The Game Plan

For newcomers to government sales, a common strategy involves the following

• registering on SAM
• obtaining a socioeconomic designation such as SDVOSB.
• searching for bids on SAM.

Unfortunately, this approach often leads to frustration, as very few contracts are awarded through this method alone. The reality is that only one in ten government contract dollars are competed on SAM, and this doesn’t include purchases made under the micropurchase threshold. Relying solely on SAM to build a company’s sales pipeline isn’t enough. Contracting officers rarely award contracts to companies with no government past performance or to businesses they don’t know. Finally, in this market, leading with your small-business status is a weak strategy.

The Cure: The ECG Government Sales Game Plan

Our proven system addresses these challenges with the strategy and tools needed to navigate government sales effectively. The Game Plan is built around three core phases:

Phase 1: Research

• Identify which agencies buy what you sell and how they procure it.
• Map out your value proposition to effectively communicate your differentiation.
• Optimize your marketing materials for government buyers.

Phase 2: Strategy

• Establish a structured sales pipeline using a CRM to track opportunities.
• Develop a sound bid/no-bid decision framework to avoid wasted effort.
• Learn how to approach and engage buyers strategically.
• Identify and vet potential teaming partners to enhance your capabilities.

Phase 3: Execution

• Implement outreach techniques with proven scripts, templates, and guides.
• Leverage best practices for follow-ups and relationship-building.
• Execute a consistent, repeatable government sales process that aligns with how agencies buy.

How We Deliver the Game Plan

The ECG Government Sales Game Plan can be tailored to your business needs through:

• Advisory Services – One-on-one coaching and strategic guidance.
• Consulting Engagements – Customized support for your specific sales strategy.
• Training Programs – Structured courses and workshops to build internal expertise.

Grab a time on our calendar to learn more by clicking here.