• New to selling to the federal government
• Frustrated by the roadblocks you have encountered in selling to the federal government?
• Experienced with selling to the government but you need a little boost?

Training is The Answer

When I was told by my employer that I was going on a "Lewis and Clark expedition," otherwise known as selling to the federal government, my first thought was "Oh boy, I'm up a creek without a paddle." Although I had 5 years of experience working inside the government and more than 12 years of commercial sales experience, I had no idea where to begin. The federal market is absolutely enormous and I was afraid that my assigned task was a very daunting one.

I first checked out the web and discovered a web site called "Fedmarket.com." I signed up for their daily newsletter and starting reading them. Fedmarket's newsletters struck a chord with me because the author, Richard White, stated repeatedly that the "low hanging fruit" had already been picked by the primes. He stressed, however, that with a little persistence, anyone can win government business. Then, in early 2002, he held a class called, "Selling to DHS." At the time, DHS was still in its infant stage and my prime focus was to get the new agency's business. So I signed up for the class and flew to Washington, DC.

By lunchtime, I was completely fired up about the "game" of doing business with the federal government. Mr. White, in a few short hours, provided me with the tools to open doors and close business. I was so excited about the prospect of hitting the field. At the end of the class, I walked up to Mr. White and told him how valuable the class was to me and that he would be hearing from me periodically on my progress. Because of his insights and coaching, I was working with the Department of Homeland Security in a matter of two months. I used his techniques and I landed additional business nationwide.

It has been four years since I first met Richard White and the Fedmarket team. At Mr. White's urging, I joined the Fedmarket team and have taught more than 2,500 people on the game of doing business with the federal government. I travel nationwide on behalf of Fedmarket and conduct its seminars at locations throughout the country. I receive daily updates from class attendees on their progress in closing government business.

My point is this - - develop a trained federal sales team and your savvy team will win government business.