It was shortly afterwards I received an update from this newsletter telling me that it would no longer be available as a web page, but would now be an rss feed only. And telling me if I wanted to carry on reading I should download some software to do so.

Whoa, backtrack there.

Your subscribers can only read your newsletter if they download some extra software and learn how to use it?

I emailed owner to point out that I thought it was a bad idea. You want your subscribers to stick with you, make it easy for them, reply I got was that I should join 21st century, if I wanted to read his newsletter he would tell me how I should do it.

No I don't want to read it that bad thanks anyway.

So before you go running headlong into latest technological marvels of internet, think about what your customers need. Do they have latest greatest browser to view your latest greatest multimedia masterpiece? Will they need to download some extra software just to view your newsletter?

Subscribers are humans too you know, and as humans they are fickle creatures. They will stick with you while goings good and easy but make them work to stay with your newsletter and you're history as there are plenty more good newsletters they can get free.

Flashy animations, and new technology can be impressive, but put your customers first, and use technology only if it helps them.

Doug Titchmarsh

Step 10: Seek additional assistance, as needed, in federal civilian and/or DoD marketplaces. Procurement Technical Assistance Centers (PTACs) are federally-funded organizations that offer free help. PTACs can be found at http://www.dla.mil/db/procurem.htm

Step 11: Familiarize yourself with budget forecasts for your targeted agencies. Each federal agency typically produces an Annual Procurement Forecast, as required by Small Business Act, which is maintained by their Office of Small and Disadvantaged Business Utilization (OSDBU) or equivalent. You may contact each agency OSDBU for specifics. www.firstqov.gov. Use this budget to determine if they are good prospects for you.

Step 12: Explore subcontracting opportunities. Regardless of your product or service, it is important that you do not neglect a very large secondary market - subcontracting opportunities through prime contractors. Although there is no single point of entry for subcontracting opportunities in federal civilian procurement marketplace, SBA’s SUB-Net is a valuable source for obtaining information on subcontracting opportunities. Prime contractors, government, commercial, and educational entities, may post solicitations or notices here. www.sba.gov/sub-net

For DoD -The SADBU Website lists all major DoD prime contractors by state and provides a point of contact (Small Business Liaison Officer) within each firm. Investigate potential opportunities with these firms. Many of these firms also have websites that may be useful. Partnering with a prime contractor as their subcontractor can be an excellent entry platform to federal marketplace. http://www.acq.osd.mil/sadbu/

Step 13: Investigate government programs. There are several SBA programs that may be of interest to you, such as 8(a) Business Development Mentor-Protégé Program, Small Business Innovation Research Program and Small Business Technology Transfer Research Program and Technology Resources Network. www.sba.gov

There are several DoD programs, some derived from aforementioned programs, that may also be of interest to you, such as Mentor-Protégé Program, Small Business Innovation Research Program, and Historically Black Colleges and Universities and Minority Institutions Program. Information on these and other programs is available on SADBU Website. http://www.acq.osd.mil/sadbu/

Step 14: Market your firm to right contacts. Identify your prospective government customers, research their requirements, and familiarize yourself with procurement regulations and strategies require determination, direction, discipline and resources. There are many procuring organizations to consider, and educating yourself about their roles and missions will be no small task, but essential nonetheless.

When it is time to market your product or service, present your capabilities directly to people who buy it. Wherever possible, arrange marketing visits to agency project and program personnel. Provide catalogues and brochures to key personnel within agencies. Many Federal agencies hold small business fairs that emphasize how to do business with government and provide information regarding their program activities. Realize that, like your own, their time is valuable/limited. If match is a good one, you may be able to provide them with a cost-effective, quality solution to their requirements.

Gloria Berthold is CEO of TargetGov.tv. She teaches federal government marketing strategies through national audio conferences and in-person speaking engagements. Check www.targetgov.tv for more information.

Gloria Berthold is President of TargetGov at Marketing Outsource Associates, Inc.

www.targetgov.com; gberthold@targetgov.com; 410-579-1346