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Free Webinar TOMORROW: Selling on a GSA Schedule
November 30, 2022 | Business Development, Government
In my early years as a government contractor, my company was continually contacted by businesses wanting me to hire them to obtain a GSA Contract Schedule. We chose not to because our line of business kept us very busy. These sales pitches always included the following: Over X amount of dollars (in the billions) are bought on a GSA Schedule every year! Having a GSA Schedule will allow buyers to come to you since you will be listed on GSAAdvantage and GSAElibrary. The only thing standing between you and ultimate government contracting success is a GSA Schedule. See a theme…
When’s The Best Time To Start Your Government Business Strategy?
November 23, 2022 | Business Development, Government
Photo by Jess Bailey Designs: https://www.pexels.com/photo/close-up-photo-of-yearly-planner-beside-a-pen-1558691/ People have often asked me when is the best time to begin your government business strategy. My answer is always, "yesterday." They often get annoyed with this answer–and I understand why. It’s annoying and unhelpful–even if it is true! So, instead of giving you a sarcastic answer, I’ll share some data: Almost $4.5T in federal government spending was obligated in 2022 The most (27.1% of what was spent in FY22) was spent in the 4th quarter (July-Sep) The quarter with the least amount (23.9%) of activity was Q2 (January - March) This seems to…
RFQ’s and RFP’s : The First Steps to Ensuring Success
November 17, 2022 | Business Development, Government
Photo by Christina Morillo: https://www.pexels.com/photo/person-typing-on-a-laptop-1181208/ If you want to do business with the federal government, it's critical to understand the ins and outs of RFPs. In my work with my clients, I have learned tips to make the process more efficient and effective while also learning a bit about what doesn't work. This article will share a few of these and will especially help people who have very little experience reading or responding to an RFQ/RFP Here are a few of the most important considerations. First Things First When I receive an RFP, I first search the document for two…
Determination Beats Motivation
October 26, 2022 | Business Development, Government
Photo by cottonbro: https://www.pexels.com/photo/person-holding-pen-and-checking-calendar-on-tablet-5053733/ “It never gets easier. What happens is you become someone that handles hard stuff better.” - Duke Women’s Basketball Coach Kara Lawson If there were one thing I could tell my 20-year-old self, it would be this: things will never get easier, so you need to work harder at dealing with difficult things. Some people have passion and drive that are strong enough to continually motivate them to work toward their goals. Most of us, however, face challenges in staying focused--and if we want to reach our goals, we need to guard against the times when…
What NOT To Do When Launching Your Government Business Strategy
October 19, 2022 | Business Development, Government
When you’re planning to do business with the government, it’s important to focus your efforts on things that will move you forward without unnecessarily draining your resources. Here, then, are some things to avoid: 1. Companies that claim to help you register for SAM. If you search the phrase “SAM registration” you’ll find dozens of companies that will offer to help. Don’t fall for it. The only place you can register directly is SAM.gov. Any domain name ending in “.com,” “.org,” and “.us” is not an official site. Another dead giveaway are ads, not organic search results. The government does…
Defense Health Agency Announces Competitive Plans Demonstration Project
October 12, 2022 | Business Development, Government
The Defense Health Agency (DHA) was created as a subagency of the Department of Defense in 2013. The agency's key responsibilities include managing Military Treatment Facilities (MTFs) and administering TRICARE health plans. The 2021 National Defense Authorization Act (NDAA) directed DHA to increase opportunities for beneficiary choice and competition, improve quality, and lower overall expenses. The legislation directs DHA to conduct pilot programs, including Competitive Plan Demonstrations (CPDs). CPDs will create contract opportunities for local providers in 23 specific market areas within the following states: Alabama California Connecticut Delaware Florida Georgia Louisiana Maryland Massachusetts New Jersey North Carolina Tennessee Texas…
Make Your Government Sales “New Year’s Resolutions” Now
October 4, 2022 | Business Development, Government
Photo by Kelly Sikkema on Unsplash In the world of government sales, the New Year starts on October 1. While you might be tempted to plan your government sales strategy based on a calendar year, I recommend making your “resolutions” now. You’ll have a three-month head start on your goals--and you’ll be much more likely to reach them. First, I want to disclaim that I’m not a fan of the word “resolution.” It’s defined as “a firm decision to do something,” but that doesn’t infer any commitment to action. Instead, I’m going to use the word “pledge,” which means “a solemn promise or…
How “Automatic Thinking” Can Impact Your Government Sales Strategy
September 28, 2022 | Business Development, Government
Photo by Andrea Piacquadio: https://www.pexels.com/photo/photo-of-man-holding-black-eyeglasses-3760137/ I recently read about a phenomenon called “automatic thinking.” If you’ve ever heard the old adage “to a carpenter, everything looks like a nail,” you won’t be surprised to learn that it reminded me of doing business with the government. (What can I say? I think about work even when I’m not working.) First, let’s define automatic thinking: and it’s best understood through an example. Consider the thoughts you may have after someone looks at you “the wrong way.” You might race down the rabbit hole. “They’re angry at me,” “They don’t like me,” etc.…
Acquiring a Company That Has Government Contracts? Here Are Some Things to Consider.
September 15, 2022 | Business Development, Government
Photo by MART PRODUCTION: https://www.pexels.com/photo/a-woman-in-black-suit-jacket-holding-a-poster-7414907/ One way to begin doing business with the government is to develop a strategy focusing on propensity data (who buys what you sell and how they buy it) and begin the process of building relationships with government buyers and teaming partners. Another strategy is to simply purchase a company that currently has those relationships and past success in generating business from the federal government. I have experience with the latter approach as a consultant and--even more importantly--as someone whose company was sold about ten years ago. Personally, it was one of the best decisions I…
My Business Coaching Practice: How I Can Help You Succeed
September 7, 2022 | Business Development, Government
Photo by Lisha Dunlap: https://www.pexels.com/photo/a-coach-looking-his-soccer-players-7611541/ I’ve observed plenty of good coaches, and some not-so-good ones, over the years both as the one being coached and the dad of kids being coached. What I’ve learned can be summarized in one simple truth: a great coach helps his players believe they’re more capable than they think and uses his or her experience to bring out their best. How they do this can vary, but it all comes down to the right balance of teaching, encouragement, and accountability. As a business coach, this is the same approach I take with my clients. I…
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MYTH: Doing business with the government does not rely on relationships and does not require any marketing. All that is required finding opportunities on web sites and responding with quotes/proposals.
FACT: Having great relationships with government end users can provide more opportunities beyond RFQs/RFPs posted to government web sites. Some opportunities do not even require the government put it out for a competitive bid process so knowing someone could present more chances to do business. Furthermore, relationships also help build positive past performance history which is critical to winning future opportunities.
