Best of the ISP-Lists

Talking the Talk of the Town

Members of the ISP-Wireless list share the secrets of doing deals with small town governments. As always, giving decision makers and local institutions free access buys a lot of good will at a cheap price.

[January 24, 2002]

On the ISP-Wireless list in January, DD queried,

"We have a meeting today with the city about locating our antennas on the city water towers. Does anyone have any advice on what to say?"

A number of respondents recommended doing your best to make it clear that you're not Verizon:

[MB advised] "Be sure to make it clear that you're a WISP, not a cell phone provider. Cell phone companies can pay a lot more than you can."

[SN agreed] "We had to go up against a cell company recently for space. They're always more generous, but their revenues are higher per square foot leased. If that issue comes up, make sure you have some ammunition in your pocket regarding the kinds of revenues they generate per square foot versus the potential for revenue you may generate."

Others suggested making sure you're clear on interference issues in advance of the meeting:

[LY noted] "Most cities want to hear that you will not interfere with their existing radio equipment. If you can find out all of the frequencies they use and show they that you are nowhere close to them, that might help."

[SN advised] "Try to dodge the topic of interference, unless you can document proof that your equipment won't interfere with the lower-frequency equipment that most municipalities use."

Still others observed that it's important to remember that you're talking to elected officials:

[BR offered] "As with all deals you're trying to close, focus on what they want and what benefit they'll derive from cooperating with you. You may want to stress the benefits your service will bring to the local voters, who will be very appreciative in the next election…"

[BB warned] "Whatever you do, get a contract! Later, when a new mayor comes in, if you do not have a contract, then you are at his mercy. Watch out, though: most municipalities have a limit on the duration of a contract. Around here, it's one year."

EK noted that it's always good to provide an incentive:

"Offering them free high speed access works very well. We have antennas on three water towers in one city and two in two other cities. They agreed to let us use their towers rent free if we provided them with access: what a deal!"

— End