Home » Archives by: David Lowe

Working with the Government Shutdown

January 22nd, 2018 (No Comments)

It is hard enough to sell to the government, now we have to deal with uncertainties like the threat of, or in this case, a shutdown.  Even so, we can use negative situations like this to empathise and connect with our prospects.  This morning we addresses this in our Federal BD Monday Roundtable session…  

Change is in the Air

April 14th, 2015 (No Comments)

January 15th Dan Tangherlini announced that he will be leaving GSA effective February 13, 2014. Denise Turner Roth will assume the responsibility of Acting Administrator as President Obama works to fill the position permanently. What can we learn from this change? Exactly that, change is inevitable and we have to learn to live with it. […]

How to Get Just About ANYONE to Refer You

July 8th, 2014 (No Comments)

Depending on the culture of an organization, some people will never give out any names. You probably already know this and you probably already know how difficult it can make things, especially when you’re just starting out. Manufacturing referrals is a process you can use, no matter what your business is, to get to who […]

GSA by the Numbers

January 9th, 2014 (1 Comment)

The 2013 GSA sales numbers were finally released in late December.  After hovering around the $38B, GSA sales have declined below the $35B mark.  The fact is, GSA sales have been declining for the past 3 years and are expected to continue declining due to several areas that affect the federal marketplace. Certainly the federal […]

Why 80% of GSA Schedule Holders Fail

August 21st, 2013 (1 Comment)

I recently sent out an update from a Driving GSA Sales webinar session and I received a response from a gentleman that makes sense to share with everyone.  Here was my update and the ensuing response…

GSA OASIS Roundtable

April 9th, 2013 (No Comments)

  Friday March 29th 2013, GSA released the much anticipated OASIS (One Acquisition Solution for Integrated Services) Draft RFP.  The files can be downloaded directly from FBO: OASIS_RFI Full and Open w/50% Small Business Comittment OASIS_SB_RFI 100% Small Business Set-Aside Response Date:  Apr 29, 2013 11:59 pm Eastern Thursday 4/11 at 1PM EST there will […]

Making sense of Federal Alphabet SEWP

April 5th, 2013 (1 Comment)

When you start diving into selling to the federal government you are immediately confronted with funky acronyms- and they never stop!  It’s almost as if you have to develop an acronym to be considered a real program. Some of them are pretty funny too like the irony of the National Oceanic and Atmospheric Administration being […]

Identify Your REAL Position

March 25th, 2013 (No Comments)

Have you read Strategic Selling by Miller Heiman?  This book and process helps you understand complex sales and how to gauge your position in an account. By using red flags for everything that you don’t know, you can gain insight on how to move your company into a better position in a given opportunity.  Whether […]

Getting Ahead of the RFP

March 19th, 2013 (No Comments)

Positioning for an opportunity starts months, sometimes years before an opportunity reaches the RFP stage.  By the time something hits Fed Biz Ops, it is too late.  You need to be in front of the right people with the right message early so they know you are serious about competing for the business.  There are […]

GSA is looking for comments on Green Building Certifications

March 15th, 2013 (No Comments)

For those who are in the Green Business… The GSA is looking for comments on Green Building Certifications. Here is the link: , on the right side of the page there is a “Submit a Formal Comment” button. Green initiatives cover just about every area of federal government and almost any technology or service can […]

3 Ways to Leverage Sequestration

March 14th, 2013 (No Comments)

Unless you are living under a rather large rock, you have been pummeled with sequestration hype. Here is the thing… The Federal government is not closing down and even with cuts, this coming summer and especially September will likely be a record setting months for GSA sales. Why? Think about it. Say they need to […]

Countdown to September

March 13th, 2013 (No Comments)

September, 30 2013 is a Monday and at 11:59PM Hawaiian time, the last order against the 2013 budget will be placed. Why are we talking about this now? Because if you are not positioning yourself for this day right now, you will miss out. You need to have your company in front of key decision […]

The Right Message

March 7th, 2013 (1 Comment)

The message that sells, specifically – your message that sells – needs to be formulated around your customer. This is critical because a lot of buyers, especially contracting officers really don’t care how good you are at what you do. A key way to get your message across is in your capabilities statements. I recommend […]

Dynamic Webinars

March 4th, 2013 (No Comments)

You know, sometimes something just flat works and this past month I was involved in two of the best webinars ever… The first was a super smash with Mr. Breakthrough Umar Hameed where we dove into what inhibits our federal sales concentrating on our belief structure and what we unknowingly project to our prospects. I […]

Establishing Effective KPI’s

March 4th, 2013 (No Comments)

The federal space is a long term sales cycle and it will take time and dedicated effort to reach your sales goals. You need to know what success looks like before you start making money in your expansion efforts. Let’s say your isiFederal intelligence reveals 500 buyers for what you sell. Our goal is usually […]

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