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๐๐ป๐ฐ๐๐บ๐ฏ๐ฒ๐ป๐๐ ๐ฑ๐ผ๐ป’๐ ๐น๐ผ๐๐ฒ ๐ฐ๐ผ๐ป๐๐ฟ๐ฎ๐ฐ๐๐ ๐ฏ๐ฒ๐ฐ๐ฎ๐๐๐ฒ ๐๐ผ๐บ๐ฒ๐ผ๐ป๐ฒ ๐๐ป๐ฑ๐ฒ๐ฟ๐ฏ๐ถ๐ฑ ๐๐ต๐ฒ๐บ.
March 2, 2026 | Uncategorized
๐๐ป๐ฐ๐๐บ๐ฏ๐ฒ๐ป๐๐ ๐ฑ๐ผ๐ป'๐ ๐น๐ผ๐๐ฒ ๐ฐ๐ผ๐ป๐๐ฟ๐ฎ๐ฐ๐๐ ๐ฏ๐ฒ๐ฐ๐ฎ๐๐๐ฒ ๐๐ผ๐บ๐ฒ๐ผ๐ป๐ฒ ๐๐ป๐ฑ๐ฒ๐ฟ๐ฏ๐ถ๐ฑ ๐๐ต๐ฒ๐บ. They lose because they got comfortable. Like a restaurant that packed the house for years and then stopped wiping down the menus. Past performance is not a personality. Relationships don't renew contracts. Value does. Meanwhile, the challenger coming for your lunch is doing their homework. They're mapping agency pain, finding the stakeholders you forgot to call, and building their position before the RFP ever sees daylight. The incumbent's biggest threat isn't the competition. It's the assumption that showing up is the same as selling. We've watched companies lose contracts they'd held for…
Busy is not the same thing as productive in government sales.
March 2, 2026 | Uncategorized
Busy is not the same thing as productive in government sales. Being busy feels good. You're broadcasting emails. You are chasing SAM notices. You are updating your website and cape statement for the fifth time this month. But let me be direct. Being busy is not the same thing as being productive. Productive is mapping your experience to agency pain. Productive is identifying who actually buys what you sell. Productive is building relationships before the RFP drops. Productive is working a focused pipeline with clear bid and no bid decisions. Activity without strategy is just noise. If your days…
๐ช๐ต๐ฎ๐ ๐ฎ๐ฐ๐๐๐ฎ๐น๐น๐ ๐๐น๐ผ๐๐ ๐ฑ๐ฒ๐ฎ๐น๐ ๐ฑ๐ผ๐๐ป ๐ถ๐ป ๐ด๐ผ๐๐ฒ๐ฟ๐ป๐บ๐ฒ๐ป๐ ๐๐ฎ๐น๐ฒ๐?
March 2, 2026 | Uncategorized
๐ช๐ต๐ฎ๐ ๐ฎ๐ฐ๐๐๐ฎ๐น๐น๐ ๐๐น๐ผ๐๐ ๐ฑ๐ฒ๐ฎ๐น๐ ๐ฑ๐ผ๐๐ป ๐ถ๐ป ๐ด๐ผ๐๐ฒ๐ฟ๐ป๐บ๐ฒ๐ป๐ ๐๐ฎ๐น๐ฒ๐? It is not the paperwork. It is not the regulations. And it is not that โthe government moves slow.โ Deals stall because companies wait too long to engage. They show up after the RFP drops. They rely on SAM searches instead of building relationships. They lead with their set aside instead of their value. They bid without understanding the buyerโs real pain. Government sales rewards those who shape early, build trust, and stay focused. If your deals keep dragging, the better question is this. Are you proactively creating demand, or reacting to…
๐ฆ๐ฐ๐ฎ๐น๐ถ๐ป๐ด ๐๐ผ๐ผ ๐ฒ๐ฎ๐ฟ๐น๐ ๐ถ๐ ๐ต๐ผ๐ ๐บ๐ผ๐๐ ๐๐ผ๐๐๐ผ๐ป ๐ณ๐ถ๐ฟ๐บ๐ ๐๐๐ฎ๐น๐น ๐ผ๐๐.
