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: Government agencies always award contracts based on price alone. Lowest price always wins.

FACT: While some contracts are awarded to the lowest bidder, government agencies also make awards based on the best value which includes trade-offs between the ability to perform the work, quality, past performance, and price.