What is consulting? For SFC, it takes several forms. It may be training your attorneys and contract staff on how to review, evaluate and document federal/municipal lease transactions or perhaps, how to add financing to an existing GSA schedule. It could mean educating management on the risks and rewards of entering the federal/municipal marketplace. Or, it could be training your sales force in how to effectively use financing to increase sales of your products in the government market.
To build a government "team," we recommend all of the above.
Education, in general, can help all parties involved. The successful marketing organization must work effectively with the contracts group to efficiently document transactions. All parties must be aware of the documentation process -- what documents are required, the purpose of these documents, and the order in which these documents need to be processed. Sales needs to be aware of the organizational structure of the user to facilitate getting these documents completed. Contracts, in turn, must be practical in advising what documents are required and what clauses they should include as well as what the reasonable timeframes are to complete the tasks. If everyone involved is knowledgeable of the requirements, a federal or municipal lease transaction will be completed smoothly, timely and profitably.
Here are a few of the training packages we recommend:
Understanding the Federal Market:
Understanding the Municipal Market:
Specifics of Federal Documentation
Specifics of Municipal Documentation
Syndicating the Lease Paper
Using Financing as a Sales Tool in the Federal/ Municipal Market
These are just a few of the topics we have found to be successful. Training and consulting packages can and should be tailored to meet your individual requirements. In this way, training, education and understanding become tools for your organization to use in tapping a marketplace that can be overlooked.
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