Cold Caller Adventure: State of Colorado
During the week of August 15,
2004, I was teaching a "Winning Government Business" at the Burnsley Hotel at
Grant and 10th Street. If you've ever been to downtown Denver, it is a very open
city with clean streets and a wide variety of apartments and homes which
actually look affordable sprinkled on the outside of downtown. The downtown
itself is teaming with activity along 16th Street Mall with the convention
center nearby and a wide variety of eateries, hotels and night clubs. It is
inviting and open -- obviously the pride of Colorado.
On the Tuesday morning of my arrival, I observed that the State Capitol of Colorado offered a beautiful dome as part of the skyline so I decided to check it out to see if there was a Small Business Specialist at the capitol willing to talk to me about doing business with the state government. My goal was to find out any information on behalf of the companies who signed up for my class. Maybe I could get an inside track for them.
Upon walking up to the capitol, it was much like most capitol or city hall buildings with a beautiful gold rotunda and four entrances. But one thing struck me. There was not a single guard or receptionist to check me in (or check me out!). I walked right in and I could see the governor's office, which looked very inviting and a directory with plenty of places to visit. There were several signs directing me to a room if I wanted to go on a walking tour. The building was absolutely beautiful and completely open for me to wander all around.
Being from Chicago where I'm required to have my ID in my hand at all times to enter every building in the City, it was refreshing to feel so welcome in such a beautiful space. It reminded me of days long gone when I used to be able to walk right into the Sears Tower, the tallest building in America, and go to practically any floor I wanted to explore this amazing piece of architecture(and perform face-to-face cold calls at any business).
When I looked at the directory, I searched for anything that looked like it was tied to financial decisions....purchasing....finance......and found the Treasury Department, which was located right on the first floor. I walked over to the State Treasurer's office and two people were inside the door. I told the gentleman that I help businesses obtain business from the government and was looking for some assistance. He stood up and offered his help readily. He directed me to a building across the street and told me to walk right into the second floor and I would find the key purchasing decision maker.
I thanked him for his help and walked across the street. Again, I was greeted with an open lobby with a directory and I went to the second floor to suite 250. When I walked through the unlocked doors I found a series of signs which invited me to submit my bid by placing my information in a bin. I wandered throughout the office to find someone to assist me and I found the bin and a directory above the bin with a list of names, titles and phone numbers. I just stood there and wrote all of the contacts down.
State of Colorado Division of Finance and Procurement Main Number 303-866-6100 Fax Number 303-894-7445 225 E. 16th Street, Suite 802 Denver, CO 80203
State Purchasing Office Staff Directory
State Purchasing Director Kay Kishline (303) 866-6100 kay.kishline@state.co.us Bonnie Speer (303) 866-6191 bonnie.speer@state.co.us
Procurement Services
Monica Rahman (303) 866-6155 monica.rahman@state.co.us
Robb MacTavish (303) 866-3156 robb.mactavish@state.co.us
Douglas Carroll (303) 866-2647 douglas.carroll@state.co.us
Bea Lovato (303) 866-6104 bea.lovato@state.co.us
Peter Van Ronk (303) 866-6162 peter.vanronk@state.co.us
Procurement Programs
Thirza Kennedy (303) 866-6147 thirza.kennedy@state.co.us
John Cisneros (303) 866-6104 john.cisneros@state.co.us
Bob Siefken (303) 866-3154 bob.siefken@state.co.us
Michael Wallace (303) 866-6143 michael.wallace@state.co.us
There was also a key phone number:
Bids Help Desk: 303-894-2039
After writing down this information, I kept wandering around the floor. I could hear a gentleman on the phone, but it sounded like he was deep in conversation and not able to assist me. As I walked around the corner, I saw a sign: "Office of Comptroller and Receptionist."
I walked up to the receptionist and a woman greeted me with a big smile, "May I help you?" I told her my story and said that I was directed by the Treasury Department to come over and introduce myself to the Small Business Specialist for the State of Colorado. She said that I was in the wrong building, but if I walked down the street over to the 8th floor, I would find th Division of Procurement and Finance. I asked her if I should ask for a particular name and she said they would be happy to assist me. I thanked her and went on my way over to 255 E. 16th Street. When I walked into the building, I was pleasantly surprised to find a guard. I asked him, "Should I sign in anywhere?" He said, "No, unless you need some assistance or directions." I said, "I believe I need to go up to the office of Procurement on the 8th floor" and he smiled and pointed toward the elevators.
When I got to suite 802, I was even more surprised to see a door, locked, with a doorbell. Before I even reached to ring it, a woman opened the door and greeted me with, "How can I help you?" She definitely looked like a strong gatekeeper who was working on something or trying to leave. So I kept my question very short. "I'm looking for the State's Small Business Specialist. I visited the Treasury Department and they pointed me to the Comptroller's Office and they sent me here."
She told me I was in the right place and quickly gave me a business card. She said that the gentleman I needed to see was at lunch. She escorted me to the door and said to come back in 45 minutes or call first and he'll probably see me. I thanked her for her help and I would follow her prescribed protocol to the letter.
