So I’m going to share a little secret with you…..

June 15, 2026 | Business Development

So I’m going to share a little secret with you…..

Not everyone who works with me wins contracts. Sometimes, nothing happens.

Here are the top three scenarios when companies don’t win contracts:

1. They don’t do the work or stay engaged consistently with strategy sessions.
2. They choose to do it a different way from what we suggest.
3. They give up shortly after starting because they don’t see quick results.

Then there are the ones who are successful:
1. They devour the information like a ravenous dog who found a box of unopened treats.
2. They take action on what they’ve learned.
3. They are relentless and don’t give up.

It happened last month.

The company gets a GSA Schedule with our help.

We provide some government sales coaching.

Client wants to accelerate learning.

We hold an on-site workshop.

Client wins first contract two weeks later, and then another one last week.

The plan works.

The plan requires hard work.

The plan requires discipline.

The plan requires you to think differently.

The plan requires patience.

The third paragraph of the first chapter of my book says, “And the truth is, government sales is tough.”

It is tough. That’s why you need a framework.

Stay strategic.

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