From People, Navigating The Federal Highway,
is a novel of fiction
based on the reality of federal government acquisitions in the information
technology arena. Clark Sebastian, senior business development
director for the multi-billion dollar conglomerate Global Exchange, explores the
world of federal government acquisitions.
Clark employs highly successful business development tools, techniques
and practices used by industry leading contractors to identify, capture and bid
the multi-billion dollar SEC MAGNET program.
Clark uses his experience, skills and insight to look deep into the
program, identifying stakeholders, challenges and expected outcomes. He uses his persona to bond with program
executives, building relationships that transcend business. The journey takes many twists and turns as
Clark and others jockey for position on this coveted program with Clark all the
while telling how and why he performs various activities, sharing many secrets
of the trade. While executing his trade
admirably, a final twist brings to the forefront a BD Law: Always Expect the Unexpected.
Clark’s journey begins in the halls of Global Exchange
Federal, continuing at conferences, dinners, cocktail lounges and never-ending
corporate meetings. Events and
activities are laid out in detail, an education in itself for the BD-Wannabe and
the enterprising entrepreneur seeking to do business with the world’s largest
buyer, as well as the government analyst, manager and executive sitting on the
other side of the table from those seeking to do business with them. Much is to be learned by all parties. After all, people buy from people.
There are no instructions, guides or maps guiding
Clark on his journey. He has painstakingly
learned the trade of this most coveted position where the primary job is making
friends. He has learned over many years
watching those with the business development swagger, suffering through the
pursuits of wins and loses, developing a tool bag that enables him to multi-task,
look around technology corners, think out-of-the-box, look beyond the client to
the client’s client, and go beyond hearing to listening.
This is the biggest bet of the year for Global
Exchange where even the CEO is watching over Clark’s shoulder. The risk is significant given the
multi-million dollar investment and thousands of jobs at stake. But isn’t this the ultimate quest, where all
is put on the line, all that you have worked for over a career of many years,
building to this climax?
Clark brings to life the $80 billion US government-focused
information technology industry as never before. Federal acquisition regulations are explored
as used both as a shield and an enabler.
Acquisition actions are questioned and issues raised. Inept practices are examined. Waste of scarce government funds is
highlighted. And the all-important issue
of integrity is brought to life, on both sides of the street.
Bob Lam is founder and principal of Bob Lam Solutions,
a firm dedicated to providing highly appropriate consulting services to unite
contractors and vendors with the US federal government in the pursuit of new
and continued business in the areas of systems integration, management
consulting and outsourcing. Bob has over
30 years experience in international, federal, and state and local government
organizations, managing activities in business development, sales, marketing,
systems engineering and line operations.
Prior to founding Bob Lam Solutions, Bob was a partner
in Accenture’s Worldwide Public Services business practice, an executive at
Planning Research Corporation (acquired by Northrop Grumman), management
consultant at Price Waterhouse and systems engineer at Electronic Data Systems
(acquired by Hewlett Packard).
Bob lives with his wife in South Carolina. They have two children, two grandchildren and