Blogs

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

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