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Selling for Sam #003-Stay Humble. Choose Subcontracts to Start
January 23, 2025 | Uncategorized
Three Biggest Areas To Measure For Driving Government Sales
January 21, 2025 | Government
As government contractors, tracking the right metrics can make the difference between growth and stagnation. If you're not measuring the right things, you might be missing key opportunities or spending too much time on activities that don’t move the needle. Here are the three biggest areas you should be measuring to drive government sales success: What Metrics Do You Use to Communicate Your Value to Prospects? Understanding how you communicate your value to government buyers is crucial. Your past performance, differentiators, and proof points should be backed by clear, quantifiable data. Whether it’s contract value, cost savings, operational efficiencies, or…
Selling to Sam #002 – Can You Deliver What You Promise?
January 16, 2025 | Comic Strip
Bold Claims or Trust? Which one Endures?
The Top 10 Contracting Vehicles for Capital Medical Equipment Sales
January 15, 2025 | Government
In the spirit of David Letterman’s iconic Top Ten Lists, here’s the countdown of the Top 10 Contract Vehicles for Medical Equipment and Product Sales—the means federal agencies use to spend billions on healthcare equipment. Start at #10 and work to the top to see where the big money is spent! The statistics included in this article cover the last five years of contract awards. 10. The Digital Imaging Network - Picture Archiving and Communications System (DIN-PACS) Total Spent: $163.9 Million This IDIQ contract supports the acquisition of Picture Archiving and Communications Systems (PACS) for storing, retrieving, and sharing medical…
Selling to Sam #001 – Concise Capability Statements
January 9, 2025 | Comic Strip
Introducing Our Government Sales Themed Comic Strip, “Selling to Sam”! I’m thrilled to unveil the very first strip of Selling to Sam, a new comic strip that brings a fresh and creative perspective to government sales. This series offers a lighthearted take on the challenges, humor, and insights that come with navigating the government contracting world. My goal with this project is to make government contracting a bit more relatable—and maybe even a little fun. In our debut strip, we focus on the essentials of a strong capabilities statement—being concise, communicating value, and standing out from the competition. A special…
8 Ways to Navigate IT Government Opportunities in 2025
January 7, 2025 | Government
The IT landscape is evolving rapidly, shaped by emerging technologies replacing legacy systems, stricter compliance requirements, and increased competition. You must adapt to these changes with strategies that keep you ahead of the curve to succeed. Here are eight ways to navigate IT government opportunities in 2025 effectively, focusing on IT professional services like application development: 1. Understand Agency Priorities Before approaching a potential client, research their mission, current challenges, and strategic goals. Many agencies prioritize custom software solutions, mobile app development, and modernization of legacy systems. Aligning your services with their needs will increase your chances of standing out.…
Top 10 Activities for Your 2025 Government Sales Strategy
January 1, 2025 | Government
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 2025. 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, including the contracting officer…
8 Ways to Improve Your Business Operations in 2025 for Better Contract Delivery
December 24, 2024 | Government
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. This article will explore…
‘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…
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