So You Have Decided to Enter the Federal Market, Now What

From GOVSALESWIKI

By Richard White

During the sales process, sell the customer what they want, not what they need. Sell them what they need through contract modifications if what they want doesn’t turn out to be a full solution. Various authors on selling services emphasize that customers will choose those with whom they are most familiar and satisfied and will choose the path that offers the least risk. This is particularly true in the federal market. The career advancement and compensation of a federal servant depend on the performance of their contractors. The federal buyer and contracting officer are not interested in your company - they are interested in themselves and their problem. They will not look to make a superior choice. They merely want to avoid making a bad one.

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