Company Specific Sales Plans

Our sales consultants assist companies in winning federal business by:

Understanding your capabilities and value proposition
Analyzing procurement information
Identifying suitable targets
Capture planning
Identifying key points of contact
Presenting your capabilities
Writing proposals
Assisting you with the close

We tailor these activities assist companies in developing company specific federal sales plans. An overview of strategic sales planning and implementation project is presented below.

Strategic Project Overview

Our direct marketing and sales planning efforts is comprised of three phases: research, capture planning, and direct sales. During the research phase we work with you to understand your position in the marketplace and to identify where there is demand for your offering. Capture planning involves identifying specific opportunities to pursue and establishing a position to allow you to close the business. Direct marketing means just that: we do the leg work for you and directly sell your offering to buyers. Ultimately, the goal is to position you to successfully sell into the targeted accounts.

The following is an in-depth discussion of a sales plan development project.

Objectives

With our assistance, your organization will be able to implement a direct sales plan for your federal business endeavors. The direct sales plan is aimed to assure that:

You are able to progressively build relationships within the federal sector;
That you can identify opportunities that are worthy of pursuit; and,
Your capabilities are directly marketed to potential demand.

Fedmarket's experience is that sales success is not based on any scientific formula. In other words, it is not possible to state in advance which activities will prove to be most fruitful, which opportunities are better, which efforts will lead to intended outcomes. Rather, success is based on a combination of perseverance, patience, weighing of information, and other such 'soft' considerations. The old marketing maxim 'half the marketing budget is unnecessary but one cannot know which half' may be applicable. Fedmarket has over the course of years of experience developed a tried and tested methodology that has yielded results. Fedmarket's intent is to bring this experience to bear in support of your organization.

Fedmarket's vision is that executing a federal sales plan will establish a fully developed sales pipeline for your organization. The pipeline will include opportunities within targeted federal agencies or with prime federal contractors that have a prospective need for your offering. The opportunities might range from prospective public procurements to currently open procurements or teaming situations. Plans unfold over the course of a number of months - average duration between 12 and 18 months.

Deliverables - Specific deliverables associated with the direct marketing plan are as follows:

Research - Identify Demand for Services

Market research will be performed to identify those federal agencies that are in need of your products or services. The research will have as its primary objective to match your offering to federal sector demand. The research will be wide ranging, focusing on more than just the obvious potential customers. It will also seek to identify potential corollary targets that have demand for your core competencies. The market research will allow you to understand the scope of total demand and gain an appreciation for the diversity of accounts you may want to pursue.

Capture Planning - Establish Targets for Pursuit

Based on the identification of demand, the plan will be then formulated to specify which targets will be primary. Given the potential vast number of agencies with demand for your products or services, consideration will be given to contract cycles, incumbent prime contractor profiles, RFP release dates and other such market attributes to narrow the field of targets to a manageable number.

The idea is to find the combination of market attributes of any one account that will lend itself to maximizing your efforts in pursuit of business from this account. The outcome of this specification will be to knowingly commit your efforts to a narrow field of targets that will prevent dilution of effort. The accounts to be pursued may be both federal government entities and government prime contractors.

Direct Sales - Getting in Front of Buyers

As a further step in the execution of the direct marketing plan, Fedmarket will work on your behalf to present your offerings to mutually agreed-upon target accounts. Approved capability statements will be developed and presented to target accounts where access can be gained for direct interaction with potential clients. The ultimate objective is to have these efforts result in new business for your organization.

Methodology

Fedmarket's methodology is to work with you to fulfill deliverables for each phase on an hourly, time and materials basis. For each phase, you approve a not-to-exceed level of effort. As individual phases are completed, you then allow Fedmarket to proceed with the subsequent phase, again on a not-to-exceed basis.

The phases and related activities are detailed in the table below.

Phase	Activities
Research	Review capabilities Report capabilities that match market demand Procurement information analysis Target the two most promising accounts Select the three most promising opportunities for each account Obtain target approval
Capture Planning	Analyze each Targets Statement of Work Develop Capture Plan(s) Client Approves Capture Plan(s)
Direct Sales	Identify and obtain appointments with POCs Prepare presentations Meet with POCs Report capture plan progress/results Support negotiations and closes

Start the Process Now: Call 888.661.4094, Ext. 2 to discuss your sales planning needs.