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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 […]
Winning Federal Contracts BuildExpo Los Angeles The federal government spends over $500 billion per year and is spending that money with your competition. Do you think you can compete? If you expect to win federal contracts, you’re going to need to differentiate yourself from your competition, market to key decision-makers and get them to stop […]
Marketing that Wins Federal Contracts BuildExpo Los Angeles The federal government spends over $500 billion per year and is spending that money with your competition. Do you think you can compete? If you expect to win federal contracts, you’re going to need to differentiate yourself from your competition, market to key decision-makers and get them […]
Doing Business with FEMA (Federal Emergency Management Agency) BuildExpo Los Angeles Due to natural disasters, over $80 billion has been added to the fiscal year 2018 and 2019 federal budget. Registering and marketing to FEMA is essential to establishing your company as a FEMA resource. Dave Lowe, CEO of isiFederal, provided three presentations for the […]
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…
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. […]
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 […]
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 […]
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…
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 […]
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 […]
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 […]
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 […]
For those who are in the Green Business… The GSA is looking for comments on Green Building Certifications. Here is the link: https://www.federalregister.gov/articles/2013/02/05/2013-02408/sequence-24-findings-of-the-eisa-436h-ad-hoc-review-group-on-green-building-certification-systems?goback=%2Egmp_2669591%2Egde_2669591_member_222434245 , 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 […]
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 […]
