The Game Plan

For newcomers to government sales, a typical strategy looks like registering on SAM, getting a designated set-aside status like SDVOSB, and then looking for bids on SAM. This strategy usually results in aspiring contractors being very disappointed with very few, if any, contract awards. The issue with this strategy is that about one out of 10 dollar obligations ever make it to SAM as a competitive solicitation. This also doesn’t count all purchases made under the micropurchase threshold. Relying on SAM alone to fill the company’s sales pipeline won’t cut it. Government contracting officers rarely buy from people who neither have any government past performance nor with someone they don’t know.

What is the cure for these issues? The ECG Sales Game Plan.

Here are the elements of the game plan:

Our game plan can be provided in an advisory, consulting, or training platform.

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MYTH: Providing goods and services to the government means you have to wait forever to get paid.

FACT: Many government contracts are subject to the Prompt Payment Act which was enacted to ensure the federal government makes timely payments. Bills are to be paid within 30 days after receipt and acceptance of goods/services or after receipt of an invoice whichever is last. If a timely payment is not made, interest should be automatically paid.