I walked outside and looked at the card: John Cisneros, State of Colorado, Small Business Specialist: 303-866-6104; 225 E. 16th Avenue, Suite 802, Denver, CO 80203-1613, john.cisneros@state.co.us
Satisfied I received the information I needed for my class, I took an hour or so to enjoy 16th Street and some sushi. After lunch, I followed the receptionists' advice and as I walked up 16th street from the river to the capitol, I left John Cisneros a detailed message. "Hi John, my name is Eileen Kent and I'm in town today as a tourist, but tomorrow, I'm teaching a class called Winning Government Business. While it is focused on federal business, I thought it would be great to pass any information to the attendees about the State of Colorado. My number is 312-636-5381 and would love to discuss this further with you, since you are the expert."
As I walked through the park in front of the capitol, my cell phone rang. I answered and it was John. "Hi Eileen, where are you right now? In front of the capitol? Walk back my way and we'll meet outside. I'm the one with the used car salesman's sports jacket."
I turned around and started walking back toward 16th street and Grant. I was met by a dapper gentleman wearing a very nice summer jacket and we hit it off immediately. We realized we had a lot of networking to do, so he invited me to walk back to his building for a cup of coffee. Just like the proper government executive, John wouldn't let me buy the coffee. He treated and we sat down to discuss how to do business with the State of Colorado.
Here's what I learned:
Go to http://www.colorado.gov
Double Click on the upper left hand corner: Business
Double Click on State of Colorado Bids System
You're Home Free with Names, Processes and Procurement Opportunities As a registered vendor, it costs you $30 a year to be included on the Bids System.
Here is another quick link into the Colorado Bids or Procurement Division:
http://www.gssa.state.co.us/
He also told me that there is a buyer in every state agency who has purchasing thresholds. For "Goods" it is $5,000 before it is published on their public Bids System. Otherwise they can sole source. For "Services" the threshold is 25,000. There are no small business goals or special programs for small businesses. There are also no requirements to have your office in Colorado to do business with the State of Colorado.
Side Note: While they do not require that you are a business in Colorado, please know that they will probably lean their decisions toward businesses in Colorado. That's my take, not John's.
According to John, however, they want Colorado businesses to have opportunities with other States as well so they have no rules about whether or not your office is in Colorado. He also agreed with me to say that the "end users" of your products or services will probably drive the purchase.
After our coffee, we shook hands and he underlined what I hear in the government on a regular basis, "Tell the companies who come to your class that all we want at the State of Colorado is to give us a fair price and do what they say they are going to do."
My take on this advice from John is to create a motto at your company which follows one of these two basic premises: "Under-promise and Over-deliver Every Time" or "Get It Right The First Time."
If you create consistency and integrity between your sales and fulfillment teams, your government business will grow leaps and bounds.
Good luck with your search and here's to finding a sales superstar!
On the Tuesday morning of my arrival, I observed that the State Capitol of Colorado offered a beautiful dome as part of the skyline so I decided to check it out to see if there was a Small Business Specialist at the capitol willing to talk to me about doing business with the state government. My goal was to find out any information on behalf of the companies who signed up for my class. Maybe I could get an inside track for them.
Upon walking up to the capitol, it was much like most capitol or city hall buildings with a beautiful gold rotunda and four entrances. But one thing struck me. There was not a single guard or receptionist to check me in (or check me out!). I walked right in and I could see the governor's office, which looked very inviting and a directory with plenty of places to visit. There were several signs directing me to a room if I wanted to go on a walking tour. The building was absolutely beautiful and completely open for me to wander all around.
Being from Chicago where I'm required to have my ID in my hand at all times to enter every building in the City, it was refreshing to feel so welcome in such a beautiful space. It reminded me of days long gone when I used to be able to walk right into the Sears Tower, the tallest building in America, and go to practically any floor I wanted to explore this amazing piece of architecture(and perform face-to-face cold calls at any business).
When I looked at the directory, I searched for anything that looked like it was tied to financial decisions....purchasing....finance......and found the Treasury Department, which was located right on the first floor. I walked over to the State Treasurer's office and two people were inside the door. I told the gentleman that I help businesses obtain business from the government and was looking for some assistance. He stood up and offered his help readily. He directed me to a building across the street and told me to walk right into the second floor and I would find the key purchasing decision maker.
I thanked him for his help and walked across the street. Again, I was greeted with an open lobby with a directory and I went to the second floor to suite 250. When I walked through the unlocked doors I found a series of signs which invited me to submit my bid by placing my information in a bin. I wandered throughout the office to find someone to assist me and I found the bin and a directory above the bin with a list of names, titles and phone numbers. I just stood there and wrote all of the contacts down.