March 2, 2026 | Uncategorized
๐ฆ๐ฐ๐ฎ๐น๐ถ๐ป๐ด ๐๐ผ๐ผ ๐ฒ๐ฎ๐ฟ๐น๐ ๐ถ๐ ๐ต๐ผ๐ ๐บ๐ผ๐๐ ๐๐ผ๐๐๐ผ๐ป ๐ณ๐ถ๐ฟ๐บ๐ ๐๐๐ฎ๐น๐น ๐ผ๐๐. They win a contract and immediately add overhead. New hires. Bigger office. Expanded services. More vehicles. More everything. But they have not tightened their process. They have not built a repeatable pipeline. They have not defined a clear target market. So revenue grows for a moment, then stalls. Margins shrink. Cash gets tight. Focus disappears. In government sales, scale should follow structure, not excitement. Before you add capacity, ask yourself this. Is your growth repeatable, or are you building on a single win?
๐ ๐ผ๐๐ ๐๐ผ๐๐๐ผ๐ป ๐ฎ๐ฑ๐๐ถ๐ฐ๐ฒ ๐ถ๐ด๐ป๐ผ๐ฟ๐ฒ๐ ๐ฟ๐ฒ๐ฎ๐น๐ถ๐๐ ๐ผ๐ป ๐๐ต๐ฒ ๐ด๐ฟ๐ผ๐๐ป๐ฑ.
March 2, 2026 | Uncategorized
๐ ๐ผ๐๐ ๐๐ผ๐๐๐ผ๐ป ๐ฎ๐ฑ๐๐ถ๐ฐ๐ฒ ๐ถ๐ด๐ป๐ผ๐ฟ๐ฒ๐ ๐ฟ๐ฒ๐ฎ๐น๐ถ๐๐ ๐ผ๐ป ๐๐ต๐ฒ ๐ด๐ฟ๐ผ๐๐ป๐ฑ. You hear it all the time. โJust get your set-aside.โ โJust get on GSA.โ โJust look at SAM.โ But no one talks about the four to seven calls it takes to get one meeting. The months of shaping before an opportunity hits the street. The fact that most set-asides never win a prime contract. Real government sales are more than someone in their basement with a computer. It is disciplined research, focused targeting, and consistent execution. Before you follow the next piece of advice, ask yourself this. Could I build a commercial…
๐ฆ๐๐ฟ๐ฎ๐๐ฒ๐ด๐ ๐บ๐ฎ๐๐๐ฒ๐ฟ๐ ๐บ๐ผ๐ฟ๐ฒ ๐๐ต๐ฎ๐ป ๐ฒ๐ณ๐ณ๐ผ๐ฟ๐ ๐ถ๐ป ๐น๐ผ๐ป๐ด ๐๐ฎ๐น๐ฒ๐ ๐ฐ๐๐ฐ๐น๐ฒ๐.
March 2, 2026 | Uncategorized
๐ฆ๐๐ฟ๐ฎ๐๐ฒ๐ด๐ ๐บ๐ฎ๐๐๐ฒ๐ฟ๐ ๐บ๐ผ๐ฟ๐ฒ ๐๐ต๐ฎ๐ป ๐ฒ๐ณ๐ณ๐ผ๐ฟ๐ ๐ถ๐ป ๐น๐ผ๐ป๐ด ๐๐ฎ๐น๐ฒ๐ ๐ฐ๐๐ฐ๐น๐ฒ๐. In government sales, effort alone will not save you. More bids. More SAM searches. More capability statements. That is activity, not strategy. Long cycles reward focus. Knowing which agencies buy what you sell. Understanding how they buy it. Shaping opportunities before they hit the street. Saying no to low probability bids. You can outwork everyone and still lose if you are aiming at the wrong target. In long sales cycles, clarity beats hustle. The question is not how hard you are working. It is whether your effort is pointed in the…
๐ช๐ต๐ฎ๐ ๐ถ๐ ๐๐ต๐ฒ ๐บ๐ผ๐๐ ๐๐ฎ๐น๐๐ฎ๐ฏ๐น๐ฒ ๐ฎ๐๐๐ฒ๐ ๐ถ๐ป ๐ด๐ผ๐๐ฒ๐ฟ๐ป๐บ๐ฒ๐ป๐ ๐๐ฎ๐น๐ฒ๐?
