Federal Business Development: Five Best Practices
These five best practices can improve your Federal business development processes, win rate, revenue, and profit: Focus, Best Values, Relationships, Connection, and Consistency. Explore how you can start using them today!
Four Steps To Close More Federal Contracts In Q4
Introduction Here’s how one GovCon turned a $10,000 project into a $1M contract in less than 8 weeks…and how easily you can get on track for that kind of result. If you’re pumping out proposals for prospects you’ve never met, in agencies you’ve never worked in, you’re working 12 times harder than you need to.
How To Engage Federal Buyers
Learn the Micro-Engagement Principle and five ways you can use Micro-Engagement to become top of mind — year round, not just in Q4. Discover the science behind why this works, and hear from a former Federal Contracting Officer who shows you how it’s done.
It’s a Wrap: Determining Wrap Rates to Price Competitively
Discover how to give Federal buyers the competitive pricing they need to award the contract while giving you the profit you need to thrive.
Top Capture Tactics for Federal Fiscal Year-End Contract Wins
As we approach the end of the Federal fiscal year, the competition to win business heats up. Winners excel at helping buyers get great value while showing timely contract administration and responsible budget management. For business owners and Federal capture professionals, advance planning and proven tactics can make the most of the traditional fourth-quarter spending skew and pave the way for the new fiscal year that will begin in October. Success requires lead time and a commitment to consistent action long before September. It’s a lot…but here’s how it’s done.
Finding The Right Federal Opportunities
Federal business success takes more than deep pockets to fund continuous bidding. The top companies master skills that include building relationships, understanding the nuances of contract vehicles…and making hard choices about where to invest time and money in the opportunities they are most likely to win. This article explores the impact of capture choices on corporate performance, profitability, and the ability to attract and retain key personnel.
It’s a Wrap: Determining Wrap Rates to Price Competitively
Discover how to give Federal buyers the competitive pricing they need to award the contract while giving you the profit you need to thrive.
How To Win Business With Department of Veteran Affairs
Summit Insight’s clients get the latest market intelligence they need for their capture plans, and learn how to turn that into wins. One example is this Veterans Affairs VISN map. Find out why it’s important, and how you should be using it..
Maximizing Federal Sales Effectiveness and Profitability
The most successful government contractors balance three top goals at once: exceptional contract performance, extraordinary talent attraction, and exemplary financial results. How do they do it? Three steps create a constant flow of the right opportunities, help attract and retain talent, and build your bottom line.
Rev Up Your Federal Sales For Results (Part 3)
Discover the power of three kinds of consistency in your Federal sales effort: frequency, personnel, and messaging. That quality has a profound impact on building relationships, fostering trust, and ultimately landing high-value wins.
Get Your Federal Sales Team Revved Up For Results (Part 2): Connection
Part Two: Connection This blog post brings you the second of three keys to Federal Sales Success. See part one, FOCUS, here. Reach The Players At All The Layers Once you’re focused on your best prospects and have a plan, you’ve still got to get in front of the right people. And I mean all
Open Your Calls with This Simple Method to Quickly Build Trust
This blog is a collaboration with guest contributors at the Hi-Q Group. Have you ever felt anxious meeting a new Federal buyer or contractor? Whether it’s a video call or a simply a coffee break, meeting anyone for the first time and stepping outside of your comfort zone can be exciting. But sometimes, that excitement
How Federal Wins Begin: Three Steps That Create Trust
The three essentials to success in the Federal contracting arena are these: understand the roles and goals of your counterparts; consistently give each other a sense of momentum toward your mutual goals, and use the seven proven elements that create trust.
Three Ways ChatGPT Can Help GovCons Win
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)
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
How to Maximize your PWIN this Federal New Year with a “Hot Wash” Review
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.
How to Successfully Debrief your Federal Bids and Proposals
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.
10 Costly Mistakes To Avoid In Federal Bids and Proposals
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.
3 Pillars For Winning Federal Government Bids and Proposals
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.
Win More Federal Government Bids—Focus On The People
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.
3 Steps to Win More Federal Government Bids and Proposals
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:
Checklist To Choose Your Federal Q4 Sales Hot Wash Facilitator (Part 3 of 3)
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
Five Website Enhancements to Win More Federal Government Contracts
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
Four Steps To An OutSTANDing Federal New Year
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
Federal Sales Q4 Hot Wash: How To Make Sure You Do Yours
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
Making the Most of Your Debriefing: Top Tips for Smart Contractors
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
What’s A Federal Q4 Sales Hot Wash? (and Why Do One)?
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
Ready for Federal FY24? Think Again!
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
Five Allowable Gifts For Your Federal Buyer
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
Win 8(a) Contracts: Five Keys to Success
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[1]. In my 2021 DBA Capstone, I explored how owners
What Your Federal Buyer Wants In Q4 (And How To Give It To Them)
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
Federal Year End: Position to Capture End-of-year Dollars
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
8(a) Mentoring & Joint Ventures: Keys To Success (And How To Avoid Top Mistakes)
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
4 Ways To Show Value In A Winning Federal Proposal
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 Federal Sales Myths (And How I Busted Them)
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.
The Ultimate Guide To Win Federal Contracts
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
What Teaming Is, and What It Isn’t
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,
3 Reasons GovCons need alternative financing for their contracts
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
How To Win Federal Contracts: Dive Into Contract Data!
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
Innovation in Federal BD: The PALM – Players and Layers Methodology®
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
Consolidated GSA Multiple Award Schedule Opportunities and Hazards
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
The Art of Human Connection in the Federal Arena Master Your 15 Magic Minutes
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
Why Should I Pay Attention to Sources Sought and RFIs?
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
GovCon Tryouts Have Been Announced!
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
Negotiating A Federal Subcontract? 3 Things To Ask Your Lawyer
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
Value Propositions – Stand Out from Your Competitors
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
FY21 Opportunity Outlook for Federal Contractors
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
How To Win Contracts In A New Administration
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
Stand Out by How you Engage…..LESS is More
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
What is Come Together for GovCon Conversations with Contracting Officers??
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
GovCons your #1 Resolution/Goal this year should be to…
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
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
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
How did FY20 rate on the GovCon Pain Scale for you?
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
Veterans in GovCon Teach Us All
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
Start your Federal New Year check-in calls
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”
Commit To Your Federal Sales Goals
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
Federal Sales Plan Hot Wash
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
Doing Business With The Smithsonian Institution: A Vendor’s Story
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.
Hot, Dry, Barren: But…Signs of Life?
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
How To Become The Vendor They Trust
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
Put “Low-Hanging Fruit” In 2020 Plan
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),
Whitelisting Summit Insight Emails
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
The 30-Day Proposal: What You Really Need
“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
Find The Contracting Officer: Where and How?
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
Ten Ways To Tell If That Federal Contract Is Wired For Someone Else
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!
What To Do With That "Perfect" Federal Opportunity You Found On SAM.gov
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,
Three Simple Steps To Prevent GSA Schedule Cancellation
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
8 Success Factors for the 8(a) Business Development Program
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
Is A GSA Schedule For You? How to Tell
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
Easy Tips For Pre-RFP Marketing
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