Client Testimonial
We are extremely grateful for the insights gained regarding the alignment of our services with current federal market demands. The extent of potential opportunities available in our field was both surprising and encouraging. We’ve always understood the influence of relationships in securing any business, and in this instance, it’s even more true. We now have a clearer understanding of the necessary steps to engage effectively with key decision-makers.
Armed with this knowledge, we are optimistic about our prospects for securing new Federal business and are excited to apply these insights in our pursuit of success!
~ Ryan Franklin, VP Strategic Growth
Situation Analysis
After over 24 years of success in providing environmental consulting and compliance services to the commercial oil and gas sector, GAS Inc. wanted to assess the potential of the Federal market to contribute to the company’s long-term growth plans.
Problems Solved
The business owners needed to decide if they should make the investment necessary to pursue Federal business, including:
- Assess market potential to enable the company to make an informed decision about the value of the Federal market to the company’s long-term growth strategy
- Create a focused Federal Sales Action Plan
- Launch the plan and make contact with buyers and partners
Work Completed
GAS Inc. completed Summit Insight’s half-day Federal Marketing Strategy Workshop.
“The data Judy and her team presented was instrumental in revealing the dynamics of these relationships, and her guidance has been invaluable in helping us identify opportunities that were not obvious previously.
“We gained a newfound appreciation for strategic partnerships with both larger and smaller partners. Utilizing their established contract vehicles, this collaborative approach appears to be an exciting avenue for growth. We now recognize that such alliances need not be viewed as a competitive threat but rather as a mutually beneficial strategy.”
The Federal Market Strategy Workshop findings gave GAS the confidence to greenlight market entry. The company engaged Summit Insight to deliver the Federal Business Intensive program because they wanted to give the team a strong start and experience significant progress quickly.
“This new perspective allowed us to more accurately interpret the language used by potential buyers, ensuring that our offerings are closely aligned with their needs.”
Within a matter of days of getting their Federal Sales Action Plan, the GAS Inc. team had identified the Federal buying organizations that represent strong prospects and completed calls on over nine people in those organizations.
GAS also launched productive relationships with key contacts in a prime contractor.