March 2, 2026 | Uncategorized
It is not your 8a. Not your SDVOSB. Not even your GSA Schedule. More than half of set aside firms did not win a single contract last year The most valuable asset is credibility backed by proof. Clear metrics. Mapped experience. Demonstrated results that show you belong in the room. Agencies buy from firms that reduce risk. When you lead with outcomes, efficiency gains, user impact, and real performance data. You shift the conversation from status to value. Contract vehicles and set asides may make you eligible to bid. Credibility is what wins the contract. Are you leading with checking…
๐๐ผ๐ป๐ณ๐ฒ๐๐๐ถ๐ผ๐ปโฆ..
March 2, 2026 | Uncategorized
๐๐ผ๐ป๐ณ๐ฒ๐๐๐ถ๐ผ๐ปโฆ.. Apparently, I dominate the credit union market. I know this because I got 437 emails last week that say Iโm a rock star in the credit union sector. I am not. But according to the internet, I am a liquidity strategist, compliance expert, fractional CFO, and core banking thought leader. Alternate Universe Me is out there: Wearing a Suit Crushing Deposit Growth Strategy Drinking my sixth cup of coffee before 10 am in a โIย โค๏ธย Credit Unionsโ mug. Saying things like โLetโs circle back on your deposit growth strategy.โ Using the word synergy without blinking. Actual Me is…
๐ฅ๐ฒ๐น๐ฎ๐๐ถ๐ผ๐ป๐๐ต๐ถ๐ฝ๐ ๐ฎ๐บ๐ฝ๐น๐ถ๐ณ๐ ๐๐๐ฟ๐ฎ๐๐ฒ๐ด๐. ๐๐’๐ ๐ป๐ผ๐ ๐ฎ ๐ฟ๐ฒ๐ฝ๐น๐ฎ๐ฐ๐ฒ๐บ๐ฒ๐ป๐.
March 2, 2026 | Uncategorized
๐ฅ๐ฒ๐น๐ฎ๐๐ถ๐ผ๐ป๐๐ต๐ถ๐ฝ๐ ๐ฎ๐บ๐ฝ๐น๐ถ๐ณ๐ ๐๐๐ฟ๐ฎ๐๐ฒ๐ด๐. ๐๐'๐ ๐ป๐ผ๐ ๐ฎ ๐ฟ๐ฒ๐ฝ๐น๐ฎ๐ฐ๐ฒ๐บ๐ฒ๐ป๐. In government sales, Iโve seen this mistake many times. โWe know the agency.โ โWe have a great relationship.โ That is not a strategy. If you are not aligned with the right contract vehicle, the right buying office, the right timing, and the right solution to their problem, Relationships alone will not save you. But when you do have a clear strategy, Relationships accelerate everything. Access improves. Feedback sharpens. Positioning gets stronger. Strategy gives direction. Relationships increase velocity. Today, are you leading with relationships or with a strong strategy accelerated by your relationships?
Move 22: Message three people you havenโt talked to in 2025.
October 14, 2025 | Uncategorized
Day 22 of 100 Moves You ever scroll through LinkedIn and think, โWow, I havenโt talked to that person in foreverโ โ and then keep scrolling? Donโt. Todayโs move: Message three people you havenโt talked to in 2025. Not to pitch. Not to network. Just to reconnect. โHey, you crossed my feed and made me think of that project we worked on, howโs life?โ is more than enough. Because business moves fast, and itโs easy to forget the people who youโve met along the way. Take a minute to reach out, relationships are built on gratitude, not timing. ........ ๐ฏDay…
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