Like many companies, you would undoubtedly like to add federal government
revenues to your 2014 commercial sales. It is the time of year for the
proverbial resolutions; we would therefore suggest the following if you are new
to the federal market.
In the first week of January, arrive at a decision as to whether your company
really wants to tackle this market. By making the decision early in the year,
you and your sales staff will not be distracted by this issue throughout the
year. The negatives involved are that it can take significant sales dollars and
a year or more to crack the market. If you are inclined to take a stab at
entering the market, you must recognize the patience and dollars needed to
network the federal buyers. The possible rewards associated with federal sales
are worth the investment your company makes. The two keys to being successful in
this market are persistence and perseverance. Don’t consider entering the
marketplace if you aren’t willing to accept both of these ideals.
If the decision is a go and your company is one that sells services, focus
your efforts initially on just one agency. If you sell products, limit your
focus to only a couple of agencies. In doing so, you will have increased your
likelihood for success. Bore deep into the agency – the buyers are there. Avoid
the inclination to take a cursory look at the agency only to decide that there
are no opportunities there for your company.
Once you have identified an opportunity, you must make the sales call. If you
are fortunate enough to have a networking connection, have that person make an
introduction for you. If you do not, you must make the proverbial cold calls. As
we all know, a vast majority of us do not like cold calling. If you are like
most, we recommend setting a rigid schedule and making the cold calls early in
the business day. Sales calls left to later in the business day have a way of
getting moved to the next day.
Most agencies do not have their 2014 fiscal year budget approved yet.
Therefore, January is a critical time to start your federal sales initiative as
contract expenditures will be pushed to the end of the year (September 30th).
Decide now if your company intends to pursue the market and start the sales
Fedmarket’s goal is to make federal contracting as simple–and as profitable–as possible through our one-stop source for information and expertise. Fedmarket’s free content, training seminars, procurement data products, and hands-on consulting services enable organizations to achieve their federal sales goals. We work with:
Customers new to the federal marketplace who are hungry for a realistic assessment of the challenges that will confront them, and ways to address them
Customers successfully selling in the federal marketplace who are looking for tactical solutions to overcome specific circumstances that stand between them and increased federal sales
Customers who have entered the marketplace and want to develop a strategic marketing and sales program based on the fundamentals that drive federal sales success
Customers established in the marketplace that are looking to expand their market share faster or with additional, expert support.
Fedmarket’s offering covers four areas:
- Professional services – our subject matter experts specialize in GSA Schedules, federal sales, proposal writing, procurement procedures, and preference programs.
- Seminars and workshops – the courses presented cover a range of topics relevant to both current and aspiring federal contractors and are delivered through various media: hands-on workshops, seminars and webinars.
- Tools and applications – these include everything from quick start guides to software applications that address and support compliance requirements, proposal writing, GSA Schedule contract management, and other functions central to the success of a federal contractor.
- Data and research products – resources span from search engines focused on identifying procurement opportunities and databases that provide contact information for federal buyers, to in depth analysis of procurement trends.
At its core, Fedmarket blends a strong dose of reality, deep expertise, and a can-do attitude to propel those customers that work with it to the next level in federal sales.
Call 888 661 4094, Ext.2 for complimentary consulting.