Anyone involved in contract management is interested in hearing more from someone who’s got a way to lower risk. The most successful contracting professionals do three things superbly. They understand the roles and goals of their counterparts, consistently give each counterpart a sense of momentum toward their unique goals, and they create trust.
Three Ways ChatGPT Can Help GovCons Win The best communicators stand out because their message resonates with us. The way to the head is through the heart. Most of us are not natural geniuses at written communication. We struggle to find words, to create clarity, to organize ideas. More than anything we just want
Rev Up Your Federal Sales Team: Part 1 (FOCUS) Want to rev up your Federal sales team? Focus, connection, and consistency make all the difference! This first-of-three posts is about focus. You’ll learn: who should really be doing sales; what elements of focus are essential; and what you need to give your team. In the
Improving the PWIN (Probability of Win) for Federal government contractors requires reflection and analysis—an October priority. In this article, we will review: What Exactly is a “Hot Wash,” and How can it Support a Stronger PWIN for this Federal Fiscal Year? How Do You Do a Hot Wash? Checklist for a Successful Hot Wash to Start Your Federal Fiscal Year Off Right.
Learn the steps and key requirements of successful debriefings—to support business development and improve your PWIN (Probability of Win) over time. Each bid process requires a considerable investment and it is important to learn from each bid, whether you win or lose. Aim to get a debriefing (or post-award conversation) from your Federal buyers and prospects after each bid.
Common mistakes when writing federal government bids and proposals can cost the whole proposal cycle and an entire relationship. Read on for 10 common mistakes you can avoid! Evaluate your proposal processes to prevent these from creeping in, and start winning more Federal government projects today.
The three pillars for winning Federal government contracts and proposals are focus, connections, and consistency. These three pillars give you the benefits of: Increased revenues – from winning new deals; Reduced costs – as you stop competing for unwinnable deals; Higher profits – as you expand business with the right target clients.
Winning contracts requires connecting with the right people at the right time in the right way with the right offering. This is indeed a tall order, but you absolutely can take steps to make it happen. Summit Insight consistently helps clients build their way to winning proposals with ten proven tactics. And “Connecting” with the influencers and decision-makers is one of the foundation stones.
Focus, Connection, Consistency We give our clients ten building blocks of a winning proposal – proven tactics they’ve used to win over $200 million in Federal contracts! I’m sharing three with you in this blog post (as well as how you can open up all ten for your whole team). Greater success starts when you:
This is the third of three articles about Federal Q4 Sales Hot Wash. Be sure to check out Parts One and Two! Facilitators: Lead From Within, or Hire Help? How To Decide Rather than basing your decision purely on “Do we have budget to hire an outsider?”, remember this: Your Federal Sales Q4 Hot Wash
How Top Federal Contractors Win With Video Marketing: Seven Steps to Building Your Buyers’ Trust through Storytelling
As a lifelong DC-area resident who has built a career in marketing, I have fended off many requests over the years from aspiring Federal contractors to help them market their wares to the government. “I don’t know anything about marketing to the government,” I would tell them. “I can’t help you.” I could not have
GovCons who leverage online marketing lead the pack. 87% of federal decision-makers use search engines to find products and services—based on data from a leading research firm, Market Connections. This alone is causing government contractors to reconsider their approach to engaging with federal buyers. How to Improve Government Contractor Marketing Since government buyers and influencers
It’s October 1st — so happy Federal Fiscal New Year! Here are the four steps I hope you’ll take to make this a truly outstanding year for you, your Federal team…and your Federal clients, too! Step One — Stand Up! Today, Celebrate! I’m serious. There’s research (link below)! My sad secret: I find it hard
If a Federal Sales Q4 Hot Wash is so valuable, why doesn’t everybody do one? Take your pick, or add your own. “We’re exhausted and overtaken by events.” “We’ve closed the book on the year; it’s time to move on.” “We’re onboarding our newest clients! No time now!” “It’s important, but not urgent. It can
Debriefings are a critical tool in any federal contractor’s toolbox. As a threshold matter, they are a useful (if not mandatory) first step in many bid protests, helping contractors gather the information they need to substantiate protest arguments. But debriefings are a useful information gathering tool outside the protest context as well. Indeed, they are
You know the feeling, when the Federal fiscal year is about to end or has just wrapped. Maybe you’re waiting to hear about wins, super busy onboarding new clients, or closing the books on what didn’t happen. Everybody’s ready to move on. It’s done — not a minute too soon! You’ve wiped the slate and
The Challenge: Plan The New Federal Fiscal Year Our CEO said, “It’s time to focus on our next Federal Fiscal Year strategy. Let’s start to put something together for early next month to give us a sense of what we did this year and what we should focus on in the year ahead!” The Growth
