SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.
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VERTICAL MARKETS: GOVERNMENT Firing Up Your Federal Government Business By Paul Retzbach A s the seasons shifts from summer to fall, so does the landscape of the federal government. Hope springs eternal even as a stalemate has dominated this year's budget and spending talks. Te year has been f lled with concerns over the daunting "fscal clif " and references to the culmination of a rapidly approaching "debt ceiling." Te Bush tax cuts are imminent, as is the end of Obama stimulus spending, and, of course, the dreaded "Sequestration" has been upon us. Te efects of these reductions in spending are beginning to show themselves as plans for furloughs are developed, contractors are sporadically released from projects and some future spending is shelved until the full consequences can be determined. While you might not have been touched by the cuts in spending just yet, odds are you will. Tese spending cuts are on track for escalation during the next few years and at some point will cross your path if you work in the federal market space. A question for many security integrators is how this will affect them and what does the future hold? Te answer to both depends on a multitude of factors. For those on contract vehicles that become part of the chopping block, your ability to determine your company's fate might be limited. However, 84 / SECURITYSALES.COM / SEPTEMBER 2013 what your future holds is something you can have a direct infuence on. KNOW YOUR AUDIENCE You might feel as though you knew your customers well before the sequestration, but now is a good time to reset the baseline and understand exactly what is happening in their world. What challenges are they currently facing? What do they see on the horizon? How can you help them manage their future? Tey probably are not in a position diferent than most; they have titles that call out their main roles, but wear multiple hats within their organizations. Even if your customers are security experts, they also have to address additional responsibilities such as reporting requirements, training, budget management and supporting the needs of other divisions. All of these compete for the same limited time resources that you are also looking to capture. Te primary challenge is deciding what you are going to do about it. When the game changes, or things are not going your way, getting back to the basics is always a good plan. While budgets for spending have been reduced and will continue to drop, there are still people, property and information that need to be protected. Being able to quickly and efectively de-