Like commercial sales the key to success in federal sales is establishing a customer relationship. Finding and convincing new customers that you are the answer to their prayer can be an arduous process because the government can be resistant to new faces. Federal agencies think- if their current contractor keeps them out of trouble, why risk a switch? Establishing relationships is well worth it because you can become that "current contractor," and the government buyer will want more and more as long as you perform. So what's the secret? There isn't one, it's just basic blocking and tackling. Pick up the phone and start building relationships.

Cold call: Find out who is buying what you sell; summarize your capabilities and solutions in an email, and then follow the email with a cold call. This is the quickest and most difficult way to establish customer relationships. It can be frustrating yet effective.

Get paid to sell: Identify opportunities while working on-site for a federal customer; this is the cheapest and most effective way to sell.

Government referrals: Ask your customer to refer you to their counterparts and friends in other agencies.

Network referrals: Use your network of friends, business partners, and customers to refer you.

Write losing proposals and follow up with a debriefing: It can work but is not recommended unless you can write a proposal that won't cost your company too much embarrassment or money.

Find out who bought what: Use past contract award data to find out who buys what you sell and make sales calls.

Attend conferences and events: This sales tactic can work as long as you can wait for results and do it in a cost effective manner.

Subcontracts: Sell your products and services to federal prime contractors through subcontracts. Subcontracting with prime contractors will probably be the most cost effective way for newcomers to win federal stimulus revenue. Stimulus dollars will be flowing into contracts for the next year or more. Start now; the sales cycle can be long.