Here's an example of how the federal sales game is really played. Let's suppose a federal agency has the money to fund a large information technology project, creating a potential, although as yet unidentified, sales opportunity. Your salesperson calls on the end user. The initial sales contact could have been made through a cold call, through a referral from someone inside or outside the government, or as the result of a relationship developed earlier when the end user was in industry or the salesperson was in government. The stronger the previous relationship or referral the better, but it doesn't really matter how you get through the door as long as you get there.

The salesperson and end user continue to meet, talk on the phone, and communicate via e-mail, discussing the end user's program goals, the challenges to reaching those goals, and possible ways of addressing any problems. The salesperson's goal is to establish a relationship, convince the end user there is a problem, and that your company has the solution. This can take several weeks to a year or more. The salesperson, in an effort to develop and refine a solution, meets with other management and technical specialists within the targeted agency at the same time.

Once everyone has agreed that both a problem and a solution exist, the end user meets with the contracting officer to discuss how the needed product or service is going to be procured. The end user informs the contracting officer of your company's involvement, but realizes, of course, that the procurement must be competitive. However, it is understood that the end user would prefer to work with the company that already understands the problem and has presented a solution. The contracting officer and the end user discuss how the deal will be closed.

Federal Sales 101: Winning Government Business

Participating in the federal sales game can be an extremely frustrating and overwhelming endeavor. Chasing down leads often turns into an exercise in trying to negotiate your way through a maze with many, many dead ends. Our seminar "Federal Sales 101: Winning Government Business" will put managers and sales people on the right path to establishing immediate relationships and closing government business. The seminar is led by Federal Sales Academy Director and "On the Sales Firing Line" columnist, Eileen Kent. Read more...

Sign-up today for the next "Federal Sales 101: Winning Government Business" class!

To learn more about this seminar, call 866-519-4482, Ext. 110 for assistance.

A GSA Proposal Solution Designed Specifically for Small Businesses

GSA Schedules eLab - Develop your GSA proposal in 3 days at our eLab. Fedmarket provides you with a Request for Information (RFI) prior to your arrival at our eLab. You are instructed to bring the requested corporate data with you to the course. Attendees should, with the assistance of our GSA staff, complete their GSA offer prior to the end of the eLab's third day. Many attendees complete the process and leave with a completed proposal within two working days. If you are unfamiliar with the proposal process, the GSA eLab is the solution for you. The GSA eLab is offered monthly at the Federal Sales Academy in Bethesda, Maryland. Read more...

Sign-up for our GSA Proposal Preparation eLab today!

To learn more about our GSA products and services, call 866-519-4482, Ext. 110 for assistance.

Call Fedmarket's sales staff at (888) 661-4094, Ext. 8 with questions concerning these or any other products or services Fedmarket offers. E-mail inquires may be sent to the following: sales@thefederalmarketplace.com.