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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…
Demonstrating Your Maturity: Communicating Value Through 5 Key Metrics
September 10, 2024 | Communication, Government
In government sales, it's not enough to simply tell contracting officers and program managers what you do — you need to show them the impact of your work with actual, measurable results. Metrics are the proof points that transform your story from just words into a compelling narrative. They demonstrate your value, credibility, and maturity as a business. When you highlight the accurate numbers, you turn an abstract concept into concrete evidence, allowing you to stand out and build trust in your industry. Below, we’ve distilled five key areas where you can effectively communicate your success through metrics to make…
How to Stay Motivated When Your Government Sales Plan Feels Like a Grind
September 4, 2024 | Uncategorized
Let’s be honest: while in the beginning, it may feel exciting, executing a government sales plan can feel like you’re stuck in a never-ending loop—researching contracts, writing proposals, following up with contacts, and longer sales cycles. It’s easy to lose steam, get bored, or even start questioning why you’re doing it in the first place. But here’s the thing: staying the course is vital to success in this field. So, how do you keep yourself energized and focused when the daily grind wears you down? Here are some practical ways to push through and keep your momentum strong. 1. Focus…
Top Ten Ways To Sell Without Selling
August 28, 2024 | Uncategorized
In government sales, success doesn’t come from pushing a product; it comes from positioning yourself strategically and engaging thoughtfully. Here’s how you can sell without selling by focusing on a few key principles: 1. Position Yourself as a Trusted Advisor In government sales, it's all about being seen as a trusted resource rather than just another vendor. When you establish yourself as an expert, government buyers naturally turn to you when they need solutions. Your role is to provide valuable insights, data, and expertise that align with their mission objectives—no hard sell needed. 2. Become a Problem Solver The key…
Six Key Insights from RSM Federal’s Government Sales Bootcamp
August 22, 2024 | Uncategorized
Breaking into the government sales arena can be challenging. Success highly depends on the right training and guidance. Success also sometimes takes a more structured, scheduled effort to achieve success. I mean, think about it. What is likely to produce more results? Going to multiple websites to learn how to work out and then scheduling time to do it or signing up for a class at your local gym and meeting weekly? RSM Federal's Government Sales Bootcamp is designed to equip you with the knowledge and skills necessary to excel in government contracting and provide the structure and schedule to…
4 Effective Ways to Warm Up Cold Government Leads
August 13, 2024 | Uncategorized
In government sales, I have stayed true to the message that the key to success lies in building relationships and establishing trust with your prospects. But let's face it, not every lead will be warm and ready to engage. Many of your government leads are likely cold, requiring a strategic approach to turn them into viable opportunities. Warming up cold leads is not just about persistence; it’s about applying the right techniques to build rapport and create value. Here are four effective ways to warm up those cold government leads and increase your chances of success. Leverage Social Media Platforms…
GSA Schedules: Do You Need One and What Are Some First Steps to Take?
August 6, 2024 | Uncategorized
Understanding GSA MAS Winning government contracts can provide another sales channel to your organization. One possible strategy is to use GSA’s Multiple Award Schedule (MAS), also known as the “GSA Schedule”. However, obtaining a GSA MAS is not a guarantee of sales success; it requires strategic planning and relationship-building. The GSA MAS is a long-term governmentwide contract providing the federal government as well as state and local government buyers (for some products and services) access to commercial products and services at pre-negotiated prices. It simplifies the procurement process and offers a competitive edge to businesses by streamlining sales with government…
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