ANDERSON CONSULTING SERVICES

On September 1, 1982, ACS became an active corporation. All I needed were clients and I knew just where to find them.

In a previous blog (HOW WASHINGTON WORKS), I mentioned that the federal General Services Administration (GSA), the purchasing arm for federal civilian agencies with whom we negotiated early contracts. GSA negotiates THOUSANDS OF contracts with corporations and companies, and that is where I would find my clients. Many of these small companies were getting very little business through the contracts and I knew why. They would be the targets for using ACS services.

The answer to lack of business was very simple. Even though they had contracts and expected TONS of business, it just wasn't happening. What they didn't realize was that the contract was a tool to get them in the agency door, but they still had to sell said agencies on the product advantages, and that is where I would come in. I would go from agency to agency, with product (s) in hand, demonstrate the advantages of same and ask for an order.

So, I selected about 100 small companies from the GSA records (it's public information, you know), and put my trusty typewriter to work with an introductory letter and offer. Within a few weeks I had 30 small company prospects.

However, I soon discovered that most of these prospects were reluctant to meet my requirements of an upfront meeting, at their expense, and a deposit for starters. I did meet with one small Connecticut firm, a father/son outfit, in Washington. We both liked what we heard, a check was produced and ACS was in business.

More, later.