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My Top Ten Most Useful Links for Government Sales

February 22, 2024 | Uncategorized

Image made in Canva  Here are some important things to understand about this list. One, its not comprehensive. Two, they’re not in any specific order. I put them down as I thought about them. Three, this is my list. I” 'm sure other folks top ten will be different. So here they are: SAM.gov: This is your official gateway to federal contracting opportunities in three ways: Registering of your business is necessary to win a government contract.  Use the SAM Databank to review award history. It takes some practice to master but a lot of competitive data can be found…

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Six Insights From The SAM Databank To Enhance Your Government Sales Strategy.

February 4, 2024 | Government

Image made in Canva  In government contracting, knowing your target market is crucial for success. Unfortunately, some companies sell lists of known government contracting officers and tell their customers to spam the entire list. It's the spray and pray method. Some just say its a numbers game. In my experience, this method doesn’t work in government sales.  Fortunately, the System for Award Management (SAM) Databank offers information that can provide valuable insights for your government sales strategy. You only need access to the databank, which requires a login.gov username and password and a spreadsheet pivot table. I personally prefer Google…

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8 Ways to Improve Your Business Operations in 2024 for Better Contract Delivery

January 17, 2024 | Business Development, Government

Image made in Canva In government contracting, awards are what we want. They stand as the benchmark of success.  However, more than simply winning contracts is required; delivering on those contracts efficiently and effectively is equally crucial. I’ve seen too many companies win one and never win again. Some of this may be due to a lack of a sales strategy, but other times, they could not deliver on what they promised effectively. The back office plays a pivotal role in ensuring the successful execution of contract awards. Businesses should optimize their operations to streamline processes and enhance contract delivery.…

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Top 10 Activities for Your 2024 Government Sales Strategy

January 10, 2024 | Government

Image made in Canva I haven’t seen too many Top Ten Lists since David Letterman retired, so I thought the advent of a new year deserved one. While ours may not be as funny as the Top Ten Prom Themes or Top Ten Rejected Crayola Crayon Colors, we hope they help you with your government sales strategy for 2024. So here you go! 10. Figure Out Who Buys What You Sell  I’m not just discussing doing NAICS Code or PSC Code Research and looking at the department level. No. Use Keywords. Dig down to the agency and the contracting office,…

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Just Lost a Bid and Want to Protest? Read This First!

December 13, 2023 | Government

Image taken from Canva Losing a bid can evoke negative emotions such as sadness, anger, rejection, and fear. These feelings may drive us to make irrational decisions both in our personal and professional lives. However, in the realm of government contracting, it can be beneficial to ask questions about why we failed to win the bid. It's recommended that companies gather as much information as possible regarding how the government evaluated their offer. This will help them to improve their response to future opportunities. Unfortunately, sometimes instead of learning from the experience, we tend to look for inconsistencies in the…

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8 Essential Components of a Capabilities Brief

December 7, 2023 | Government

Image made in Canva When working in the government sector, it is expected to provide a Capabilities Brief as a part of the sales process. The number of slides in the presentation should generally be between 10 and 15, but the exact number will depend on who you are presenting to. For instance, a Small Business Liaison Officer (SBLO) may not require as much detail about the product or service as an end user. Therefore, it is recommended to have fewer slides in the presentation when presenting to an SBLO. Here is a table that outlines the eight essential components…

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Mastering Government Sales Calls: Seven Essential Tactics for Success

November 29, 2023 | Government

Image from Canva Making successful phone calls to prospective buyers, especially in the government sector, can be challenging. Here is some fundamental guidance to help you navigate this task more effectively: Plan and Prioritize: Create a list of prospective buyers and rank them based on their potential value to your business. This helps you focus on the most promising leads first. Allocate specific times on your calendar for making these calls, treating them as important appointments. Also, don’t commit to making all your weekly calls in a one-time slot. If you aim to make 25 calls weekly, break it into…

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Six Things To Consider Before You Bid When You Don’t Have Past Performance

November 21, 2023 | Business Development, Government

Photo by simarik on Canva Companies new to government sales face challenges when entering the space. Success in this area hinges on an astute understanding of one's competitive advantages and a systematic approach to bid preparation. Simply saying, “This is exactly what we do,” isn’t enough. This article delineates six factors to consider before submitting a government contract bid. Have you completed comprehensive competitive pricing research? A fundamental step for prospective bidders is to ascertain the competitiveness of their pricing strategy. This necessitates a comprehensive analysis of prevailing market rates and a thorough understanding of governmental budgetary constraints for similar…

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4 Biggest Mistakes Made In Government Business Development and How To Overcome Them

November 16, 2023 | Government

Image taken from Canva This table outlines key pitfalls in government sales strategies, such as insufficient market research, overreliance on bidding sites, and delayed sales strategies. It details the implications of each mistake and offers tailored solutions. This quick reference table is a resource for new and seasoned business developers alike, helping them in the effective decision-making and strategy formulation process.

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Why Wait? Kickstart Your Goals This Nov New Year

November 1, 2023 | Self Help

Image taken from Canva I have never liked the concept of New Year's resolutions. Most of them are abandoned by February, and for the most part, they don’t bring about any type of change. The concept of "Nov New Year" revolves around a pre-emptive start to one's resolutions and goals, capitalizing on November 1st rather than waiting until January 1st. Let's delve deeper into this idea. Origin and Philosophy: The "Nov New Year" recognizes that for many, the last two months of the calendar year can become a whirlwind of holidays, events, and end-of-year tasks. Translation: Lots of distractions. Furthermore,…

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MYTH: Government agencies always award contracts based on price alone. Lowest price always wins.

FACT: While some contracts are awarded to the lowest bidder, government agencies also make awards based on the best value which includes trade-offs between the ability to perform the work, quality, past performance, and price.

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