Gifts are one of the ways we connect as humans. But even the newest GovCon quickly learns not to offer gifts to Federal buyers. FAR Part 3 on Allowable Conduct defines the limits of allowable gifts, and it’s better not to offer anything at all. Our Federal buyers are human, just like us. They have
New Research Findings Create an overall strategy to increase your 8(a) contract awards using these five effective strategic practices Introduction Although the U.S. government stresses the importance of small businesses in government contracting, small business owners continue to face challenges in securing and maintaining contracting opportunities. In my 2021 DBA Capstone, I explored how owners
The last few weeks of the Federal fiscal year can feel like a mix of excitement, anticipation, confusion, and, sometimes even despair — for buyers and vendors! As vendors, often we feel like we have so much to offer… if only that buyer would return our calls or emails! What does it take to break
Now that Federal fourth quarter is looming on the horizon, GovCons start asking about where those end-of-year dollars lurk! You know: opportunities for next year’s money to be moved forward if our buyers’ projects are ahead of plan, or unspent budgets that can get shuffled to make sure the funds are spent before the fiscal
You’ve been certified as a participant in the SBA’s 8(a) Program. Congratulations–it’s not an easy (or quick) process! But now that you’re an official 8(a) Program participant, how do you maximize your chances of winning 8(a) contracts? For many 8(as), mentoring and joint ventures are a critical piece of the puzzle. In my career as
Many Federal contractors — large and small — mistakenly see their value as primarily the services or the products they offer. While competency in your capabilities is vital, we often have more value to offer than we realize! Our value proposition — whether as part of a team or as a prime — can include
Four big myths stop people from winning millions of dollars in Federal contracts…and, worse yet, prevents talented small business owners from bringing expertise and value to Federal buyers who need what we do to deliver their missions and serve citizens. I know, because those myths were stopping me, and my clients Until I broke through.
Where To Start, What To Do, Who Can Help Introduction Want to win Federal contracts? Congratulations! You’re in the right place. The Federal government almost certainly buys from companies like yours. Whether you have expertise, services, or products, the world’s biggest buyer could be your next customer. What to do, who can help, and your
Many Government contracts today are set-aside for small businesses, or certain types of small businesses, and the proportion of set-aside contracts will most likely continue to grow in the future. Indeed, the Biden administration recently stated that it views the Government’s “procurement power” as a means to even the playing field for certain disadvantaged groups,
There is a growing gravitation of commercial businesses engaging in government contracting these days. As they seek contract vehicles to help with access to opportunity, the question of their ultimate success usually comes into play. To be successful requires access to cashflow to keep your profit ahead of your expenses. The common challenge of the
Get into the swim of how and why you can use free, open-source competitive market intelligence , and bring back the wins you want. These lively lessons share unique insight into how to tap that data to open up the relationships you need to succeed. When my team and I do our research into past
Would it surprise you to know that there are FIVE LAYERS to every federal business opportunity? For over 33 years, I’ve worked with established companies in every industry from the intelligence community to additive manufacturing. And every time I unpack this for seasoned business development professionals, their eyes light up. Here’s why. Once you know
Competitively pricing your bid for a Federal services contract requires special costing formulas called wrap rates. Learn what they are, and how to calculate yours for the win. The costing formulas known as wrap rates are critical to survival in this cost-competitive environment. The wrap rate, done right, is the key to creating a profitable
What’s the MAS Consolidation About? GSA’s revamped Multiple Award Schedule (MAS) program simplifies the acquisition process for both agencies and contractors. Under the program, businesses and their offerings are pre-vetted and easily accessible, removing burdensome requirements for contractors to sell their products/services, and for agencies to purchase them. Initially, GSA Schedules consisted of 24 separate
How to Optimize Industry Outreach Conversations! In the future everyone will be famous for fifteen minutes or so the saying goes. Your Industry Outreach could be your Fifteen Minutes of Fame….. so if you only get one shot, what are you going to do to maximize it”? It’s YOUR fifteen minutes!! Never more true than
Our Federal buyers want to get to know us before we invest the big bucks to write those big bids! Pre-solicitation activities like Sources Sought and Requests for Information open the door to building the relationships we need to succeed. Here’s how we know. Skip Blackburn, capture expert and CEO of BIT Solutions, points out
Mastering Industry Outreach Meetings… Tryouts are announced! Coach announced his goals for the season and the tryout announcement said, “All interested in being on the team need to be ready for the tryouts on Wednesday at 3 PM. Team session first and then individual try-outs. Bring your gear and be ready to show the coach
Three Key Considerations When Negotiating/Drafting Subcontracts for Use on Federal Government Contracts
