Business Development

• Selling Services to Federal Agencies
  Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market. Relationship-based sales are paramount in selling services and integrated solutions and are also important in the sale of... read more
• Alliant: Due Date for Alliant Small Business Proposal Extended
  On November 7, 2006, the General Services Administration announced that it extended the due date for Alliant Small Business proposals from November 17, 2006 to December 6, 2006. Bidders must still have both a federally-approved accounting system... read more
• Keys to Success in Federal Sales
  Attendees at our federal sales seminars frequently ask us to summarize the keys to success in federal sales. Successful federal contractors all possess the following traits: * A willingness to invest in direct sales (i.e., a dedication to hiring a... read more
• Alliant: Better Late Than Never
  Editor's Note: The Alliant Small Business procurement questions and answers were published this week at FedBizOpps and the due date for proposals remains November 17, 2006. If anything, the answers to the questions made it absolutely clear that... read more
• New SBA Small Business Size Regulations are a Step Forward
  The U.S. Small Business Administration ("SBA") announced that, effective June 30, 2007, small businesses will be required to re-certify their size status (i) when a contract option is exercised by the government (on long-term contracts), (ii)... read more
• Remember Two Simple Concepts and You'll Win Federal Business
  1. Follow the Rules The Federal Acquisition Regulation (FAR) is the purchasing bible for federal contracting officers and all buying agencies. The rules are very specific about purchasing thresholds and the procedures to be followed. Typically,... read more
• Role Playing
  While most companies, sales people, managers and company owners resist it, role playing is one of the best ways to get your team prepared for any potential scenario. Other professionals in the field role play every day because they never know what... read more
• In Business, Business is Business. In Government, Business is Personal.
  When you are selling to a commercial business and there's a problem, late delivery or glitch of any sort, the client understands you are not doing this to them personally. It is a business transaction and business people know the inherent risks... read more
• State and Local Governments Have Their Rules Too!
  Although Fedmarket's installments and newsletters tend to focus on the federal government, I would like to take the time to address state and local government business. Many companies have approached me with questions about this marketplace. The... read more
• FEMA States It is "Hurricane Ready" Are You Ready to Help Them?
  If you haven't visited the Federal Emergency Management Agency (FEMA) web site lately, it has been updated (see http://www.fema.gov/). FEMA describes its role as one in which it "manages federal response and recovery efforts following any national... read more
• Interviewing Your Potential Federal Client is Much Easier Than Selling to Your Client
  Sales executives tend to rush into the offices of federal end users and contracting officers and start performing the dog and pony show. If the sales people don't have a power point presentation to pull up on their computers, they have the... read more
• Help The Government Solve Problems
  Although the federal government is made up of hundreds of agencies, the few that we seem to hear about in the news are the Department of Homeland Security, the military and the Intelligence Community. There are more than three million federal... read more
• More Hot News Puts Private Sector "On the Sales Firing Line"
  It seems that I see more and more headlines that virtually beg you to make the cold call. The government is literally pounding the table asking for your help. However, businesses are paralyzed like deer in the headlights because they freeze from... read more
• Training is the Answer
  Are You One or More of the Following: 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... read more
• In Government Sales, Don't Believe Everything You're Told or You'll Lose
  The government is made up of influential people - - some of whom make million dollar decisions every day. However, the active word here is that they're "people." They are people with hopes, dreams, jobs, bosses, agendas, responsibilities,... read more
• The Katrina Response Report is Out and the Government is in Pain - It's Your Turn to Find the Problems and Fix Them!
  The following is a sampling of the headlines and quotes I've heard or found in the media lately. In summary, the stories indicate that the government is in dire need of your assistance. WASHINGTONPOST.COM REPORTS: "Staffing Shortages Loom Large... read more
• Disaster Response and Recovery: Is There an Opportunity for You to Help?
  While the politicians and department directors argue over what went wrong during the Katrina disaster, savvy contractors are becoming more and more embedded in the agencies. Such contractors have not only won business as a result of Katrina but... read more
• There is A Fine Line Between Assertive Sales and Aggressive Sales -- What Is It?
