Six Fundamental Characteristics Of a Successful Capabilities Brief

April 18, 2024 | Government

Image made in Canva In the competitive world of government sales, a capabilities brief meeting can be a crucial moment for companies looking to impress potential agency customers or teaming partners with their strengths, expertise, and value propositions. However, to ensure success, careful planning, preparation, and execution are necessary. This article will examine the six essential characteristics for conducting a successful capabilities brief meeting, with practical tips and strategies for each process stage. 1. Compelling Presentation Deck: When preparing for a capabilities brief meeting, a visually appealing presentation deck is essential. Limit the deck to five to seven slides to…

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Four Government Sales Steps for Medical Equipment Manufacturers and Distributors to Win More Awards

April 4, 2024 | Government

Image made in Canva Winning government customers can be a game-changer for manufacturers and distributors in medical equipment sales. Government sales can often be lucrative due to their short sales cycles and recession-proof nature, helping companies survive the ups and downs of commercial sales and the erratic replacement decisions of private and public sector health systems.  However, navigating the complexities of government procurement requires a strategic approach tailored to the unique needs of this sector. It doesn’t start with bidding on everything and seeing what sticks. Instead, to emerge victorious in this competitive arena, here are the top three key…

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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.