765.293.4980
Selling to Sam #005 – Walking into a conference without prep is like taking a test without studying—don’t be Dash
February 6, 2025 | Comic Strip
Special Update: How the New Administration is Shaping Government Sales
February 6, 2025 | Government
A new administration always brings a wave of changes—executive orders flying, policies shifting, and plenty of noise about what’s coming next. But this one? This one feels like a whole different level of chaos. In terms of sheer turbulence, it’s shaping up to be one of the most unpredictable transitions we’ve seen in our lifetime. Some agencies are getting dismantled piece by piece, and contracts tied to DEI initiatives are being terminated. There’s no doubt that some parts of the federal market are seeing disruption—but that doesn’t mean opportunity has dried up. In fact, if you compare the last 16…
8 Objectives for a Successful Business Conference
February 4, 2025 | Communication, Government
Navigating industry conferences, especially in government contracting, requires a blend of strategic planning, active participation, and timely follow-ups. Here's how to maximize your experience from start to finish. Pre-Conference Planning Ensure Key Buyers are Attending: Research the list of attendees. If the primary buyers of your products or services are present, your attendance becomes even more crucial. Secure Meetings in Advance: Identify people you want to meet or prospects you may want to target and include other team members in this search. Ask other attendees if they would like to meet for coffee at the conference. Having scheduled meetings better…
Selling to Sam #004 – Finn’s latest scheme? A shortcut straight to government contracting failure.
January 30, 2025 | Comic Strip
6 Key Areas to Communicate Value Providing Professional Services
January 28, 2025 | Government
When it comes to selling professional services, communicating value is everything. Prospects and government buyers must see clear, quantifiable proof of your impact and capabilities. The challenge? Many businesses struggle to effectively convey their value in a way that resonates. If you're aiming to stand out and secure contracts, you need to communicate your value in measurable, meaningful terms. Here are six key areas to focus on: 1. Number of Customers Nothing speaks louder than numbers. Showcasing the number of customers you've served helps establish credibility and demonstrates experience. Whether it's dozens or thousands, these figures reinforce trust and reliability.…
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…
« Previous Page — Next Page »
