Determination Beats Motivation

October 26, 2022 | Business Development, Government

Photo by cottonbro: “It never gets easier. What happens is you become someone that handles hard stuff better.” - Duke Women’s Basketball Coach Kara Lawson  If there were one thing I could tell my 20-year-old self, it would be this: things will never get easier, so you need to work harder at dealing with difficult things. Some people have passion and drive that are strong enough to continually motivate them to work toward their goals. Most of us, however, face challenges in staying focused--and if we want to reach our goals, we need to guard against the times when…

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What NOT To Do When Launching Your Government Business Strategy

October 19, 2022 | Business Development, Government

When you’re planning to do business with the government, it’s important to focus your efforts on things that will move you forward without unnecessarily draining your resources. Here, then, are some things to avoid: 1. Companies that claim to help you register for SAM. If you search the phrase “SAM registration” you’ll find dozens of companies that will offer to help. Don’t fall for it. The only place you can register directly is Any domain name ending in “.com,” “.org,” and “.us” is not an official site. Another dead giveaway are ads, not organic search results. The government does…

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Defense Health Agency Announces Competitive Plans Demonstration Project

October 12, 2022 | Business Development, Government

The Defense Health Agency (DHA) was created as a subagency of the Department of Defense in 2013. The agency's key responsibilities include managing Military Treatment Facilities (MTFs) and administering TRICARE health plans. The 2021 National Defense Authorization Act (NDAA)  directed DHA to increase opportunities for beneficiary choice and competition, improve quality, and lower overall expenses. The legislation directs DHA to conduct pilot programs, including Competitive Plan Demonstrations (CPDs). CPDs will create contract opportunities for local providers in 23 specific market areas within the following states: Alabama California Connecticut Delaware Florida Georgia Louisiana Maryland Massachusetts New Jersey North Carolina Tennessee Texas…

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Make Your Government Sales “New Year’s Resolutions” Now 

October 4, 2022 | Business Development, Government

Photo by Kelly Sikkema on Unsplash In the world of government sales, the New Year starts on October 1. While you might be tempted to plan your government sales strategy based on a calendar year, I recommend making your “resolutions” now. You’ll have a three-month head start on your goals--and you’ll be much more likely to reach them. First, I want to disclaim that I’m not a fan of the word “resolution.” It’s defined as “a firm decision to do something,” but that doesn’t infer any commitment to action. Instead, I’m going to use the word “pledge,” which means “a solemn promise or…

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MYTH: Since the amount of goods and services the government buys is not affected by a economic downturn as private industry, the best time to begin selling to the government is during a recession.

FACT: Developing an effective government business development strategy usually takes years. Waiting until the economy is in recession to pull the trigger on a plan can doom it from the start as this strategy takes time and resources to develop….items that seem to be more scarce when the economy is in a downturn.