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𝗖𝗼𝗻𝗳𝗲𝘀𝘀𝗶𝗼𝗻…..
March 2, 2026 | Uncategorized
𝗖𝗼𝗻𝗳𝗲𝘀𝘀𝗶𝗼𝗻….. Apparently, I dominate the credit union market. I know this because I got 437 emails last week that say I’m 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 “I ❤️ Credit Unions” mug. Saying things like “Let’s circle back on your deposit growth strategy.” Using the word synergy without blinking. Actual Me is…
𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝗮𝗺𝗽𝗹𝗶𝗳𝘆 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆. 𝗜𝘁’𝘀 𝗻𝗼𝘁 𝗮 𝗿𝗲𝗽𝗹𝗮𝗰𝗲𝗺𝗲𝗻𝘁.
March 2, 2026 | Uncategorized
𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝗮𝗺𝗽𝗹𝗶𝗳𝘆 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆. 𝗜𝘁'𝘀 𝗻𝗼𝘁 𝗮 𝗿𝗲𝗽𝗹𝗮𝗰𝗲𝗺𝗲𝗻𝘁. In government sales, I’ve seen this mistake many times. “We know the agency.” “We have a great relationship.” 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 haven’t talked to in 2025.
October 14, 2025 | Uncategorized
Day 22 of 100 Moves You ever scroll through LinkedIn and think, “Wow, I haven’t talked to that person in forever” — and then keep scrolling? Don’t. Today’s move: Message three people you haven’t talked to in 2025. Not to pitch. Not to network. Just to reconnect. “Hey, you crossed my feed and made me think of that project we worked on, how’s life?” is more than enough. Because business moves fast, and it’s easy to forget the people who you’ve met along the way. Take a minute to reach out, relationships are built on gratitude, not timing. ........ 🎯Day…
Selling for Sam #003-Stay Humble. Choose Subcontracts to Start
January 23, 2025 | Uncategorized
‘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…
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…
The Skills You Need to Win with a GSA Schedule
October 2, 2024 | Uncategorized
Securing a GSA Schedule is a significant achievement for any business looking to expand in the federal market. But getting the schedule is not the end of the race, it's the beginning. Obtaining and selling on your GSA Schedules takes a combination of skills—some of which might already have, and others that you may need to improve. If you’re serious about using your GSA Schedule to grow your business, here are the critical skills you’ll need to master. 1. Obsess Over the Details If you’re going after a GSA Schedule, you’ve got to love the details—because this process thrives on…
Unlock Your Path to Winning Government Contracts: Join the Bootcamp Before It Closes!
September 12, 2024 | Uncategorized
Only 18 days left until the Government Sales Bootcamp closes! This isn't just another workshop—it's a game-changing plan that has helped our clients win over $14 billion in government contracts. Through our proven three-phase approach—Research, Strategy, and Execution—you'll learn how to craft a winning government sales plan tailored to your business. In the Research phase, we'll cover: What government sales is—and isn't How to maximize your time Key stats: 8a, SDVOSB registered vs. awarded Guidance on capabilities statements, briefs, and website optimization Value mapping and crafting a 45-second value statement Move to the Strategy phase with insights on: Identifying target…
How to Stay Motivated When Your Government Sales Plan Feels Like a Grind
September 4, 2024 | Uncategorized
Let’s be honest: while in the beginning, it may feel exciting, executing a government sales plan can feel like you’re stuck in a never-ending loop—researching contracts, writing proposals, following up with contacts, and longer sales cycles. It’s easy to lose steam, get bored, or even start questioning why you’re doing it in the first place. But here’s the thing: staying the course is vital to success in this field. So, how do you keep yourself energized and focused when the daily grind wears you down? Here are some practical ways to push through and keep your momentum strong. 1. Focus…
Top Ten Ways To Sell Without Selling
August 28, 2024 | Uncategorized
In government sales, success doesn’t come from pushing a product; it comes from positioning yourself strategically and engaging thoughtfully. Here’s how you can sell without selling by focusing on a few key principles: 1. Position Yourself as a Trusted Advisor In government sales, it's all about being seen as a trusted resource rather than just another vendor. When you establish yourself as an expert, government buyers naturally turn to you when they need solutions. Your role is to provide valuable insights, data, and expertise that align with their mission objectives—no hard sell needed. 2. Become a Problem Solver The key…
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