Winning business in government: 6. Share and share alike
Government organisations don’t compete, so there is nothing stopping them sharing information and opinions about their suppliers. This can be difficult if you’re the type of supplier who is inclined to say one thing to one customer and a different thing to another customer.
If this is what you like doing, don’t be surprised if you lose your position of trust as a result.
We’re aware of a large services company that has been less than consistent with their messages in one area of government. Their name is mud.
Their team is viewed not just with mistrust, but contempt.
Their failure to be straight is being reported and shared at the highest levels of procurement profession in government. The repercussions could be far greater than the small amount of business at stake when they decided to be economical with the truth.
It takes no time at all to gather a poor reputation, and there is nothing a public sector procurement professional likes more than handing out a lesson to a supplier who has fallen short.
Probity and openness isn’t something to be costed into your approach when doing business in government, it is utterly essential. If you can’t be consistent, honest and open to scrutiny, don’t do business with government.