Worst government sales pep talk ever.

Selling to government agencies doesn’t always add up. Decisions must be made about what agencies buy what you sell, how much they buy of it, how they buy and how often. Selling to the federal government can be rather intimidating. Information barriers are enormous, the rules are confusing and solicitations are long-winded. The math is scary because there are a…

Proposal Management: Case Study

Client Relationship Overview In 2010, a leading indoor environmental quality company hired us to support their government sales efforts. They had a strong business development team – led by an engaged, enthusiastic CEO – which had developed relationships with government facility end users. They had an internal gap when it came to understanding the contracting / solicitation process with federal…

Capacity for Capture: Case Study

Client Relationship Overview A professional security services company hired us in 2010 to assist them in securing a GSA schedule and expanding their government sales efforts. The company has an extremely strong infrastructure, a highly loyal customer base, and had been successful in winning public sector business at the local, state and federal levels of government. Due to their success,…

Capacity and Capability for Capture: Case Study

Client Relationship Overview After recently deciding to diversify into government, a highly innovative order fulfillment company hired us in 2014 to serve as their government sales team. Company leadership was familiar enough with government contracting to understand the massive information barriers they would have to overcome, and chose to outsource the effort to maximize their leadership team on their core…

The importance of women-owned businesses

March is Women’s History Month, giving us the perfect excuse to recognize the importance of women-owned businesses, particularly in federal contracting. That’s right. We can tie just about any topic to government sales. Let’s start out with an acronym translator, required in government-land: • WOSB = Woman Owned Small Business • EDWOSB = Economically Disadvantaged Woman Owned Small Business •…