How do federal wins REALLY happen?
See the magic of a federal govcon-buyer relationship being born
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What if you could listen in to a call where a govcon introduced herself to a potential federal buyer? Now you can, thanks to an incredible federal sales role-play conversation that unfolded during a webinar for the launch of Government Contracts Made Easier, Second Edition.
The Players
William Randolph, CEO of Think Acquisition; William has over 30 years of a distinguished career as an acquisition professional in public and private sector. He’s a decorated United States Navy veteran, served as Director of the Procurement Oversight for the Chief Procurement Officer, and led contracting for U.S. Immigration and Customs Enforcement for procurement activities valued at over $2.6 billion annually and a $29 million operating budget.
Eileen is the “Federal Sales Sherpa” and brings Summit Insight’s community detailed federal sales competitive intelligence and action plans based on her findings for your team to execute and win. Eileen Kent has trained over 10K students over the past 10 years, and helped nationwide companies win more than $65M in federal contracts. She is passionate about helping executives learn the game of how to win federal contracts.
Judy Bradt brings over 32 years’ expertise helping over 15,000 clients on their road to over $200 billion in federal wins.
As CEO of Summit Insight this nationally-renowned govcon expert author and consultant, hosted this session during her launch livestream for her Amazon #1 bestseller, Government Contracts Made Easier (Second Edition).
The scene
During this 24-minute video snippet, Judy sets the stage by asking William what makes a new-to-him govcon stand out, and what makes him say “no thanks” to any relationship overview. Eileen then comes in to add her perspective, leading to a role-played conversation with William in which he plays the part of a federal buyer and she the part of a govcon who wants to explore the possibility of working with William.
Your takeaways
Not only can you capture the role-played conversation and use it as YOUR script for your next introductory call, but also discover:
- What federal buyers REALLY want and what turns them off (Hint: Find out which piece of collateral to NEVER whip out early in a relationship)
- The one fear that keeps most govcons floundering and struggling to get their foot in the door (the role play conversation will help you how to get over that fear once and for all)
- The magic of micro-engagement, and how to stack up small YESes during your conversations with federal humans