Because its the theme of my business. Furthermore, its how I was raised. I have The American Dream and its story running through my veins.
I encourage you to check out my previous posts for the deets.
Sure, you can receive services from a proven law firm rolling in money. There’s nothing wrong with that. But ask yourself, why is that law school graduate practicing with paper instead of litigation? Only a small portion of their curriculum delves into contracting and agreements. Whereas, I finished a two-year federal program through the VA Acquisition Academy in which contracting was taught by retired federal executives along with military officers who have completed their service time. In addition, PWC trained us on the necessary people skills used in the day-to-day approach in the field. This included business communication, customer service and contract negotiation.
You also don’t have to use any consultant services at all but you risk living a horror story.
Lawyers are competing for a status of partner or to keep it and your CO is under a mountain of paperwork. In both instances, pleasantries are not a requisite. I’ve spoken with vendors who have used high-profile law firms only to be left talking to a brick wall whose only focus is another comma or figure in their portfolio to obtain or keep their name in partnership. I’ve also chatted with vendors who were sent one-line emails filled with pronouns from a CO who will expect you to figure it out on your own because they never learned the craft just the paper process. In either case, a human conversation leads to a conversation with either Ben Stein in “Ferris Bueller’s Day Off” or you risk losing your head to an angry dragon who is over worked and underpaid. You don’t want any of that. The beagles don’t want to go to court and sully their reputation and the COs could care less if you succeed just as long as projects move to a state of completion. That doesn’t always equate to a decision of award.
In my federal career, I was routinely complimented for both my communication style and prowess at the negotiation table. The former had to do with my upbringing and the latter my training.
Not only were my father and his parents owners of a small business, Dad was a small town mayor and a high school coach of both basketball and baseball. Growing up, I observed intently as he dealt with customers, players and residents. He may have told each no but it was not without an easy-going explanation as to why not. Everybody always left with an understanding that he desired their partnership and success. He saved the stern conversations for raising his three boys with my mother. He was routinely the bad cop. We gave him good practice as he retired as a 911 dispatcher and jailer of a nearby police department.
In federal service, I danced with who brought me. Read the title of this post. My email log was full of in-depth instructions, examples and a shared appreciation of a successful project. My telephone conversations were jovial and equally as pleasant. Although not nearly as frequent because I would always send a follow-up email, anyway. However, my vendors all knew they could call if further clarification was desired. As for negotiations, I knew I was special early on. A supervisor told me it was like listening to a President of the United States of America. I ignorantly brushed that off to draft the final proposal revision not understanding its applause. I was new at the time and thought compliments would be regular. I prayed for another chance to understand my talent. Shortly after it was answered. I noticed that a large group of high level GS-12s and GS-13s camped outside the closed conference room door along with their supervisors just to listen to me negotiate. I knew they were listening because I heard them scurry back to their desk as I packed up to go to mine. In an office that now brings in $17B in revenue along with the paperwork that accompanies that much cabbage in the federal sector, that may be as close to a compliment as you are going to get. Furthermore, my GS-14 would sit the newbies by me because he knew that I was nice and knew my stuff. I even gained a reputation as a go-to-guy when further feedback was needed from the review of a GS-13. Again, because I am nice and know my stuff. I always appreciate sharing in successes of others and not just my own. I can’t help it. It’s how I was raised. My mother was even my Sunday School teacher and her’s played the church organ. So, it’s natural for me to use my talents to help others reach their mountain top even if that mountain isn’t as high as others.
If a quick turnaround is all you desire then their are firms, companies and consultants who will give you that. That’s because if they don’t then their is likelihood of them being fired for not maintaining or increasing the bottom-line. Don’t get me wrong. Services rendered should equate to services paid. I just happen to have an affinity for a blue-grass business approach accompanied by a blue-collar work ethic topped off by blue ribbon customer service. Maybe you do, too.
If you think I can help you then email nicholas.s.robertson@outlook.com for your introductory message and free consultation.
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