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20 Questions to Government Sales: Entering the Market

Twenty Questions
20 Questions is designed to help your business determine if it meets the necessary criteria to succeed in the government marketplace. The results are based on our extensive experience as federal sales consultants. The results of the game should be used as guidelines and not considered as recommendations. Use your own experience to temper what 20 Questions tells you.

Do you have real dollars to invest in direct sales to federal agencies?
Yes
Some
No

Do you think federal agencies order products and services?
No
Sometimes
Yes

Are you willing to beg?
Yes
We don't beg unless desperate
No

Are you willing to nurture a small federal sale into an insider position?
Yes
Yes, but we can't wait too long
No

What is your corporate tenure?
3 years or more
0 - 3 years
Start up

What is your financial condition?
Strong
Could be better but we will make payroll
We need federal business to stay alive

Is your product/service unique?
Patented technology with commercial success
We think so but can't really prove it
We sell commodities

Do you qualify for a small business preference program?
Yes
Unsure
No

Will you make cold calls?
Yes
A few if we must
We won't need them

When do you expect your sales people to produce federal revenues?
About a year
3rd or 4th quarter
Quickly

Do you have street smart sales people?
Yes
Only one, our dedicated commercial guy
No

Are you willing to do the purchasing work for the customer?
Anything required to make the sale
Some, but as a taxpayer this would be somewhat distasteful
It's their job

Do you want federal dollars to save your company or fill in for missed commercial goals?
No
Some would help
Yes

Do you have personal relationships with federal buyers?
Yes
Willing to develop them
They won't be needed, we believe the federal government needs us

Do you know people who know federal buyers?
Yes
Some
They won't be needed, we believe the federal government needs us

Have you read the books on federal sales offered by Fedmarket.com?
Yes
Haven't heard of the books
Don't need textbooks to make a sale

Do you have the patience of a saint?
Yes
There's a limit
No

Are you focused?
Yes
To a degree
No

Are you persistent?
Yes
Yes, but we are hurting
No

Do you usually persevere against all odds?
Yes
We are human
No

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