  In my "Federal Sales 101 - Winning Government Business" class, many sales people ask me, "When am I being too pushy?" My take is that the government employee hardly ever comes out and tells you so. As a result, you need to use your intuition... read more
• Goal for 2006 - Focus, Focus, Focus
  How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." The process seemed overwhelming and a little frightening. When you look at a web site or a flyer... read more
• Read Between the Headlines
  The Federal Government Needs Your Help! The media hype can overwhelm us just by turning on the television, but as a potential government contractor, I want you to read and view the news in a whole new way. Say to yourself, "How can I help?" If... read more
• Thank Your Federal Clients During Thanksgiving
  Thanksgiving - a perfect time to reflect on all of the people and things we appreciate. As we move forward toward the holidays in December, have you thought about how you are going to express your appreciation to your clients for their business? If... read more
• If You Think There's Red Tape, Check Out What Leaders in the Military Think
  A recent October 19, 2005 article, written by Frank Tiboni and published in FCW.com, entitled "DOD Acquisition Under Fire," reports that numerous leaders in the military have called for change and innovation to fix a growing problem. The problem... read more
• Small Business Goals Missed
  In an article published in Federal Computer Week, October, 2005, Michael Hardy reports that a report card was released showing federal agencies missed their goals for small-business contracts. While the marketplace grew three percent in fiscal year... read more
• GSA Schedule Holders Take Note - GSA Might Compete Against You for Business!
  A short time after my company was awarded its GSA schedule contract, I was out in the field visiting an agency client to deliver our products and services. While at the agency, the client was on the phone with GSA discussing an upcoming need for... read more
• Patience, Persistence, Perseverance Are the Keys to Winning Government Business
  When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government." Being a commissioned sales executive... read more
• How Can You Kick Out the Incumbent?
  Companies with Key Relationships on the Inside Are Winning Government Business. How Can You Kick Out the Incumbent? Understand Your Customers and Solve Their Problems. Companies repeatedly approach me and tell me that they are getting the cold... read more
• Fourth Quarter Frenzy - Contractors Called Again To "Fill the File"
  As we approach the end of the fourth quarter, please be wary of the call which starts with, "I need a quote in the next few hours..." and it continues with a perfect listing of the contracting officer's needs. If you didn't write the... read more
• Top Ten Mistakes, Relationship Killers and Wastes of Time
  Should your company try one of the approaches outlined below while trying to do business with the government, you will end up at a dead end and will have a seriously demoralized federal sales team. My Top Ten List of Mistakes is as follows: 1. Say... read more
• Formula for Government Sales Success Depends On Many Factors, But The Number of "Impressions" Each Week is The Manager's Key
  Business owners are constantly challenged with the issue of what to expect from their government sales executives in terms of time management, goals and actual results. When I'm asked about how to set goals for a government sales team, my answer... read more
• Throw Out Your Brochures and Your Power Point Presentations
  For the past two years, I have been on the road coaching sales executives on how to sell to the government. During this time, I've seen a trend among experienced, high-powered executives during classroom role plays. It is a habit many people get... read more
• When You're On the Sales Firing Line With The Government, Problem Solving Requires Open Communication With Your Client
  Many clients and other contacts tell me that they become extremely impatient with the federal government's "hurry up and wait" attitude. For example, a client might receive a call today for a quote due by tomorrow afternoon. You rush to provide... read more
• Cold Caller Adventure: State of Colorado
  During the week of August 15, 2004, I was teaching a "Winning Government Business" at the Burnsley Hotel at Grant and 10th Street. If you've ever been to downtown Denver, it is a very open city with clean streets and a wide variety of apartments... read more
• OMB reports over use of "Name Brands" in Specifications
  Office of Management and Budget (OMB) reports over use of "Name Brands" in Specifications from the Sales Firing Line, Eileen Kent Says, "Surprise, Surprise!"Challenge to Government Contracting Officers: "Don't Use Name Brands in RFPs" A memo... read more
• Is Selling to the Feds Worth the Hassle?
