Be Proactive to Win Federal Dollars

Proactive methods have governed sales approaches for products and services since the days of Willy Lowman. The same basic principles remain the keys to success in federal sales. Examples:

Sales Approach Example 1 Example 2 Example 3
Passive Monitor public bids for opportunities someone else has sold but are available for bid Blast email sales messages and hope Get a GSA schedule and wait for the orders to roll in
Proactive Analyze budgets and awarded contracts to identify end users needing your solutions well before formal procurements Make targeted sales calls to end users found from analyzing budgets and awarded contracts Get a GSA schedule and sell to end users

At its core the sales process is the same in the commercial and federal markets. The differences in the two markets are:

  1. Federal red tape and open bidding rules create a mystery to outsiders and make the market appear more difficult to enter than it really is. The mystery is not that hard to solve; focused research and patience with forms and archaic rules are all that is needed.
  2. Buyers purchasing what you sell are more difficult to find in a worldwide market of over $600 billion. This difficulty can be overcome with training and assistance from specialists and in-house Internet research.
  3. You must learn how to close sales quickly with minimal or no competition yet stay within purchasing rules. This is the biggest barrier but it can be overcome with training and an investment in obtaining a GSA schedule contract.

The federal market is bigger and more stable and your invoices are paid more quickly than any other market in the world. Think proactively and dive in; hundreds of thousands of companies are thriving in the market

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