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Adding more SINs to fix a sales problem is like buying a bigger fishing net when you haven’t put your smaller net in the lake you’re already standing in.
March 3, 2026 | Business Development
Picture it. You're standing knee deep in a lake. Fish everywhere. You've got a perfectly good net in your hands. But instead of putting it in the water, you're just standing there. Waiting. Hoping the fish figure out what you're selling and swim directly into your hands. They don't. So your solution is to buy a bigger net. That's exactly what happened on a call last week. A prospect wanted to add SINs to their GSA Schedule. Here's where they stood: $0 in Schedule sales. Base year expiring in less than 12 months. Zero wins in the SINs they already…
Growth hides a broken process until it doesn’t.
February 17, 2026 | Business Development, Focus
Growth hides a broken process until it doesn’t. Early on, revenue can cover a lot of flaws. Loose qualification. No bid strategy. Inconsistent follow up. Pricing done on the fly. It works when volume is low and the founder is involved in everything. But as you scale, cracks start to show. Missed deadlines. Thin margins. Unpredictable wins. A pipeline that looks full but does not convert. Long term, growth doesn’t fix broken processes. It actually shines a light on the issues we need to address. If your revenue feels harder to win than it should, the issue may not be…
You do not have a pipeline problem. You have a focus problem.
February 13, 2026 | Business Development, Focus
You do not have a pipeline problem. You have a focus problem. Every week I hear it. “We need more opportunities.” No, you don’t. You need fewer targets and better discipline. If you are chasing five agencies, three contract vehicles, random SAM posts, and every shiny RFP that drops, you are not building a pipeline. You are creating noise. Government sales rewards precision. Who buys what you sell? How do they buy it? When do they buy it? Pick your lane. Map your value. Go deep. A scattered strategy creates a starving pipeline. Focused execution creates momentum. Where are you…
Conferences go beyond the agenda.
February 10, 2026 | Business Development
Conferences go beyond the schedule. In government sales, they start weeks before registration opens. They end long after the last booth comes down. Winning in government sales starts with research. -Speakers. -Exhibitors. -Agencies. -Prime contractors. -Social media conversations. It starts with posting that you are attending, exhibiting, or speaking.. It starts with at least three meetings scheduled before you arrive. It starts with a prioritized list of booths to visit. It starts with a plan to collect business cards and enter every contact into your CRM. Then the conference ends and the work begins. -Follow up calls. -Follow up emails. -LinkedIn…
If Suffering is Part of Your Strategy, Something’s Broken
February 9, 2026 | Business Development, Leadership, Time Management
If Suffering is Part of Your Strategy, Something's Broken Don’t confuse this with discomfort. Discomfort is normal in government sales. Cold outreach. Learning a new agency. Walking into your first conference solo. Presenting to a contracting officer who has zero patience. That’s growth. Suffering is different. Suffering looks like this: 60 to 80 hour weeks Proposal after proposal with no lift. Back-to-back conferences. Constant travel. Client meetings stacked on top of each other. Contract startups that never seem to stabilize. And after months of it… nothing changes. Same pipeline stress. Same revenue pressure. Same fire drills. That’s not grinding. That’s…
What is the most valuable asset in government sales?
February 6, 2026 | Business Development
Here are the top five most valuable assets in government sales: 5. Process 4. Proposal Team 3. Past Performance 2. Perceived Value 1. Competitive Intelligence Five through two can shift based on a company's situation. Number one remains. Where are relationships? It's implied. The best competitive intelligence requires relationships. The best competitive intelligence comes from 80% human sources. Less than 20% publicly available. How are you cultivating your most valuable asset? Which one do you think is missing? …… Think someone would benefit from this content? Forward this message to them and have them sign up below! https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter
Unlock More Product Sales with These 4 Tactics and Strategies
April 2, 2025 | Business Development, Government
It’s easy to fall into the trap. You’ve got your SDVOSB or HUBZone certification, your SAM registration is active, and a brand name RFQ hits your inbox. You scramble to get a quote from the manufacturer and submit a bid. You’re excited—maybe this is your first win. But here’s the truth: if you’re chasing bids without a strategy, you’re just guessing—and in most cases, you’re giving up your margin just to be in the game. Winning product sales in the government space takes more than luck. It takes preparation, positioning, and knowing how to use the rules to your…
Seven Essential Strategies to Boost Government Sales Conversion Rates
May 17, 2024 | Business Development, Government
Image made in Canva Sales in any industry present unique challenges and opportunities. Certain strategies can give you an edge when selling to the federal government. In this article, we will explore seven proven tips for developing a successful sales strategy that stands out in this competitive landscape. 1. Find Out Who Buys What You Sell While sales are sales, a few things about sales to the Federal government are unique. One of those things is customer data is public record. So this means you can get a very good idea of which agency buys what you sell, which contracting…
The Shortest Game Plan Newsletter to Date
March 14, 2024 | Business Development, Self Help
Image made in Canva In this world of government sales, especially in the beginning, we must ensure we cheer others on. We can’t compare our success to others' success. We all have your game plan to win. Your path to winning will be different from others.. Here’s how I generally measure my overall progress. Self-awareness is critical with all of these. Did I do my absolute best? Was I true to myself? Did I lift others up along the way? Am I still an awesome husband and father to my family? The last one is crucial for me. If I…
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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