Federal Sales
Federal Sales and Self Interest, the Federal End User
By Richard White
Aug 27, 2007, 14:51

The next four installments discuss how self interest impacts people involved in the federal buying process. Buyers in the commercial and federal sectors behave in the same manner. Most buyers will choose the path of least resistance and then run to get to their kids' soccer games on time. Federal buyers view obtaining the best value for the taxpayer as a noble objective but hold doing the best to maximize their raises and performance evaluations on an even higher plane.

Experienced sales people selling in the federal market know that the roles people play and their motivations profoundly affect buying decisions. Most people are motivated by self-interest; that's not necessarily a good or bad thing, it's just a fact. The desire to do a good job, to avoid failure, and to save money on behalf of the taxpayer benefits us all. Having a clear picture of the various roles of the people in the federal sales game may help you better target your sales approach.

The end user is the most import person in making buying decisions for complex products and solutions.

Responsibilities of Federal End Users:
Performing a job for the taxpayer in the most efficient, cost-effective manner possible
Monitoring contractor performance

Primary Motivation:
Successfully accomplishing work tasks and being rewarded with raises and promotions
Avoiding risk, ensuring that buying decisions produce the desired outcome

Not Motivated To:
Select an unknown vendor or one who represents a potential risk
The sales message to federal end users should be: "How can we meet your needs with the least risk and improve your job performance."

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

Considering the federal marketplace?

Want to increase your federal sales?

Call 301.652.9504 EXT. 110 to arrange a one hour telephone consultation with Richard White, author of Rolling the Dice in DC: How the Federal Sales Game is Really Played. Mr. White will advise you on the specific steps required to enter the federal market and increase your federal sales including the following considerations:

• Market pitfalls, stumbling blocks, and barriers
• Market advantages and upsides
• Investment and recurring costs
• Who buys and how to find them
• Specific first steps
• Small business programs

The consultation will answer the questions: "Should you or shouldn't you enter the federal market and how can I solve my federal sales problems?"

Mr. White is a recognized expert in government marketing and sales. He knows the nuances of selling to governments, including the sales processes used for individual government markets defined by procurement size, multiple award schedule sales, negotiated procurement sales, and proposal writing.

If you need help with any other product sales, call or write as follows: (888) 661-4094 x 8 or sales@thefederalmarketplace.com.

Regards,
Richard White
President
Fedmarket.com
The Federal Sales Academy
rwhite@thefederalmarketplace.com
(301) 652 - 9504 x 118 (office)
(301) 908-0546 (cell)