Midweek Summit: Five Places to Find the Metrics that Matter

June 25, 2025 | Government

On Sunday, we talked about what not to lead with in government sales and what to say instead.

But if you’re like a lot of companies, you might’ve read that and thought, “That sounds great… but where do I get those numbers?”

This week’s Midweek Summit is all about finding those metrics. Because if you want to communicate value in a way that’s credible, relevant, and clear, you need real data behind your message.

You have more metrics than you think. You just need to go looking for them.

Here are five places to start:

1. Your Customer List
   Start simple. How many customers have you worked with? Which agencies? Any repeat buyers?
   Any Fortune 500 companies?
   Turn it into: “Delivered services to 14 federal agencies across 5 departments, including VA, HHS, and GSA.”
2. Your Order or Invoice History
   Look at the volume of what’s been delivered. How many products, licenses, hours, or systems have you provided?
   Turn it into: “Deployed over 1,200 ergonomic workstations to 42 facilities nationwide.”
3. Dig Into End Users’ Websites
   You can pull powerful data from public-facing content, especially if your end users are nonprofits, hospitals, schools, or large national associations.

• How many offices or facilities do they operate in?
• How many employees do they have?
• How many people do they serve each year?

With some strategic wordsmithing, you can tie your impact to those numbers.
Example: “Our solution supports every employee across their 23 offices and enhances services for over 9,500 clients annually.”

You may not have installed something in every location but if your product supports operations or enables better service delivery, you can credibly tie it to a broader organizational impact.

4. Engage Your Internal Team
   Your front-line employees are a goldmine of insight. They often know the success stories and operational wins that leadership never hears.

• Ask your team: What’s working? What has the customer said recently? What improvements have you noticed?

• Create a quick internal survey with prompts like:
  “What’s one measurable improvement you’ve seen from our work with [Agency]?”
  “What customer feedback stands out from the last 90 days?”
  Turn their real-world experience into messaging like:
  “Helped the client eliminate 3 manual steps in their workflow, saving approximately 10 hours per week.”

5. Ask the Customer (Carefully)
   If you’ve built a solid working relationship, don’t be afraid to ask:
   “Have you seen any improvements in (specific area) since we launched this solution?”
   Just one confirmation email could turn a vague success into a quantified one you can use across your messaging.

Bottom line: You can’t communicate value if you haven’t first uncovered it.

Make it a priority this month to track down 3–5 hard metrics that demonstrate your past performance.
Once you have them, use them everywhere: capability statements, emails, LinkedIn, proposals, even oral presentations.

Because nothing builds trust with a government buyer like proof.

Need help turning your value into a message that wins?
Join our weekly group coaching sessions: https://federal-access.com/richearnest/

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If you like what you see in this article and are ready to get to work on increasing your product sales margins, click here to schedule a call with me. Let’s put together a plan that works

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