Federal government contracting can be very complicated. The complex web of rules and regulations governing these contracts can be difficult to navigate. Sometimes, subcontracting can be even more confusing because contractors – whether prime or sub – don’t know what they don’t know. A successful subcontracting relationship on a federal project is a balancing act
As many Federal Government contractors tackle the newest array of requests for proposals that are coming out, there is an important element of proposal writing that must be contained in every response – value propositions. Too many Government contractors leave this ingredient out of their proposals. Our emphasis typically is on the business volume, but
We had such and exciting webinar with The Pulse of GovCon, talking about GovCon opportunity in this new administration, we wanted to share some of the highlights. You can download the full webinar below. Don’t miss out on this can’t miss information. As we enter 2021, the Government Contracting industry is benefiting from a 10-year
For many GovCons, contract spending is slower right now, as departments and agencies await new budget authority, new priorities, and new leaders. Seasoned GovCons are relaxed. They’re patiently calling on their Federal buyers, even while “nobody knows anything.” Why aren’t they worried, and why are they in such a great mood? In this post, we’ll
So you are just hanging up the phone after talking with the government POC for the meeting with the potential customer team, excited that you have a chance to engage in the upcoming acquisition with some ideas you have had for a while on the challenges the government may face in improving the services you
GovCon Resources to help you grow your Federal Business First, what the heck is “Come Together for GovCon Conversations with Contracting Officers”?? It’s not a webinar. It’s not a class. It’s FULL-ON ENGAGEMENT. It’s raw courage to have live conversations with real contracting officers to tackle the toughest challenge in GovCon: How YOU can get
Get on your Federal buyers’ Calendar https://growfedbiz.com/wp-content/uploads/2021/01/2021-01-06-VLOG-For-LinkedIn-Get-on-your-Federal-Buyers-Calendar.mp4 GovCons are you ready to take on the one resolution? GovCons, are you ready to take on the one resolution we all need for 2021 success? Don’t worry, I’ve got you. The single most important thing that drives our success is… Relationships. The most powerful thing we can
5 Perfect Gifts For Your Team Still looking for the right gifts for your GovCon team or your colleagues?Help is here. All of us in GovCon — solo-preneurs, business owners, contractors — rely on a mix of trusted advisors, partners, employees, and contractors all year long. Our success depends on attracting the best people into
How To Win Contracts In A New Administration A new Administration can make late fall and early winter an anxious time in the Federal contracting arena. Many Federal employees and GovCons feel anxious and uncertain: how will program priorities, budgets, and jobs be affected in the months ahead? Pandemic continues to stress our personal and
You’ve probably seen this at the doctor’s office or ER, especially if you’ve been there with kids. Here’s why it matters to you now. If you do business with the Federal government, this question How did FY20 rate on the GovCon Pain Scale for you? is vital for your survival right now. Here’s why. If
5 Lessons Veterans in GovCon Teach Us All Veterans Day is a time of reflection and of gratitude. For those in Federal contracting who (like me) are not veterans, it’s also an opportunity to learn more, begin a conversation, or deepen a friendship with someone who has served. We want — and need — to
First win of the Federal fiscal year: so easy. That first win isn’t a contract. It’s a conversation. With someone who knows you. You know who they are: They pay you on time. They come back for more. They send their friends. They know when your birthday is. Why start there? First, because after “busy, busy, busy”
If you were successful beyond your wildest dreams in federal FY 2021, what would be true for you 12 months from now? Committing to your Federal Sales Goals will help you get there. https://growfedbiz.com/wp-content/uploads/2020/10/Commit-To-Your-Goals.mov Think of them not just in terms of that big dollar figure, but also in terms of things like these: Number
Your next step to a great Federal new year is your Hot Wash. Evaluate and create a Federal Sales Plan that works. Your next step to a great Federal new year is your Hot Wash. Evaluate and create a Federal Sales Plan that works. Read on to find out: What’s a hot wash? Who should
The Perfect Gift: 4 (Allowable) Gifts to Give to Your Federal Prospects and Buyers at Fiscal Year End
Easy, powerful, ways to build trust and pWIN all year long At the end of the fiscal year, and all year-long, really, Federal buyers need ways to come to know, like and trust you. In a previous post, I covered the most important of those ways—The 12x Factor: How to Close More Federal Contracts at Fiscal
Tap this proven GovCon secret to bring home more of the Federal contracts you deserve – and more profit, too. Theory: Wins should get easier as Federal fiscal year end approaches on September 30th. Vendors want to sell; buyers want to spend. Fact: If you’re scrambling around, pumping out proposals in response to RFPs you
These three trainings left people speechless when they realized what they’d learned…and how much easier they could be winning federal business using these tips right away. First, find out why federal buyers aren’t finding you, and how to fix that: How To Lead Your Federal Buyer To Your Door So They’ll Buy From You Next,
What would you do if the missing link between you and a federal contract win was a few conversations with somebody you care about? For the most part, I serve people who want to win federal contracts. That’s been my profession for over 30 years.
