Learn to Play the Federal Sales Game Like an Insider
From GOVSALESWIKI
Installment [ 64 ]
Learn to Play the Federal Sales Game Like an Insider
By Richard White
How do you play a game where the rules are stacked in favor of insiders? Learn to stack the deck for yourself or don’t play.
Playing in the federal market is a game in the same sense that selling in the commercial market is a game. To play successfully you must study the written rules, figure out the unwritten strategies, get burned a few times, and win a few times. This takes time, money, and patience.
Let’s assume that you are a commercial company or a start-up and you have decided to enter the federal market. First, you should determine whether your company is willing to make the required investment in a full-time federal salesperson. Federal sales people need to immerse themselves in the sales process to learn the rules of the game. Then ask yourself if you have the patience to wait 6 months or more for that salesperson to produce revenue.
Corporate management must understand that it cannot dump a federal sales initiative on an overworked commercial sales staff and expect results. Although it is possible for an owner or principal of a small business to handle a company’s federal sales program, don’t fool yourself into thinking that a significant investment commensurate with your company size isn’t required. The person tasked with federal sales cannot dabble part-time in the endeavor and think that results will magically materialize.
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A GSA Proposal Solution Designed Specifically for Small Businesses
GSA Schedules eLab - Develop your GSA proposal in 3 days at our eLab. Fedmarket provides you with a Request for Information (RFI) prior to your arrival at our eLab. You are instructed to bring the requested corporate data with you to the course. Attendees should, with the assistance of our GSA staff, complete their GSA offer prior to the end of the eLab’s third day. Many attendees complete the process and leave with a completed proposal within two working days. If you are unfamiliar with the proposal process, the GSA eLab is the solution for you. The GSA eLab is offered monthly at the Federal Sales Academy in Bethesda, Maryland. Read more...
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Federal Sales 101: Winning Government Business
Participating in the federal sales game can be an extremely frustrating and overwhelming endeavor. Chasing down leads often turns into an exercise in trying to negotiate your way through a maze with many, many dead ends. Our seminar "Federal Sales 101: Winning Government Business" will put managers and sales people on the right path to establishing immediate relationships and closing government business. The seminar is led by Federal Sales Academy Director and "On the Sales Firing Line" columnist, Eileen Kent. Read more...
Sign-up today for the next "Federal Sales 101: Winning Government Business" class!
To learn more about this seminar, call 866-519-4482, Ext. 110 for assistance.
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