Federal Sales
Retaining Your Crown Jewels
By Richard White
Nov 19, 2007, 10:55

The crown jewels of any federal service contractor are the company's existing service contracts. Existing service contracts are so valuable that they are virtually irreplaceable. Such contracts are the source of, among other things, the following:

• Highly probability "re-wins" of the extension of these contracts
• Unexpected revenue resulting from increases in scopes of work
• New business with the existing customers
• New business from referrals from existing customers

Ways to ensure your business holds on to its existing contracts:

1. First and foremost, strive to provide superior performance under the existing contracts. Keep a senior person involved with the customer to closely monitor the customer's satisfaction and your staff's performance.
2. Work diligently to stay in touch with those federal staffers who may be on the future re-bid evaluation committee.
3. In the event that the agency's project officer leaves the agency, you must work diligently to cultivate relationships with any new personnel assigned to your project.
4. Train your on-site staff to ferret out new business.
5. Try to persuade the decision makers to have the re-bid done under a contract vehicle that your company holds rather than a competitive procurement.
6. Start building your proposal for the re-bid of the project the day you start the contract. Have it written well in advance of the end of your initial contract term.

In short, keep the new ideas and service improvements flowing for your existing contracts. Don't fall into the trap of "we have it" so let's focus our sales efforts elsewhere. I call this the "we let it slip away" syndrome.

Executive Breakfast with Proposal Architect Author, Richard White

Is your company experiencing proposal writing problems? Join the crowd of most federal contracting companies. Learn why your proposals are less than successful in this two hour breakfast training event.

Join us on Wednesday, November 28, 2007 and hear Richard White, author of the Proposal Architect address:

• Defensive proposal writing
• Advanced proposal writing techniques
• Features and benefits of the Proposal Architect
• Demonstration of the Proposal Architect

Schedule:
8:30 - 8:45am - Registration & Networking
8:45 - 9:15am - Advanced Techniques
9:15 - 10:30am - Product Demonstration

Location:
The Federal Sales Academy
3 Bethesda Metro Center
Suite M020
Bethesda, MD 20814

Cost: $100 per person

Directions to location:
http://www.fedmarket.com/seminars/academy-3metro.shtml

Author's Bio:
http://www.fedmarket.com/about/rwhite.shtml

REGISTER HERE

Register online or call 888.661.4094 x 8 to reserve your seat.

If you are unable to attend, arrange an online demonstration with the author of the Proposal Architect call 301.652.9504 x 110.

Teleseminar with the Author of Rolling the Dice in DC: How the Federal Sales Game is Really Played

Date: Thursday, November 29, 2007
Cost: $100 per person
Time: 12:00 PM - 1:00 PM EST

Spend a hour with Richard White, author of Rolling the Dice in DC: How the Federal Sales Game is Really Played. Mr. White will summarize how federal sales are really made, and answer questions in an informal, audience participation format; with a focus on solving the sales problems of the audience.

REGISTER HERE

Rolling the Dice in DC, the definitive new book on federal sales Sales Wisdom from a Long Time Player in the Federal Sales Game Learn more Price: $22.00 (includes shipping) Buy Now!

Listen to Richard White:
Learn more about GSA Schedules and the hurdles small businesses face in the federal marketplace.
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If you need help with any other product sales, call or write as follows: (888) 661-4094 x 8 or sales@thefederalmarketplace.com.