Is Federal Business important to your company's growth in 2020?

Discover the hidden advantage to get you in front of your ideal Federal buyer, to close more business faster!

Create and activate a Federal Sales Plan pinpointing your ideal federal buyers, building a solid pipeline of at least three projects you feel confident you can win in just 8 weeks.

Your Live Fast Track to Federal Business Success

Do you want more wins and revenue from federal buyers who have you in mind when they’re ready to buy? Your mission is to focus the right efforts, at the right time, on people who most need what you do, so that 60 days from now, you’re well on your way to the federal success you want.

This is a private consulting service developed for, and delivered exclusively with, you and your team. In five steps, accelerate your federal business through a powerful strategy done for you and with you. Your custom tools are based on your company’s unique strengths, delivered through an extraordinary, results-driven experience and exceptional support by experts.

The Way Most GovCons Use Data Could Actually Be Hurting Them

Many GovCons put their faith, time and energy and money into contract opportunity databases and subscription services. Most people go into the database looking for opportunities, when in fact they should be looking for the people that create them.  This is what I call, the data distortion effect.

With thousands of notices, most GovCons see so much opportunity, they look at the data and ask, What Can I Bid? Winners focus on the right question: who’s my buyer?

Here’s the thing.  You don’t do business with federal government. When you win the contract, “The Government” doesn’t put its signature next to yours. A real individual federal human signs that contract.  Each with their own needs, fears, and priorities not found in a database.  If you don’t know what those are, then nothing you say can make a difference.  If you’re not talking to them about those needs and priorities, they’re not going to hear a single thing you say.

When you use the database to find people, your focus becomes more relationship -centric, and you shift from trying to find the opportunity to pursue, to find out the needs of the individuals that create those opportunities.  When you transform your approach to be relationship-centric, you make it easy for your buyer to award the work to you.

The Relationship-Centric Advantage

I'm Judy!

For three decades, I’ve helped more than 6,000 people win hundreds of millions of dollars in Federal work, on everything from strategy to cash-in-the-bank to recompetes.

For most of that time, I had a dirty little secret. 

I could have told you almost anything about how the federal government buys. Anything and everything about winning federal business, except the one thing you most wanted to know:

How people actually won the contract.

I myself had never done serious, big-time federal sales.  I’d landed a couple of small Federal contracts for my company, sure, but I’d never written a giant proposal. I had never actually captured a multi-million-dollar win. For anybody. So it wasn’t like I didn’t want to tell you. I honestly didn’t know. Which didn’t really matter ‘til it really, really did.

Then came the day, about 25 years into my career, when I landed the big one: a sustaining contract with guaranteed revenue for a whole year. I was gonna give seven companies targeting, training, and build their federal sales plans: two months. Coaching them while they sold: ten months. Sweet.

There’s no such thing as easy money in any business, but this sure looked a lot like that! 

…right up to the moment when I delivered the sales plan, and the client said, “Great! When are you making the introductions?”

My problem was not just that I didn’t want to do it. My secret shame had now turned into terror because I didn’t know how. And suddenly, it really, really mattered.

I took a deep breath, pulled up my big girl socks, and picked up the phone. This was my job: to cold call, find the right person, and get to know them well enough to introduce them to my clients.

 I made thousands of calls and spent hundreds of hours. Weeks and months went by. And then came the light bulb moment….

Do you know what Dr Ned the endodontist for the Indian Health Service in Penobscot Maine was doing on his day off? 
He was sewing curtains. And his nephew was applying for medical school at Georgetown. Boy, was he proud! And, sure, he’d be glad to talk to the rep from the company that made the root canal repair system.

And I hung up the phone and sat there. And it dawned on me.  THIS was the heart of the job.

What I thought was a curse of a full year of smile-and-dial was a gift in disguise.  This is what I’d learned: When I found the right person, I’d slow waaay down. I listened to their stories. Once they knew that I cared about them and what they were doing, something nearly magical happened: They told me what they needed.

This is when I discovered that federal sales wasn’t the heart of darkness. It was filled with hearts of gold: the hopes and dreams of the very real federal humans I could help…but only once I got to know them.  I not only met my project goals, but in my most embarrassing and scary business moment, I learned how the specific and repeatable steps I’d taken fit together to make federal wins easier, faster, and — dare I say it? — even genuinely joyful.

When I wrapped the project and caught my breath, I had a choice to make. I could put all that behind me, and say, “thank goodness, I survived. Never doing THAT again.”

Or I could overhaul my business, and dedicate my practice to bringing those secrets and steps to people who are passionate about their federal business.

Five years, seventy clients, and millions of dollars in wins later, are you ready to put this approach to work for you?!

Federal Business Intensive: Private Consulting Program

Week 1: Become the Trusted Vendor

Week 1 : Become the Trusted Vendor

The moment we engage, your whole team taps seven simple, powerful ways to build trust with folks long before they buy from you…so that when the time comes, you’ll be their first choice. You can start using this approach right away, to move people to the point where they don’t think twice; they just know you’re the one to call. 

Week 2: Play The Federal Sales Game To Win

You’ll beef up and buff up your ability to get inside the heads – and the offices – of the people who need you. You’ll know what to say, and do, and ask, to meet the players in all the layers in the federal agencies where you want to do business. You’ll know what each one needs, and why.  After this session, you’ll be able to do the right things over and over, and will have a head start on the 80% of vendors who give up when someone doesn’t return their calls.

Weeks 3: Choose Your Focus

Next, we’ll deliver to you a complete picture of the buyers and sellers in your market niche. You’ll discover advantages that may be hiding in plain sight. You’ll make a confident choice of federal agencies that represent your best prospects and the best ways they can reach you. And you’ll know which prime contractors and partners are your best teaming prospects. 

Weeks 5-8: Launch Your Federal Sales Action Plan

Your choice of target agencies lets us create and deliver to you a custom federal sales action plan.  You and your team will get literally hundreds of links and leads. You’ll have everything you need to pick out specific people who are making the decisions on services like yours, and start using the systematic method to develop the relationships you need that lead to the sales you want.

The Federal Business Intensive is not just a course or a training,
it’s an implementation system.

  • Three comprehensive live strategy & training sessions private to your team
  • Four private live implementation sessions
  • 60 days total of on-call expert support
  • Video recordings of all your live sessions
  • Hands-on live interactive training for all of your individual participants from the convenience of their own workstation
  • Competitive Analysis Report
  • Comprehensive Custom Competitive Research Data
  • Custom Federal Sales Plan filled with hundreds of leads
  • Supplemental resources selected for you
  • Full team access to supplemental on-demand training and toolkit

Support and Customized Resources at your Fingertips

You and your team will receive a live private training or coaching call each and every week.
Each session, you’ll get your assignments for the week.
After your session, a recording is posted to your private password protected portal, along with the resources and instructions you’ll need to get things done. No need to remember it all, you can replay it again as needed, to feel confident about your next steps each week.

But that's not all....

Bonus #1

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Bonus #2

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Customers reviews

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Adam Sendler
Designer
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Mila Kunis
Manager
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Mike Sendler
Support

Why Most Training Fails

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Guarantee

If you do the work, get 10 times your investment back, 

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Imagine Statement

Discover the hidden advantage to get you in front of your ideal Federal buyer, to close more business faster!

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