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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…

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MYTH: Since the amount of goods and services the government buys is not affected by a economic downturn as private industry, the best time to begin selling to the government is during a recession.

FACT: Developing an effective government business development strategy usually takes years. Waiting until the economy is in recession to pull the trigger on a plan can doom it from the start as this strategy takes time and resources to develop….items that seem to be more scarce when the economy is in a downturn.