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 focused on your ideal buyers, so that in 8 weeks or less you've built a solid relationship pipeline into at least 3 places where you're confident you can win work.
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.
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?!
A Private Consulting Program For
Government Contractors Who Want To Grow
Powerful Support and Experience
Your federal business transformation will be guided and fueled by a powerful balance of support and experience. You’ll receive Live mentoring by me and by 2 hand-picked coaches, including one who has:
Week 1 : Create the mindset for success
The moment we engage, your whole team taps seven simple, powerful ways to build trust with folks long before they buy from you. You are committed to take action to build trusted relationships with buyers to drive your federal wins…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.
Week 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.
Week 4: 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.
Weeks 5-8: Turn Conversations to Commitments
You’ll start using your plan to build trust and open doors like never before with your ideal prospects. You’ll move into the fast lane ahead of the competition and find yourself alongside people who need what you do, as you build business right in front of you every day!
Feeling wobbly about approaching real buyers?
No worries! Your program includes a private coaching session with a former federal contracting officer, to give you the practice, feedback and confidence you need when you’re in front of your ideal buyers!
Rapid Results Bonus Pack
The Federal Business Intensive also includes full team access to a Rapid Results Bonus Pack that includes:
Business Building Program Vault
Rapid Results Bonus Pack Value: $6,732
The Federal Business Intensive is not just a course or a training,
it’s an implementation system.
The Experience: 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....
Fast Action Bonus #1
Lifetime free access to our on-demand power program, Building Blocks of a Winning Proposal
Fast Action Bonus #2
The Ocean 5 GovCon Website Optimization Bonus Pack
Fast Action Bonus #3
A free 3-month trial of Set-Aside Alert
Fast Action Bonus #4
30-day free access to PropLibrary’s MUST WIN NOW and complimentary 45min private onboarding session
Fast Action Bonus Pack Value: $5,997
Enroll in Federal Business Intensive today and you get:
- Federal Business Intensive ( a $65,000 value)
- Rapid Results Bonus Pack (a $6,732 value)
- Fast Action Bonuses ( a $5,997 value)
Total Value: $77,729
Check Out Our Client Results!
$15M in 12 months
Angela Mederos at Cleaners of America used data to get the focus right, and landed $15M in federal business in 12 months.
Then the $18M win came in…
Then the $52M win…
Commercial & Industrial Cleaning
10X in 2 Years
“Two years ago, we were only subcontracting. Now we’re a prime. Your steps helped us to focus.
“I used to say that every agency needs what we do … so we used to be all over the map.
You showed us why certain agencies like HUD and DOI were our top prospects, and now we’re doing business there.”
47% Federal sales increase in 12 months!
Jessica used our Federal Sales Action Plan to make consistent calls to the right prospects.
She gained over 100 new qualified leads,
50 new opportunities, and saw
a 47% Federal sales increase in 12 months!
Government Sales Manager
Frequently Asked Questions
We’re really interested, but need a few weeks before we’re ready to start. Will you be enrolling then?
To ensure that we can deliver the highest level of support for our clients, space is limited, and available on a first come first serve basis. The great news is, this program is custom to you and your company, so YOU decide the start date. When you apply now, your application and deposit holds your space, and you can begin when it’s right for you and your team.
Do you have a rate for teams?
Have a team? We’ve got you covered! Your program fee includes all members of your team!
Can I make payments as I go along?
To lock in your dates and get started in a way that’s easy on your cash flow, we offer two payment options. The first is a 2-payment plan, allowing you to secure your dates for a 50% down payment, with the balance due before your start date.
The second is program financing through Street Shares. Visit www.streetshares.com to complete a 5-minute no obligation application. It is a soft inquiry, so it won’t affect your credit, and you’ll know what options are available to you.
Our 10X Guarantee
We’re committed to your success, and stand behind our program promise! If you complete all program projects, and don’t earn least 10x your program fee investment within 12 months, we’ll continue working working with you until you do!
Enrollment Is Limited And By Application Only
Getting in front of your Federal Buyer, at the right time, knowing just what to say.
Imagine being prepared to meet opportunity instead of chasing it.
Imagine being your Federal Buyer’s trusted choice.
You can be on your way in just 8 weeks. Let’s get started!