Winning Federal Business Takes More Than A Registration at SAM.gov and a GSA Schedule
Eileen Kent
Federal Sales Guide/Senior Executive who Builds Industry Intel & Customized Winning Federal Sales Action Plans for Contractors through her ‘Three-Step Program.’ Over 10,000 people and 350 companies trained since 2002.
Many businesses are enticed to approach the federal government for business because they are told by the experts at the Small Business Administration, Procurement Technical Assistance Centers, Consultants, GSA, Agency Small Business Specialists and their local Politicians that they actually have a chance at opportunities because there are millions, if not billions of dollars in business in this marketplace.
And there is......BUT....You need certain puzzle pieces and the expertise to put it all together before you actually win a bid. That takes time, money and resources.
1. Proper Certifications and Registrations
2. Truthful Market Intelligence from the Contracting Database blended with Field Intelligence Gathered by the Team and Deciphered by an Expert who Can Put it Into Plain English.
3. Training for the Entire Team on How to Win Federal Contracts
4. A Web Presence, Capabilities Statement and Capabilities Briefing
5. A Sales Team - Or - at Least A Sales Person with an Action Plan
6. A Proposal Team - Or at Least A Proposal Writer With a Strong Understanding of When to Bid - and When to Pass.
7. A Contracting Vehicle or Small Business Set Aside - or - Both
8. Several Teaming Partners
9. Strong Back-Office for Contract Management and Accounting
10. Outstanding Delivery and Professional Onsite Team Members
11. Reporting System to Track Opportunities and Manage Sales Intelligence
12. Open Communications and a Clear Understanding of the Company's Direction - In other words, someone putting the puzzle pieces together making sure everything fits.
If you've been approached by anyone who says it's easy to win federal business, they've never sold to the federal government. It takes 12-24 months to win your first substantial opportunity.
If you do it right, however, the federal customer is the best customer you'll ever have and once you get your company's formula or puzzle solved, then you'll know what it takes to win again, and again and again.
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Eileen Kent is the Federal Sales Sherpa. For more information on her one-on-one services for companies ready to make a commitment of 12-24 months into the marketplace and to invest in the team's market intelligence, sales training with an action plan, she stands ready to serve at 312-636-5381.
Federal Sales Guide/Senior Executive who Builds Industry Intel & Customized Winning Federal Sales Action Plans for Contractors through her ‘Three-Step Program.’ Over 10,000 people and 350 companies trained since 2002.
8yDear fellow federal sales, proposal writing and training consultants: Feel free to share with your network or feel free to provide advice here, but no commercials. Your commercials and links to your training, products, services belong on your posts that you take the time to write and I'll be happy to share them with my network. Thank you! Eileen
Want to thrive in the Federal Construction Market? Call (512) 750-2677
8yThe Shortcut to Getting Federal Contracts. WHAT READERS NEED TO KNOW: A full response to the above - Join Federal Construction Professionals and read it here: https://goo.gl/XPDo7b