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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…
The Skills You Need to Win with a GSA Schedule
October 2, 2024 | Uncategorized
Securing a GSA Schedule is a significant achievement for any business looking to expand in the federal market. But getting the schedule is not the end of the race, it's the beginning. Obtaining and selling on your GSA Schedules takes a combination of skills—some of which might already have, and others that you may need to improve. If you’re serious about using your GSA Schedule to grow your business, here are the critical skills you’ll need to master. 1. Obsess Over the Details If you’re going after a GSA Schedule, you’ve got to love the details—because this process thrives on…
Top 10 Most Common Paradoxes in Government Sales
September 24, 2024 | Government
Government sales are a unique challenge where success often comes from managing conflicting priorities and balancing seemingly opposing truths. These paradoxes can accelerate your path to winning contracts or slow you down if misunderstood. Let's dive into the top 10 most common paradoxes in government sales. 1. Do Your Research, But Don’t Get Romanced by Data To excel in government sales, it's crucial to conduct thorough research. Understanding the agency's priorities, the contracting officer's preferred acquisition strategies and the budget landscape is key. However, there's a potential trap: the more data you gather, the greater the risk of getting stuck…
12 Steps to Maximize Matchmaking Meetings with Contracting Officers
September 17, 2024 | Government
Matchmaking meetings with government procurement officials are a golden opportunity to get in front of decision-makers who can help move the needle for your business. To make the most of these meetings, you must be strategic, prepared, and focused on the right steps, from sign-up to wrapping up the meeting. Here’s your game plan: 1. Sign Up Early and Strategically The moment matchmaking opens, jump on it! These slots fill up fast, and the best opportunities go quickly. But don’t just sign up with anyone—make sure the procurement official buys what you sell. A little research goes a long way…
Unlock Your Path to Winning Government Contracts: Join the Bootcamp Before It Closes!
September 12, 2024 | Uncategorized
Only 18 days left until the Government Sales Bootcamp closes! This isn't just another workshop—it's a game-changing plan that has helped our clients win over $14 billion in government contracts. Through our proven three-phase approach—Research, Strategy, and Execution—you'll learn how to craft a winning government sales plan tailored to your business. In the Research phase, we'll cover: What government sales is—and isn't How to maximize your time Key stats: 8a, SDVOSB registered vs. awarded Guidance on capabilities statements, briefs, and website optimization Value mapping and crafting a 45-second value statement Move to the Strategy phase with insights on: Identifying target…
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