The Right Message

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 two, customizable capabilities:

1) 1 page with bullet points. This doesn’t have to be sexy, it needs to be functional. Make sure all off your contact AND contract information is on there. 3 bullet points that will resonate with that agency (look at their initiatives and your competitor’s info).

Sample Federal Capabilities

2) A multiple pager with past performance and sample SOW’s. Do this right and your communication may turn into a completely baked (that means your words copied and pasted into an RFP) opportunity.

Do this right and you will win. Do it wrong and you will waste a ton of money and time plus your competition will be banking your tax money. Now, if that doesn’t motivate you…

Find Dave

David Lowe

CEO at isiFederal
Dave works with companies by incorporating best-in-class business practices like targeting your best customer (customer segmentation intelligence), “Top-Down” sales training and sales management. He builds his practice on the principle of doing the right thing for others--all the time.

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).
Find Dave

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in Federal Contracting, Getting (and Keeping) GSA Schedules, Reaching Your Buyers by David Lowe 1 Comment
About the author: David Lowe

Dave works with companies by incorporating best-in-class business practices like targeting your best customer (customer segmentation intelligence), “Top-Down” sales training and sales management. He builds his practice on the principle of doing the right thing for others--all the time. 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).

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  1. Pingback: The Key to Effective Communication? Know Thyself--and Others

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