State of Colorado Division of Finance and Procurement Main Number 303-866-6100 Fax Number 303-894-7445 225 E. 16th Street, Suite 802 Denver, CO 80203
State Purchasing Office Staff Directory
State Purchasing Director Kay Kishline (303) 866-6100 kay.kishline@state.co.us Bonnie Speer (303) 866-6191 bonnie.speer@state.co.us
Procurement Services
Monica Rahman (303) 866-6155 monica.rahman@state.co.us
Robb MacTavish (303) 866-3156 robb.mactavish@state.co.us
Douglas Carroll (303) 866-2647 douglas.carroll@state.co.us
Bea Lovato (303) 866-6104 bea.lovato@state.co.us
Peter Van Ronk (303) 866-6162 peter.vanronk@state.co.us
Procurement Programs
Thirza Kennedy (303) 866-6147 thirza.kennedy@state.co.us
John Cisneros (303) 866-6104 john.cisneros@state.co.us
Bob Siefken (303) 866-3154 bob.siefken@state.co.us
Michael Wallace (303) 866-6143 michael.wallace@state.co.us
There was also a key phone number:
Bids Help Desk: 303-894-2039
After writing down this information, I kept wandering around the floor. I could hear a gentleman on the phone, but it sounded like he was deep in conversation and not able to assist me. As I walked around the corner, I saw a sign: "Office of Comptroller and Receptionist."
I walked up to the receptionist and a woman greeted me with a big smile, "May I help you?" I told her my story and said that I was directed by the Treasury Department to come over and introduce myself to the Small Business Specialist for the State of Colorado. She said that I was in the wrong building, but if I walked down the street over to the 8th floor, I would find th Division of Procurement and Finance. I asked her if I should ask for a particular name and she said they would be happy to assist me. I thanked her and went on my way over to 255 E. 16th Street. When I walked into the building, I was pleasantly surprised to find a guard. I asked him, "Should I sign in anywhere?" He said, "No, unless you need some assistance or directions." I said, "I believe I need to go up to the office of Procurement on the 8th floor" and he smiled and pointed toward the elevators.
When I got to suite 802, I was even more surprised to see a door, locked, with a doorbell. Before I even reached to ring it, a woman opened the door and greeted me with, "How can I help you?" She definitely looked like a strong gatekeeper who was working on something or trying to leave. So I kept my question very short. "I'm looking for the State's Small Business Specialist. I visited the Treasury Department and they pointed me to the Comptroller's Office and they sent me here."
She told me I was in the right place and quickly gave me a business card. She said that the gentleman I needed to see was at lunch. She escorted me to the door and said to come back in 45 minutes or call first and he'll probably see me. I thanked her for her help and I would follow her prescribed protocol to the letter.
I walked outside and looked at the card: John Cisneros, State of Colorado, Small Business Specialist: 303-866-6104; 225 E. 16th Avenue, Suite 802, Denver, CO 80203-1613, john.cisneros@state.co.us
Satisfied I received the information I needed for my class, I took an hour or so to enjoy 16th Street and some sushi. After lunch, I followed the receptionists' advice and as I walked up 16th street from the river to the capitol, I left John Cisneros a detailed message. "Hi John, my name is Eileen Kent and I'm in town today as a tourist, but tomorrow, I'm teaching a class called Winning Government Business. While it is focused on federal business, I thought it would be great to pass any information to the attendees about the State of Colorado. My number is 312-636-5381 and would love to discuss this further with you, since you are the expert."
As I walked through the park in front of the capitol, my cell phone rang. I answered and it was John. "Hi Eileen, where are you right now? In front of the capitol? Walk back my way and we'll meet outside. I'm the one with the used car salesman's sports jacket."
I turned around and started walking back toward 16th street and Grant. I was met by a dapper gentleman wearing a very nice summer jacket and we hit it off immediately. We realized we had a lot of networking to do, so he invited me to walk back to his building for a cup of coffee. Just like the proper government executive, John wouldn't let me buy the coffee. He treated and we sat down to discuss how to do business with the State of Colorado.
Here's what I learned:
Go to http://www.colorado.gov
Double Click on the upper left hand corner: Business
Double Click on State of Colorado Bids System
You're Home Free with Names, Processes and Procurement Opportunities As a registered vendor, it costs you $30 a year to be included on the Bids System.
Here is another quick link into the Colorado Bids or Procurement Division:
http://www.gssa.state.co.us/
He also told me that there is a buyer in every state agency who has purchasing thresholds. For "Goods" it is $5,000 before it is published on their public Bids System. Otherwise they can sole source. For "Services" the threshold is 25,000. There are no small business goals or special programs for small businesses. There are also no requirements to have your office in Colorado to do business with the State of Colorado.
Side Note: While they do not require that you are a business in Colorado, please know that they will probably lean their decisions toward businesses in Colorado. That's my take, not John's.
According to John, however, they want Colorado businesses to have opportunities with other States as well so they have no rules about whether or not your office is in Colorado. He also agreed with me to say that the "end users" of your products or services will probably drive the purchase.
After our coffee, we shook hands and he underlined what I hear in the government on a regular basis, "Tell the companies who come to your class that all we want at the State of Colorado is to give us a fair price and do what they say they are going to do."
My take on this advice from John is to create a motto at your company which follows one of these two basic premises: "Under-promise and Over-deliver Every Time" or "Get It Right The First Time."
If you create consistency and integrity between your sales and fulfillment teams, your government business will grow leaps and bounds.
Good luck with your search and here's to finding a sales superstar!
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