Capturing and winning government contracts is a way to ensure a stable source of income for years to come. During lean economic times, government contracts can help keep the doors open, and during boom times, these contracts can fund expansion. Read More
Acquiring valuable sales talent can be a challenge for government contractors. Sales in the federal marketplace is a much different animal than commercial sales. Whereas the end goal is likely the same (sell), the strategy and technique are much different. Given this uniqueness, there are areas that a business must assess when reviewing candidates, and these vary slightly based on the position and level in which they are being hired.
Growing Pains; one of the most significant issues businesses experience. And the idea of growth is two-fold – growth in the size of your team, as well as professional growth of the existing team. As your government sales team grows in numbers and develops internally, it is imperative to implement strategies and techniques that allow you to continue to manage your team effectively.
Government agencies may be a solid source of income, but they also require a significant investment of time and resources to close a deal, depending on the length of your sales cycle. The open-bidding process often goes through several layers with fewer potential contractors competing at each step. As you manage your capture through all the different stages, networking and making contacts is a big part of the process. Given the complexity of agency structures, no one person makes the final decision on bids. This fact makes building relationships a must – and that’s where Industry Days come in to play.
You’ve probably heard the term “SaaS” – or Software as a Service – used a lot recently. It’s part of the current, growing software trend moving away from in-house systems and toward more dynamic cloud-based solutions. CaptureExec software, which helps improve your government sales process, is an example of such a system.
It goes without saying that people love to win. Lottery tickets, raffles, sports, hot dog eating contests – whatever the competition may be, when given the option of a win or a loss, we’ll always take the win. That leaves losing, on the other hand, as the obviously less desirable outcome.
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While it’s one thing to understand how the Business Development Value Chain can affect your company, it’s another to know how to use it to better drive success to your business.
Turnover, whether voluntary or otherwise, can have a lasting impact on a small business, and its success. While most individuals wear multiple hats to support the day-to-day operations, as a business grows, Capture Managers or Executives are a ‘one man show’ for the start-to-finish capture lifecycle. While this is functional, not strategic, when that person leaves it can cause a significant hole in capturing government business. Read More
If your company is primarily focused on pursuit and capture of federal business, there are several capabilities you should look for when making a decision about CRM software. With a number of capable systems available in the marketplace, ensuring that your selection is appropriate for your business can be challenging. To assist in the review and selection process, there are a number of considerations you need to take into account.
No matter your age or industry, there is one inalienable truth that unites us all –winning is awesome, and losing sucks. The joyous success of winning makes us feel happy, content and accomplished. And if you’re in government sales, you know the satisfaction of knowing all of the work that went into your bid proposal was justified.
