JSchaus & Associate's Government Industry Partners (GIP) Webinar Series PUT ON A WEBINAR WITH US! Share your company content to a live audience of US Federal Government Contractors. We will promote your webinars through our network, newsletter, social media, and digital marketing efforts reaching 23,000+ subscribers. Webinars are live and can be published on our YOUTUBE channel. CONTACT US at hello@jenniferschaus.com and ask for our MEDIA KIT.

1. GIP: Government Industry Partners
Webinar Series - 2022
Reach
US FEDERAL GOVERNMENT
CONTRACTORS!
INFO & PRICING:
hello@JenniferSchaus.com

2. GIP: Government Industry Partners
Webinar Series - 2022
Reach US Federal Contractors
in a 1, 2 or 3 part
webinar series.
We promote, host and record
your webinar.
Promoted via newsletter
(23k+ subscribers;) and
Linkedin (24k+ followers)
Put on a webinar with us!
INFO & PRICING:
hello@JenniferSchaus.com

3. GIP: Government Industry Partners
Webinar Series - 2022
Put on a webinar with us!
INFO & PRICING:
hello@JenniferSchaus.com

4. WEBINAR TITLE
DATE
Federal Sales Team Struggling? Can’t Grow Sales?
24 Feb 2022

5. Webinar Series Overview
Part I: Federal Sales Team Struggling? Can’t Grow Sales?
Part II: Why Your Contract Vehicles and Set-Asides Aren’t Driving Business
Part III: Show Me The Money: Why Your Competitive Intelligence Tools Aren’t Working

6. You know the feeling when…
• Your Federal sales team isn’t delivering.
• You’re paying them and waiting for wins.
• They are hungry for wins, too.
• They’re asking for more time and resources.
• Proposal team is burnt out.
• Competitors keep winning the work you bid.

7. It Doesn’t Have To Be That Way.
• Focus.
• Connection.
• Consistency.
Change the game,
for good.

8. Get Ready To Take Action
At the end of the hour,
I’m going to ask you…

9. You Will Learn…
• Who should really be doing sales
• What you need to give your team
• Where you need to be calling
• When to call
• Why they’ll return your calls
• How to know it’s working
• Resources
• Next Steps

10. The Most Costly Misunderstanding About Federal Sales
There’s no such thing as
selling to “The Government”.
There’s only doing business with people.
Your Federal buyer is very, very, human.
Thank you to Josephine Cobb, who retired from
Travis AFB in 2014 after a 53-year career
in Federal contracting.

11. 80% of GovCons Are Asking The Wrong Question!
“What Can I Bid?”
“What Can I Bid?”

12. The Answer You Need Most
“Who’s my buyer?”

13. FOCUS: The Foundation For Federal Sales Success
• Your Target Agencies
• Your Best Values
• Their Goals

14. Before We Talk About “Sales” Let’s Get This Straight:
• Business Development: Creating Long Term Value
• Marketing: Helping Them Find You
• Sales: Helping Them CHOOSE You

15. Who Really Does Sales?
• “Sales People”
• C-Suite
• Subject Matter Experts
• Proposal Team
• Service / Product Delivery
• On-Site Team
• Help Desk
• Admin / Contracting
• Human Resources
Everyone Who Is Part of
the Client Experience.

16. What You Need To Give Your Federal Team
RESOURCES
• Competitive Intelligence Tools: Foundation + Ongoing
• Federal Sales Training
• Structured Federal Sales Plan
• Professional Development & Coaching
• Marketing Support
• Business Development Support

17. What ELSE You Need To Give Your Federal Sales Team
• Clearly Communicated Expectations: Goals
• Regular Feedback On Progress
• Collaborative Culture
• Encouragement & Recognition: Milestones & Micro-Engagement
• Celebration To Support Resilience
GovCon is
a team sport!

18. CONNECTION: Where You Need To Be Calling
• Contracting
• End User
• Small Business Specialist
• Stakeholder
• Industry
What are their goals?
The Players At All
Five Layers!

19. CONSISTENCY: Reliability Is Fundamental To Building Trust
• Your Personnel
• Your Calls
• Your Engagement Curve
Measure.
Track.
Support.
Celebrate!

20. When To Call
NOW.
Learn the right message, for the right person, at the right time.
• In the acquisition cycle
• In the Federal fiscal year
• In the right layer
• About the right thing There is always
someone to call.

21. Why They’ll Return Your Calls (Eventually)
• Awesome Voicemail!
• They Like You.
• Specific Need.
• Lower The Risk.
• Best Values.
• Timing.
It’s not about your
Set-asides!

22. Pestilence or Persistence? It’s Personal!
• 15 – 30 touches from contact to contRact
• What does it mean when they don’t return your call?
• Time of day?
• How often to call?
Relentless
Consistency.

23. How To Know It’s Working
Continuous Micro-Engagement!
• Small signs of life…
• That either of you can initiate…
• That move you both toward your goals.

24. We Covered A Lot!
• Who should really be doing sales
• What you need to give your team
• Where you need to be calling
• When to call
• Why they’ll return your calls
• How to know it’s working
• Resources
• Next Steps

25. Change The Game, For Good.
• 3 Kinds of Focus: Agency, Your Best Values, Their Goals
• Connection: The Right Levels And Kinds To Build Sales.
• Consistency: Personnel, Calls, Engagement

26. Time For Action!
Share in the chat,
or write down for yourself…

27. 29
Resources That Can Help

28. Get The Book And The Workbook
https://bit.ly/GCME-2-B

29. Attendee Bonus
The GovCon Personas Guide
https://bit.ly/PALM-JS

30. Get In Front Of Your Federal Buyer And Close More Business Faster
Are we a fit to work together? Let’s chat.
http://bit.ly/FedBizBreakthrough
https://bit.ly/FederalBusinessIntensive

31. Your Questions…Answered!

32. Contact
A life you love.
In a business you love.
For a country you love.
Judy.Bradt@GrowFedBiz.com (703) 627 1074

33. GIP: Government Industry Partners
Webinar Series - 2022
Put on a webinar with us!
INFO & PRICING:
hello@JenniferSchaus.com