The best federal sales executives find that just three things lead to more wins than losses:

• Excellent client relationship.
• A number one or two ranked technical proposal.
• A price within 2-3% of the lowest bidder.

A well thought out, implementable selling system should assure these three tenets are in place. That is what it takes to achieve consistent, scalable, organic growth in the government marketplace.

Selling to government is easy… most companies make it hard.

Approach

Form a Federal Sales Steering Committee, chaired by the organization leader and staffed with executives who lead relevant corporate functional areas (such as sales, delivery, product development, contracts, human resources, and finance) to conduct an internal assessment process. The Assessment Phase should take about 30-days to complete.

Retain the support of an outside, experienced, highly successful federal sales executive to guide the committee through the assessment and implementation of recommendations. Continue reading Federal Sales →