You know how hard Federal contracting is. You’ve had those weeks, those months: no signs of life anywhere. You turn over the rocks, you dig. Everything seems absolutely uninhabited. Nobody’s returning calls. No opportunities. Nothing. And yet. You know that Federal agency is spending money. In fact, your competitor is winning some of it, and
You know you have the superior solution for that Federal buyer…if only she would give you a chance. What’s the secret to winning work from a Federal buyer who’s already working with your competition? “We have to know you, like you, and trust you,” they say. But how do you build trust when you can’t even
One evening after I gave a presentation, someone asked me, “Where is the low-hanging fruit in Federal contracting?” Then, I told them confidently, “There’s no such thing.” I was so wrong! There is plenty of “low-hanging fruit” in the Federal market! Micro-purchases (up to $10,000), and simplified acquisitions (as much as $250,000 and sometimes even more),
Signed up for Summit Insight emails and haven’t received any? I can help! Make sure Summit Insight addresses are added to your email whitelist so your access to our content and updates isn’t interrupted. What’s a whitelist? An e-mail whitelist is a list of approved e-mail addresses or domain names you can personally select so
“I need more time,” you’re thinking as you pull another all-nighter slammed up against yet one more proposal deadline. “How does anybody get these things done in 30 days?” What you need most is a reality check. If you’re looking for the way to do the whole job, start-to-finish, in 30 days, stop what you’re
The “why” is obvious. A Contracting Officer has power that the President of the United States does not: the legal ability to bind a company to the federal government in a contract to provide goods or services. They need to know you, like you, trust you, and know how to get to you. Contracting Officers
Summit Insight’s team works with Federal agencies every day. I love to share the top changes in online resources with you and show you how you why they’re useful right away. The Department of Veterans Affairs organizes Veteran Health Administration facilities by Veterans Integrated Service Networks (VISNs). Why the VISN map and structure matter The
You’ve just seen that federal contract opportunity on FedBizOps. It looks perfect for you! But there’s not a lot of lead time. You want to give it your best effort to win! Should you submit that Federal bid? Or do they have someone else in mind? Here are ten things you need to look at!
One of the biggest mistakes in federal contracting is to set up a keyword on SAM.gov, wait for a Federal opportunity to land in your email inbox. and pounce on the one that makes you think, “This one is PERFECT for us!” If you don’t know the buyer, the incumbent, the budget, or the story,
Is the clock ticking on your GSA Schedule? You’re nowhere near that $25,000 sales goal, and you’re facing cancellation of your contract within the next couple of months? That doesn’t have to happen to you. Here’s how you can buy some time to make good on your goals. First of all, GSA really doesn’t want
After studying trends among over 1,500 8(a) Business Development Program participants in Metro Washington, D.C., we discovered some common characteristics and best practices of those who leverage this federal contracting program. Here’s what the most successful companies do to grow their companies through the first four years of the developmental phase, and then the final
A General Services Administration (GSA) Schedule contract isn’t part of every company’s federal success strategy. Yes, it’s a popular kind of contract. It’s essential for some companies selling certain products or services to specific buyers. But the effort to get one also takes big upfront resources of time or money, usually both. Related: What’s A
A vendor who targets her most promising buyers and builds relationships with them over time has a distinct advantage: she gets to know the needs and concerns of program managers and end users of her product or service. Start building your key relationships long before the solicitation is posted. You can do that through formal