Every day I am asked about key contacts in specific industries. Why? Because there are over 80,000 federal buyers with authority to purchase and there are probably a few hundred that purchase what you sell on a regular basis. Your proactive efforts should be focused on key contacts that are in line with your capabilities and past performance.
When we started isiFederal, it was critical to me that we be able to identify high probability targets. Sure, you can track an opportunity but that can take up to 5 years before that comes around again with that buyer. What about the other 25,000 or contracts that will be executed in that time period? Who handles those? How can you find them?
Great questions. The answer revolves around power. Power is money and budget is king. Nobody in DC or anywhere in the federal government wants to lose a dime of budget. It is clear in year end use it or lose it spending and it is evident in the contracts that you want to compete for. If the agency spent $100 Million last year, they will do it again this year and who do you think will be spending that money? That’s right, the same people as last year.
We have developed an advanced intelligence that sifts through the contract information and compiles a complete report of information that is pertinent for your company. Most importantly we cross reference the contracts with the contacts responsible. This gives us the contacts in context with your company’s strengths and capabilities. Here is a sample of what we have done, see what you think…
Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).