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 »
Trust is the most valuable currency in federal contracting—and it’s what sets winners apart. Before a buyer chooses your company, they need to believe you’re reliable, responsive, and aligned with their mission. In this post, you’ll discover practical, often-overlooked ways to become the vendor Federal buyers trust—long before an RFP ever appears. Whether you’re pursuing new agencies or deepening relationships in your current footprint, these tips will help you show up with confidence, build credibility, and lay the groundwork for growth. Stop guessing what buyers want to see. Learn what truly builds trust, and how to become the vendor they turn to when it matters most.
How to Become the Federal Vendor Buyers Trust—and Choose Again Read More »
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),
How to Win Low-Hanging Fruit in Federal Contracting Read More »
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Whitelisting Summit Insight Emails Read More »
“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
The 30-Day Proposal: What You Really Need Read More »
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
How To Find Your Federal Contracting Officer Read More »
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!
Ten Ways To Tell If That Federal Contract Is Wired For Someone Else Read More »