Winning government business... the priorities to take note of

"Despite Government's strict mandates, doing business with Government is an orderly process. As media owners we keep top-of-mind Government's priority that its communications on advertising platforms must be effective, make a difference, and reach millions of citizens. In all dealings, businesses need to be fully aware of Government's commitment to delivering citizens various social benefits within strict timelines.

"Companies seeking to do business with Government on any level must first do their homework and research the relevant department's objectives and mandates," explains Maomela.

"The same key fundamentals that open corporate doors open Government doors. It is essential to develop a relationship of trust and confidence and an understanding that Government, in striving to meet the challenges of growth and change, has its own complex issues and objectives to address. Government executives are amenable when they trust and are able to rely on a service provider to provide solutions to their objectives."

Ramodike adds, "A key Government concern is to establish public and private partnerships (PPPs) to escalate delivery. In the communication industry, Government calls on the private sector to deliver their voice effectively to the people. Consider a "troika" - Government has a message to deliver, uses the second member of the troika, in our case, ComutaNet, to deliver it to the third member, the populace. This, PPP, is where the opportunities lie for outsourced partners - ComutaNet's media resources support Government communications."

Government insists on transparency in all transactions and the Government Communications and Information System (GCIS), has structured its communications tactics to operate overtly. As custodian of the communications strategy the GCIS guides the various Departments to identify and communicate on deliverables. These are assigned timelines and allocated to various responsible divisions for action. Depending on the scope of work assigned, external assistance from agencies and other industries may be sourced.

"The process of tendering for Government business is as simple as identifying the decision makers and actively approaching them to discuss your product," continues Maomela. "Information sources include the tender bulletins on websites, and traditional cold calling to identify new business opportunities."

Maomela explains that Government has set measures for pitching of new business. Black Economic Empowerment (BEE) is a requirement and organisations must also be able to display visible support of small, micro and medium enterprises (SMME's). As Government is aiming to build a thriving economy enabling individuals to work and sustain themselves, companies who boost skills transfer and growth opportunities stand greater odds of getting Government business.

"All Government projects, large and small, require empowered suppliers and ComutaNet promotes self-empowerment by outsourcing work and creating job opportunities. One such instance is the employment of independent drivers to haul branded trailers to their destinations.

"Another element that adds to a company's scorecard is the use of empowerment companies like cleaning staff, uniform hire, and stationery purchases as well as the large capital expenditure projects - preferential procurement is important. Any company hiring SMME's should take into account their transformation and employment equity," concludes Maomela.

"Government advertising spend is vast, providing abundant business opportunities," adds Ramodike. "Finding the gap entails studying the Department's mandate, needs and expectations. Many think this is too much like hard work and not worth the effort, but you can't make a winning pitch without insights!

"Outcomes will differ from Department to Department, but being diligent and taking the time and trouble to do it right' secures the business, or at least, begins a productive relationship. Build and maintain relationships, keep knocking on doors, remember, 'no pain, no gain!'" Ramodike emphasized.