Guidelines and Expectations for Vendors Seeking to Market to NETCOM
NETCOM is always very pleased to receive capability and product briefings from the commercial community. However, very often these briefings are given to us with imminent expectations of future effort. To assist the commercial community, NETCOM has developed a set of guidelines to assist vendors in their dealing with NETCOM.
- Please reconfirm your appointment the day prior to the scheduled meeting. We also suggest e-mailing
a read-ahead to your sponsor 24 hours in advance.
- In setting up the briefing, indicate the target audience you desire.
- Please realize that schedules are subject to change if a higher priority matter dictates. This may
result in an assistant’s “sitting-in” for the principal you were expecting to see and/or brief.
Schedule changes may also result in a cancellation. Because a cancellation is possible, it is
important that your email and phone numbers are with the NETCOM sponsor.
- If you are preempted from a confirmed appointment, attempts will be made to reschedule at the next
mutually convenient date.
- If you are a no-show for an appointment, you run the risk of not being extended the opportunity to
brief. Have two forms of identification for Government gate and building guards to obtain temporary
- Be mindful of your allotted time. Occasionally, a meeting may not start on time, but may need to
conclude at the prearranged time. Please be flexible.
- If you require audiovisual equipment, please let your sponsor know this in advance.
- If you expect to target a certain audience in the NETCOM, realize that it is not always
possible to arrange to have all of that audience present. We will, however, circulate within the
NETCOM your presentation data as deemed necessary.
- It would be helpful if your briefing placed into context your product(s) and/or service(s). This
would include if you are currently involved in any NETCOM program, or any other program
or activity that is of interest to us. This assists us in relating who else is interested in your
product and/or service.
- Obviously, you are briefing us because you are marketing. WE REALIZE THAT. However, based on our
history with hundreds of vendor presentations, often at the end of the brief the vendor says, "OK,
where do we go from here?" This is awkward for us and for you. We never make a “buy” decision based
on an initial brief. So please, don't put either of us in that situation. If we see a tie-in to our
programs, we may discuss this with you and get back to you, if appropriate. Normally, our programs
are already executing and change is difficult to interject midstream, you must realize and accept
this. If we do not see a tie-in to our program areas, we may offer suggestions on other areas of the
Government you may wish to focus your marketing efforts.
- You should be prepared, IF REQUESTED BY US, to discuss your Government pricing, availability on
contract vehicles (e.g., GSA, etc.). You should be able to openly discuss your labor rates that are
available on these contracts, if applicable. Please remember though, that these discussions are just
discussions at this time, and by discussing them, no formal offer is to be construed.
- Please remember you have been invited to perform a specific briefing, presentation, demonstration,
or test/evaluation. Your escort will not take you to any other office or organization. You may not
use this as an opportunity to make unannounced visits to offices not on your approved agenda.