Home » Archives by: David Lowe

The Right Message

March 7th, 2013 (No Comments)

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 […]

It’s All About The Right People…

February 28th, 2013 (No Comments)

No matter what, if you want to be successful, you better be in front of the right people at the right time with the right message. Embedded in this statement are all the components of your federal strategy. Most federal contractors know a few of the right people but have no idea how to identify […]


February 28th, 2013 (No Comments)

If I have talked about sequestration once over the past few days, it has been a hundred times. Everyone–workers, contractors, politicians–is asking what I think is going to happen. Of course, I have no idea. But since I don’t think anyone inside the beltway has the ability to think rationally or use common sense, I […]

Myth: If I monitor my primary NAICS I will find winnable opportunities.

February 22nd, 2013 (No Comments)

We have been working through the sample intelligence, to download, click the following links: Market Intelligence Overview Video- 3 Min 44 Sec STEALTH Tactical Intelligence – SAMPLE EXCEL.xlsx STEALTH Tactical Intelligence – SAMPLE.pdf So, you are monitoring NAICS for your company right?  Well, it is a virtual certainty that you are missing some really lucrative opportunities.  […]

Myth: There is too much competition in the federal market

February 21st, 2013 (No Comments)

Well, if you are only considering the 4.5% of opportunities that hit FedBizOpps, you are correct. However, the rest of the 2.6 million contracts tell a significantly different story… Take a moment to view the video and download these samples: Market Intelligence Overview Video- 3 Min 44 Sec STEALTH Tactical Intelligence – SAMPLE EXCEL.xlsx STEALTH Tactical […]

Myth: FedBizOpps is the Best Place to Find New Opportunities

February 20th, 2013 (1 Comment)

If you go to you will find around 19,000 opportunities. Huge, right? Look closer… those 19,000 are categorized in one of the following: Presolicitation, Combines Synopsis Solicitation, Sources Sought, Modification, Sale of Surplus Property, Special Notice, Foreign Government Standard, Award Notice, Justification and Approval, Intent to Bundle Requirements. If you search all opportunities in […]

The Psychology of the Federal Sale

February 18th, 2013 (No Comments)

The Psychology of the Federal Sale Every single thing you do is advancing (or not advancing) a sale. Maybe it is selling the meeting, a follow-up or your actual product or service. The important thing to know is where you are relative to your buyer’s buying motives. Think about the federal buyer for a moment… […]

Key Contacts

February 12th, 2013 (No Comments)

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 […]

Federal Opportunity Databases & Feeders

February 11th, 2013 (No Comments)

We are all looking for ways to get ahead of the RFP and not be reactive to bids and opportunity databases can help us know what contracts are expiring and give us enough time to get in front of the key decision makers often a year or two in advance of the recompete. Recently I […]

Federal Buyer Survey

February 6th, 2013 (No Comments)

        Federal Buyer Survey There are many things that affect the federal sales process. Tell us what you think of federal buyers and we will review the answers in our "How To Go Federal" Webinar series every 2nd Tuesday. We break these down so we can help you get to key decision makers and influence […]

Disaster Preparedness and Recovery

July 6th, 2012 (No Comments)

Last Friday, a storm blew through Maryland with 80 mile an hour winds and several inches of rain.  Unlike any storm I have seen, the lighting was almost constant and the trees were being bent and twisted so much so that we lost several stout oak trees and branches were strewn all over the place.  […]

Understanding the September Buying Frenzy

July 5th, 2012 (No Comments)

No matter what the federal budgeteers are doing, a lot of money will be spent in the next 90 days.  In fact, almost 20% of federal spendng will occur in 1 month – September.  That is nearly $100 Billion – all in a single month. Why does this happen? The federal budget is allocated and […]

Chinks in the Armor: Hitting Your Competition Where It Hurts

September 21st, 2011 (No Comments)

Arm Yourself Have you done a competitive analysis to see how your competition is adapting to current market conditions? Probably not. Only about 4% of companies actually break down their competition on a regular basis to identify weaknesses and vulnerable accounts. Interestingly enough, the 80/20 rule applies here as well- 20% of your competitor’s accounts […]

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