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‘Twas The Night Before Christmas – Business Edition
December 17, 2024 | Uncategorized
"Twas the night before Christmas, all had left for the holiday break. But I was at the office stirring, for rarely a break did I take. Never resting, always doing. Not having fun, and burnout ensuing. With engagement low, and turnover high, Unless attitudes changed, my dream would surely die. If only my people were loyal and engaged in their responsibilities, And showed behaviors like teamwork, instead of showing their hostilities. For a change, I took a look at myself, and for the first time I did see, That the problem wasn’t my employees, the problem began with me. The…
9 Key Mistakes to Avoid When Selling to Government Agencies
December 10, 2024 | Government
Selling to government agencies can be a great addition to your overall sales plan, but with it comes its own challenges. Government buyers operate within strict guidelines, and even small missteps can derail a deal. Understanding the common pitfalls can help you sidestep trouble and position your business as a trusted partner. Here are the nine most critical mistakes to avoid when selling to government agencies: 1. Ignoring the Importance of Relationships While government contracting emphasizes fairness, relationships still matter. Understanding the agency’s culture, priorities, and decision-makers can give you an edge. What You Can Do: Build relationships with government…
Sprint to the Finish Line: 8 Ways to End 2024 Strong
December 5, 2024 | Self Help
As we approach the final stretch of the year, it’s time to decide: will you coast to the finish line or sprint your way to success? Let me share a story and some actionable insights to inspire you to make these last weeks count. In 1997, I was part of a massive Christmas Show at Purdue University—a campus tradition since 1933. Over three days, we performed six shows for six different audiences, all while juggling full academic schedules. Rehearsals consumed 30+ hours a week, including "dead week," the week before finals, when most students were focused solely on academics. It…
From the Exciting to the Daily Grind: 7 Ways to Overcome Post-Conference Blues
November 26, 2024 | Communication, Government
Conferences can be electric—especially in a city like New Orleans, where the SAME Small Business Conference was held last week. With over 6000 attendees, you dive into engaging sessions, forge meaningful connections, savor the local cuisine, and leave buzzing with inspiration. But when the last beignet is eaten, and the lanyard comes off, you’re back to reality: catching up on missed work, processing a whirlwind of new ideas, and grappling with a nagging feeling that you’re not doing enough to maximize the experience. On top of all that, the week back was shortened due to the Thanksgiving holiday. Welcome to…
Mastering Your Government Sales Strategy: A Three-Phase Approach
November 12, 2024 | Events, Government
I know firsthand the hurdles that come with government sales, and I've been in the trenches myself. A solid strategy isn't just a nice-to-have; it's essential. Whether you're already seeing some success or just beginning your journey with federal sales, below are the three phases essential for a strong government sales strategy. These proven steps can make a real difference in your approach to government contracting. 1. Research The research phase helps answer key questions: Who buys what you sell? What unique value do you provide? Which contract vehicles will connect you with your target customers? We’ll explore practical tools…
Top Products Bought by the Federal Government in FY24, How They Bought Them, and Next Steps You Can Take for Your Strategy
November 5, 2024 | Uncategorized
We’re now almost in the middle of Q1 of FY25, and if you’re considering getting into government contracting, the best time to develop your government sales strategy was yesterday. Good news, though—the second-best time is today. As government agencies ramp up their spending, it’s crucial for businesses to understand what products the government buys, how they buy them, and who typically wins the contracts. By taking action now, you can set your business on a path to tap into this substantial market. Let’s break down the top spending categories, competitive insights, contract vehicles, and set-aside statuses to help you build…
5 Reasons the ‘Nov New Year’ Strategy Will Supercharge Your Goals in Business and Beyond
October 29, 2024 | Government
As each new year approaches, we tend to set lofty goals only to watch them fizzle out by February. Why not rethink the timing altogether? Imagine getting a head start on your resolutions in November, positioning yourself for a powerful close to 2023 and a strong start to 2024. The "Nov New Year" mindset isn’t just a calendar shift; it’s a strategic advantage in both professional and personal arenas—whether you're focused on closing government contracts or establishing healthier routines. Here’s why starting your new year in November can transform your results, giving you two extra months to build momentum while…
Sales Objections You Won’t Hear in Government Contracting
October 22, 2024 | Government
In the commercial world, you’re used to hearing a wide range of objections from potential buyers. But in government contracting, many of those familiar objections just don’t apply. If you’re making the jump from commercial to government sales, here’s a look at the top 8 objections you’ll hear in the commercial sector but won’t encounter in the world of government contracting. 1. It’s not in the budget this quarter. In commercial sales, budgets can shift from quarter to quarter, timing everything. But in government contracting, budgets are locked in annually. Once the funding is there, they move forward, and quarterly…
Mindset Matters: Cultivating the Right Attitude for Success in Government Contracting
October 16, 2024 | Government
In government contracting, mindset and attitude are everything. The right mindset can set you apart, build stronger relationships, and lead to sustainable success. Let’s explore some attitudes best left at the door—and those that will open doors. Attitudes to Leave at the Door: Don’t Be the FAR Police: Agencies and contractors have to follow the Federal Acquisition Regulations (FAR), but coming across as a stickler for every detail may prevent a contract from being awarded but it doesn’t mean it will be awarded to you. Instead of looking for catch 22s and pulling the protest trigger, look for ways to…
A Letter to My 28-Year-Old Self: 7 Pieces of Advice After 20 Years in Government Contracting
October 10, 2024 | Government
A Letter to My 28-Year-Old Self: 7 Pieces of Advice After 20 Years in Government Contracting Dear Rich: October 4th marks a milestone—20 years since your first contract award on that very first contract. I can still picture that day: 28 years old, just six years out of college, filled with excitement and a good dose of fear. Now, two decades later, I want to share a few things I’ve learned along the way. If I could send a message back to you, my younger version of myself, here’s what I’d say. 1. Keep Your Integrity at the Center of…
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