Secret to Winning Federal Contracts

From GOVSALESWIKI

By Matt Hankes

The game known as federal contracting is fraught with rules and regulations. The game is so complicated that it even has its very own rulebook, the Federal Acquisition Regulation (“FAR”). The FAR is a voluminous text containing enough legalese to put the lay person to sleep in a matter of minutes.

Winning the game of not about following the FAR, though. The winners of government business know the secret is in selling. Yes, selling to those with whom you have created relationships built on trust.

Many companies looking to win federal contracts spend large portions of their annual budgets on marketing, business development and capture planning. Often, these businesses are the very same companies that have not invested in one single sales person. The absence of experienced salespeople is the reason that so many businesses fail in their quest to win government business.

Read more at http://www.fedmarket.com/whitepaper_download.php?which_one=winning