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September is Coming – Act NOW!

July 1st, 2019 (No Comments)

Believe it or not, we are ¾ of the way through the race for this fiscal year! The final quarter of the federal fiscal year is here and so is the rush to spend remaining budget. Because of budget concerns earlier in the year, agencies have been hoarding budget monies and some agencies have half […]

Getting in the Game

May 9th, 2019 (No Comments)

As a result of immense investment, nearly a decade of systems development, and sheer determination to win, isiFederal has achieved goals that I didn’t even know existed 9 1/2 years ago. Early in my federal sales pursuit, I stopped chasing bids and started chasing the people behind the bids and it has proven to be […]

7 Tips for winning in 2019…

May 9th, 2019 (No Comments)

Winning in the federal market is a matter of planning and positioning and right now your competitors have the upper hand – THAT CAN CHANGE!  You will WIN when you start injecting your company as a key player with key decision makers who spend the money.  During our 2019 Selling To the Government sessions we will […]

5 reasons 81% of contracts never hit FBO

May 9th, 2019 (No Comments)

We all hear it from Contracting Officers… “We post everything on FBO.” Do they now, or is this a convenient blow-off?  In reviewing recent market intelligence in the Shortlisted between “Qualified” businesses.  Most contracting officers that have been around a while know the companies that perform well, even more importantly, the ones who don’t. Some […]

Are you ready for the Madness?

March 3rd, 2019 (No Comments)

We are nearly half way through FY2019 and almost every federal agency is behind in spending their piece of $1.2 Trillion. If you want some, you better be in front of decision makers in the next 60 days… Contract research shows that companies that start marketing in before the end of May win 90% more […]

Rules of the Game

March 3rd, 2019 (No Comments)

Manage Your Expectations. Most, and I mean most, 80%+ of companies that attempt to get in the federal space fail within the first 12 months. Another 10%-15% fail by 18 months, leaving less than 5% surviving past 24 months.  So you can look at it as incredible risk, or you may see this as the […]

Get off the Bench

March 3rd, 2019 (No Comments)

Getting in the Game As a result of immense investment, nearly a decade of systems development, and sheer determination to win, isiFederal has achieved goals that I didn’t even know existed 9 1/2 years ago. Early on I stopped chasing bids and started chasing the people behind the bids and it has proven to be […]

Do’s and Don’ts of the 2018 Shutdown

January 3rd, 2019 (No Comments)

Don’t Target Affected Agencies The shutdown affects each agency differently. GovExec published a handy chart to show which agencies are most affects by the shutdown.  In most instances, procurement and contractors are affected at the same rate. This means you probably won’t be able to make any headway with these agencies during the shutdown. Do […]

GSA By The Numbers

December 5th, 2018 (No Comments)

The feds usually spend about $500B every year on contracts.  This year that number is nearly $1.2 Trillion and that means significant increases across all contracting vehicles – including GSA. Every sale over micro-purchase (recently increased to $10,000 max) requires some kind of competed contract vehicle to meet the requirements of the Federal Acquisition Regulations […]

MythBusting Federal Buyers

December 5th, 2018 (No Comments)

There are three major issues that I work with everyday to help break into the federal space. The first, “I don’t know who to call”. That we solve with Market Essentials. Second, “I can’t get through”. That we help with introductions and GovBrief marketing campaigns. Third, when you actually reach people they tell you… Myth […]

FY2018 Lessons Learned

October 1st, 2018 (No Comments)

Every year people call me in August with the request “Get me some of the September Money!” I say sure! For September 2019… You see, we learned a long time ago that the incumbent and proactive competitors have a HUGE advantage in September because they have been working the relationships for months and sometime years. […]

And it starts all over again…

October 1st, 2018 (No Comments)

That’s right, we are now in FY2019 and believe it or not, the budget was passed for the first time in decades. This is important because irrespective of election year politics we can all be sure of this: The feds will spend over $500 Billion in 2019 The people who had budget power will maintain […]

Happy New Year! 2019

October 1st, 2018 (No Comments)

New Year? That’s right, it is now 2019 for federal contracting as the government concluded all spending for fiscal year 2018 in a flurry of September activity.  Now the focus changes to 2019 and for the first time in decades, congress has passed the budget – a record $1.2 Trillion in spending. That means business […]

5 Tips for the Last 60 Days

August 13th, 2018 (No Comments)

This is it folks, this is what we have been preparing for! If you have been doing your job developing relationships, now is the time to really capitalize on your hard work! If you haven’t been aligning yourself with buyers since October… Tip 1 – Tap your top 100 If you have been effectively assembling […]

3 Reasons September Rocks!

July 9th, 2018 (No Comments)

Getting set-up for September right now is critical to your success.  You can’t wait until August either because buyers start to disappear because the workload increases 50%.  By September, the workload increases 200% and they are totally slammed.  What happens when they get slammed?  The companies that they know get preferential treatment… 1) Shorter Timelines […]

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