Two myths about the federal market persist in the commercial sector. They are as follows:

1. Just go to the federal market and pick the low-hanging fruit; and 
2. The fruit is ripe and you can pick it quickly.

The federal market is exceptionally lucrative, provides great leverage and is self sustaining. That's the good news. The bad news is that sales lead times are long and federal proposal writing is inherently expensive and emotionally draining.

A typical scenario is as follows.  Your CEO announces, "Our commercial business has dramatically decreased. Go get federal revenue. And, by the way, do your current job as well. Note that we need the revenue next quarter." This scenario is unrealistic unless you are selling commodities.

Richard White, author of "Rolling the Dice in DC: How the Federal Sales Game is Really Played," is available to discuss the federal market and the positives and negatives of the market.. Call 301.908.0546.

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