This month’s employee spotlight features Tera Staten, Capture Manager at JetCo Solutions.
Tell me a little bit about what you currently do at JetCo Solutions.
As a Capture Manager, I connect clients with each other and with contacts within the government industry. My day-to-day tasks vary, but I:
- Manage the bid cycle;
- Help clients figure out where their opportunities lie;
- Prepare clients to be a subcontractor to primes;
- Find other areas commercially or in the government space where my clients can sell;
- And fill in the blanks.
Clients don’t know what they don’t know. I find them the information they need to succeed and I guide them throughout the world of government contracting.
What's your favorite part about being a Capture Manager?
Working with the clients is my favorite part about being a Capture Manager. I get to problem solve, strategize, and figure out the tactics of helping our clients meet their sales goals.
Describe JetCo Solutions' clients in three words.
Diverse, driven, and relentless. The government sales process is not for the faint of heart – if it were easy, everyone would do it. However, selling to the government has a big payoff if you put the time in. Our clients are go-getters and have the drive to succeed in this industry.
Describe the JetCo Solutions team in one word.
The JetCo Solutions team is very similar to how I described our clients. The team is steadfast. They are committed and their drive is unmatched.
What makes JetCo Solutions unique?
How comprehensive and holistic we are sets JetCo Solutions apart from other companies. We cover the entire government sales and marketing life cycle, so a client has access to every component, including research, writing, and capture.
What's your favorite client story or win?
One of JetCo Solutions’ clients is a woman-owned small business, and the company was prepared for growth. They strategically went after a monster of a contract and won – the contract totaled $132 million. It was exciting to see them win the contract and build the processes to fulfill this order. They created a whole assembly line from scratch – fixtures, machines, workflows, and all. In this case, the client strategically went after the bid. However, if you’re bidding on a lot of contracts, it’s important to take a step back and understand the reasons why you’re going after a contract. You can quickly overextend yourself you aren’t strategic about your decisions.
Is there any advice you would like to share?
Selling to the government is great for a company that’s healthy and looking to grow and expand. It’s important to note that it’s not a way to save your company. You need to be in a position of strength and health before you go after government sales.
If you’re in a healthy position, selling to the government is a great way to grow your company even further because the government pays in 30 days once an order is fulfilled. The road can be long, but it pays off.