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| Assuming Adezza can deliver on its Strategy Innovation & Business
Development Services, several other significant factors can affect
our performance. Those factors that are not in our control, but nevertheless
can cause us to under-perform are: |
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- Top management involvement - The federal market and the GSA
Schedule contract must be given a high priority and receive the
required attention for success. The top management must be fully
committed.
- Accountability. Responsibility can easily get buried somewhere
in operations with little accountability or focus. As a result,
business development will suffer and getting timely information
becomes impossible.
- Tolerance for Bureaucracy. Key individuals and sales personnel
can easily become disenchanted by the cumbersome bureaucratic
processes of government and have trouble relating to the struggles
and delays that are so common in the government contracting arena.
It is often difficult for them to stick to the program because
they do not fully appreciate the challenges faced by government
officials in dealing with so many issues often not in their control.
- Incoherent Company sponsored Marketing Efforts. GSA Schedules,
prime-sub partnerships and other strategic alliances require as
much marketing effort as comparable relationships in the private
sector. Marketing efforts should target all potential customers
on the radar screen, including government buyers and prime contractors
alike. Conflicting marketing messages often make closing sales
tougher.
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