Blogs

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.

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.

Discover how to give Federal buyers the competitive pricing they need to award the contract while giving you the profit you need to thrive.

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.

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.

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

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

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.