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 […]
How did FY20 rate on the GovCon Pain Scale for you? Read More »
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
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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”
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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
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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
Federal Sales Plan Hot Wash Read More »
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
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.
Doing Business With The Smithsonian Institution: A Vendor’s Story Read More »
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
Hot, Dry, Barren: But…Signs of Life? Read More »
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
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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),
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