Posts by The JetCo Solutions Team
Grand Rapids Business Journal Contributing Article – Government Sales for Newbies
Government sales can be compared to riding a roller coaster. It can be an up and down range of emotions of excitement, confusion, intimidation, fright and frustration all in the same moment. These stages and abrupt changes of emotions is what JetCo often refers to as the phases of new government sales.
Continue ReadingGovernment Registrations
Decided to sell to government agencies? Once you know your target agencies (federal, state, local, etc.), take the time to complete any registrations required. These registrations serve many purposes, and…
Continue ReadingBe the Giraffelope: How to Stand Out in Your Government Proposals
It is sunrise on the Serengeti. Your expedition has been delightful up until this point. You have viewed lions, elephants, giraffes, and antelopes in addition to the vast, breathtaking endless…
Continue ReadingCompetition is good….really
Smart business owners think about their competition. Some might ponder on it from time to time, wonder what their competitors are up to, yet never really dig deep. For others,…
Continue ReadingAre You a Winner?: How to Measure a Win in the World of Government Contracting, Part II
It is time for more bid tough love. Bids take a lot of time to prepare if you are doing it well. Even a seemingly simple federal response will consume…
Continue ReadingAre You a Winner?: How to Measure a Win in the World of Government Contracting, Part I
You are a winner. You are driven. And now, you are sitting in front of your company issued laptop preparing to once again write the best government contract bid response…
Continue ReadingWorst 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…
Continue ReadingCase Study: Environmental Quality Company
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 agencies, and with developing a cohesive bid response for complex bid opportunities.
Continue ReadingCase Study: Professional Security Services Company
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, they were at capacity for additional capture and proposal management.
Continue ReadingCase Study: Order Fulfillment Company
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 functions.
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