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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…
Sprint to the Finish Line: 8 Ways to End 2024 Strong
December 5, 2024 | Self Help
As we approach the final stretch of the year, it’s time to decide: will you coast to the finish line or sprint your way to success? Let me share a story and some actionable insights to inspire you to make these last weeks count. In 1997, I was part of a massive Christmas Show at Purdue University—a campus tradition since 1933. Over three days, we performed six shows for six different audiences, all while juggling full academic schedules. Rehearsals consumed 30+ hours a week, including "dead week," the week before finals, when most students were focused solely on academics. It…
From the Exciting to the Daily Grind: 7 Ways to Overcome Post-Conference Blues
November 26, 2024 | Communication, Government
Conferences can be electric—especially in a city like New Orleans, where the SAME Small Business Conference was held last week. With over 6000 attendees, you dive into engaging sessions, forge meaningful connections, savor the local cuisine, and leave buzzing with inspiration. But when the last beignet is eaten, and the lanyard comes off, you’re back to reality: catching up on missed work, processing a whirlwind of new ideas, and grappling with a nagging feeling that you’re not doing enough to maximize the experience. On top of all that, the week back was shortened due to the Thanksgiving holiday. Welcome to…
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…
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