It's Who You Know

Aerospace associated with government is a hard niche to break into when selling water jet cutting services. Most, if not all government contracts that are awarded are awarded to prime contractors. Thus a relationship must be developed with the prime contractor, and not with the government agency that is requesting a quote for particular parts. The federal government does not have an acquisition category for water jet cutting services. We are told that the federal government is the single biggest purchaser of goods and services in our country, but for a water jet job shop, it takes a creative person to get past the secretary, or the answering machine of the prime contractors who have secured these large contracts, and speak to the purchasing department. It seems to be who you know, more than the quality of your work, although quality is very important. Thus you can see that it requires a relationship with these contractors to effectively participate in government contracts. The problem becomes how to develop that relationship if you do not have an opportunity to "show your stuff".