While the politicians and department directors argue over what went wrong during the Katrina disaster, savvy contractors are becoming more and more embedded in the agencies. Such contractors have not only won business as a result of Katrina but have managed to solidify future business in the event of other natural disasters.

Before Katrina, FEMA has ranked their top ten disasters:

(Year - Hurricane - States Affected - Amount Spent)

• 1998 Hurricane George - AL, FL, LA, MS, PR, VI - $2.251 billion
  
  
• 20004 Hurricane Ivan - AL, FL, GA, LA, MS, NJ, NY, NC, PA, TN, WV - $1.947 billion
  
  
• 1992 Hurricane Andrew - FL, LA - $1.813 billion
  
  
• 2004 Hurricane Charley - FL, SC - $1.559 billion
  
  
• 2004 Hurricane Frances - FL, GA, NY, NC, OH, PA, SC - $1.425 billion
  
  
• 2004 Hurricane Jeanne - DE, FL, PR, VI, VA - $1.407 billion
  
  
• 1989 Hurricane Hugo - NC, SC, PR, VI - $1.307 billion
  
  
• 1999 Hurricane Floyd - CT, DE, FL, ME, MD, NH, NJ, NY, NC, PA, SC, VT, VA - $1.050 billion
  
  
• 1996 Hurricane Fran - MD, NC, PA, SC, VA, WV - $617.8 million
  
  
• 2003 Hurricane Isabel - DC, DE, MD, NC, VA, WV - $559.3 million

The monies spent on disaster relief in 2005 were unprecedented.
2005's Most Costly Disasters:

• 2005 Hurricane Katrina - FL, LA, MS, AL - $40-60 billon
  
  
• 2005 Hurricane Rita - LA, TX -$2.5-7 billon
  
  
• 2005 Hurricane Wilma - FL - $4-10 billion

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Companies have two choices in selling to the government. They can chase opportunities that arose as a result of past disasters or create opportunities and close relationships in anticipation of inevitable future disasters.

If you haven't figured it out already, the low hanging fruit as a result of any of these past hurricanes has already been picked. As a matter of fact, see the following links to determine which contractors have picked such fruit:

Prime Contractors

Prime Contractors for Katrina

USACE Posted Emergency Solicitations

Archived USACE Bid Results

Fedmarket, through our offered products, seminars and consultants, is fully capable of helping your business create a focused sales effort to find decision makers who will need your company's assistance in the event of future calamities. If you think about it, FEMA, based on past spending, could not have reasonably expected that it would have to spend more than $70 billion in 2005. Keep in mind that there are only 2,600 FEMA employees trying to serve more than 10 million victims of 2005's natural disasters. Of course, it was a matter of time before something so dramatic hit the US. Now that the government has faced such devastation, all those involved are experiencing the "what ifs" and "how could I have done it better" questions in an effort to handle it better the next time.

This is your opportunity to get in the door. You must commit to making relentless phone calls and appointments to find the key person and reach out to them with your technology, products, services, ideas and solutions. They are hungry to learn how to do it better next time.

What can you do today to be available by the summer of 2006?

#1. Visit FirstGov.gov and click on "Agency Index A-Z" on the top left corner of the page.

#2. Research your three to ten key agencies you believe need your help -- There is an immediate link to every agency in the US government at Firstgov.gov. At the agency's web site, look for "Key Staff," "Staff Directory" or "Regions." When you get a search engine, look for advanced search or extended search. More detailed search tools come up including Departments, Regions, Locations, Titles and Responsibilities. Every government web site is a little different, just keep digging. If you are completely stuck, go to the web site's "site map" and you might discover some great information including information on contracting, small business set asides, public relations, business opportunities, and procurement forecasts.

#3. Contact the Public Relations office and ask them if they can point you in the right direction. Tell them who you typically serve in the commercial marketplace and name the title of your typical end user. The PR director will look up a similar title and give you that person's name and number. If the PR person can't help you, call the main number and ask. If they can't help you, ask for Contracting and ask them to point you in the right direction. If they can't help you, ask for the Small Business Specialist and they might point you in the right direction. My point here is persistence, patience and perseverance. Don't be discouraged. You'll find the right person.

#4. Ask for an appointment. Ask them if they can help you out to understand how you can help them become more efficient. Tell them that you are the best in your business but you're new to the government arena or to their agency. Let them know that you are open to any suggestion they have or any other name they can come up with to point you in the right direction. When you approach the government employee, it is with hat in hand and with great appreciation for their assistance. Don't blow them away with your greatness. They don't help the overly confident.

#5. In the appointment, try to uncover what is currently happening, who they are using as a contractor or solution and why. Ask for a small opportunity to show them what you can do. It might take a little demonstration or a lunch-and-learn. Get them thinking about you as the expert and be a resource to them for anything. Eventually, they'll program your number into their cell phone -- and you're now "embedded."

#6. When they call you in a pinch or an emergency, you have to be ready to deliver (and deliver perfectly).

#7. Follow up by asking how you can improve in the future and for references to others who may be in a position to use your company's products or services.

Bottom Line: Start Selling Today for Hurricane Seasons 2006, 2007 and 2008.