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How “Automatic Thinking” Can Impact Your Government Sales Strategy

September 28, 2022 | Business Development, Government

Photo by Andrea Piacquadio: https://www.pexels.com/photo/photo-of-man-holding-black-eyeglasses-3760137/ I recently read about a phenomenon called “automatic thinking.” If you’ve ever heard the old adage “to a carpenter, everything looks like a nail,” you won’t be surprised to learn that it reminded me of doing business with the government. (What can I say? I think about work even when I’m not working.) First, let’s define automatic thinking: and it’s best understood through an example. Consider the thoughts you may have after someone looks at you “the wrong way.” You might race down the rabbit hole. “They’re angry at me,” “They don’t like me,” etc.…

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Acquiring a Company That Has Government Contracts? Here Are Some Things to Consider.

September 15, 2022 | Business Development, Government

Photo by MART PRODUCTION: https://www.pexels.com/photo/a-woman-in-black-suit-jacket-holding-a-poster-7414907/ One way to begin doing business with the government is to develop a strategy focusing on propensity data (who buys what you sell and how they buy it) and begin the process of building relationships with government buyers and teaming partners. Another strategy is to simply purchase a company that currently has those relationships and past success in generating business from the federal government.  I have experience with the latter approach as a consultant and--even more importantly--as someone whose company was sold about ten years ago. Personally, it was one of the best decisions I…

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My Business Coaching Practice: How I Can Help You Succeed

September 7, 2022 | Business Development, Government

Photo by Lisha Dunlap: https://www.pexels.com/photo/a-coach-looking-his-soccer-players-7611541/ I’ve observed plenty of good coaches, and some not-so-good ones, over the years both as the one being coached and the dad of kids being coached. What I’ve learned can be summarized in one simple truth: a great coach helps his players believe they’re more capable than they think and uses his or her experience to bring out their best. How they do this can vary, but it all comes down to the right balance of teaching, encouragement, and accountability. As a business coach, this is the same approach I take with my clients. I…

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MYTH: Companies cannot do business with the federal government if they aren’t connected politically to the party in power.

FACT: The federal government’s procurement process is designed to be one of the most objective, transparent processes in the world of business. Contracting officers are forbidden to award federal contracts based on politics. Furthermore, elected officials are forbidden to interfere with the agency’s contracting process.

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