  Is it worth doing business with the government? This is a question all of us ask ourselves daily. A great way to quickly find out if the government is buying our products and services is to go to the General Services Administration's web site,... read more
• Finding a Great Government Sales Executive
  We were asked by a recent attendee of our "Winning Government Business" class in Atlanta how to find a great person to sell his products and services. He was beside himself trying to find the type of person who was brave enough to make sales... read more
• Agency Uncovered
  When I taught "Winning Government Business" and "Selling to the Government" this week, I found there was an interesting trend in the attendees. A majority of this weeks' attendees called on the same end users: facility managers, property... read more
• Now's the Time To Sell To the Government, Now's The Time to "Get Real"
  Some people sell with enthusiasm, others are more laid back. The best sales technique is to be yourself - a human being looking to help government employees by making their job easier and following the rules. So, you're in the field and the boss... read more
• Getting Embedded in Government Sales Circle
  One of the keys to success in the government is to develop a strong relationship at an agency. My contention is to take it another step: you need to become not just an insider, but embedded. Let's look at whether or not you are, in fact,... read more
• GATEKEEPERS - The Sales Rep's Best Friend
  The owners of our companies expect the sales people to be making cold calls that sound professional and direct. Here is an example of an introduction I hear all the time:"Hello, my name is Eileen Kent and I'm looking for the person in charge of... read more
• Turn a Losing "Blind Bid" into a Winning Opportunity
  An agency of the US Government may send you a random Request for Proposal, which looks like it is a perfect fit for your organization. When you receive this via fax or email, do you "stop the presses" and have all of your resources attack this... read more
• Michigan Sales Executive Networks His Way to Success in Washington, DC
  October, 2004 -- Stuart Newman, Sales Executive, of 3 Leaf Group from Oak Park, MI says he made it his mission to meet key federal government decision makers at a recent government human resources conference in Virginia. Newman, who sells training... read more
• Thanksgiving - A Great Opportunity
  A perfect time to reflect on all of the people and things we appreciate. As we move forward toward the Holidays in December, have you thought about how you are going to express your appreciation to your clients for their business? If you plan to... read more
• Do You Want To Win Government Business? Do Not Respond to "Public Request for Proposals"
  When I started selling to the government, I thought it made sense to see where all of the opportunities were being posted. I found a great spot online: Fedbizopps.gov. I could simply search by word, agency, procurement type, dollar amount, location.... read more
• Do You Want To Win Government Business?
  Midnight Friday, Midway Airport - I arrived home to Chicago exhausted after teaching a class and took the trek downstairs to the baggage claim. After about a half hour of watching other passengers collect their bags, say hello to their families and... read more
• Running into Old Friends in City Procurement While Teaching in Michigan
  A funny thing happened to me in Warren, Michigan, during the break of my Winning Government Business class for Detroit at the end of September of 2004. I took my lunch break by contacting the area City to see if there was a small business... read more
• The Networking Dance - The Keys to Doing it Right
  Events, networking, lunches, lead sharing. Sometimes being in sales you feel you have to become the social butterfly. That's right. If you want to uncover opportunities you need to take the attitude that you would be willing to attend a lot of... read more
• How to Make them See You - Creating Urgency
  Message left at 10:00 a.m."Hello, this is Eileen Kent and I'm in town today. My understanding is that you're responsible for continuity of operations. I was hoping to touch base with you or even visit with you personally regarding our special... read more
• One Page Capabilities Statement Available in a Simple Format Saves You Thousands of Dollars in Full Color Brochures
  As you have been placing your six additional calls a day, I would bet money on one response you are getting from the buyer or end user:"Send me information."At Fedmarket.com, we have a running joke. We call it the "polite blow-off."When a buyer... read more
• The Only Way To Uncover Government Business is to Focus, Focus, Focus!
  How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." It seemed overwhelming and a little frightening.When you look at a web site or a flier from the... read more
• When Selling To The Government, You Have to "Dig" For Gold
  "One of the largest mistakes I've seen in the business is that companies just scratch the surface of many agencies and never find a dime's worth of business, " said Richard White, Owner of Wood River Technologies and Fedmarket. "They never... read more