Dominating the Federal Market Unapologetically February 2018
•Download as PPTX, PDF•
0 likes•16 views
Learn how to dominate the Federal market without ever apologizing.
Recommended
Recommended
More Related Content
What's hot
Similar to Dominating the Federal Market Unapologetically February 2018
Similar to Dominating the Federal Market Unapologetically February 2018 (20)
Recently uploaded
Recently uploaded (20)
Dominating the Federal Market Unapologetically February 2018
- 1. DOMINATING THE FEDERAL MARKET UNAPOLOGETICALLY February 2018 Government Contractor Coach 1
- 3. FEDERAL MARKET DOMINATION Establish The Mindset BuildYour Business Approach Develop Your Sales Strategy Execute Capture Process Celebrate YourWins Government Contractor Coach 3
- 4. ESTABLISHING YOUR MINDSET CEO MINDSET You are a Visionary You are a Strategic thinker You accept ultimate responsibility for your Company You are a Decision Maker You are a Delegator PROJECT MANAGER MINDSET You are a Executor You are a Tactical thinker You accept responsibility for your Contract You struggle with making Tough Decisions You are a Micromanager Government Contractor Coach 4
- 5. BUILD YOUR BUSINESS APPROACH Your success in the Federal market is all based on how you equip yourself to go to market. - Become eligible! - What is your business plan for the Federal market? Do you know who buys what you sell? Do you know how much they have spent? Do you know who your competition is? Do you know what tools exist to play in the Federal market? Are you going to prime or be a subcontractor - What is your target market? - Have you developed your opportunity pipeline with a clear process to track and decide what you bid on? - What is your capture approach? - Have you established a wrap rate? Do you know what a wrap rate is? Government Contractor Coach 5
- 6. DEVELOP YOUR SALES STRATEGY - Identify your top three (3) Agencies - Know the decision maker - Give the client an incentive to commit - Overcome potential objectives - Who’s your competition? - Be careful what you say - Be Yourself Government Contractor Coach 6
- 7. EXECUTE CAPTURE PROCESS - Identify realistic opportunities - Validate those opportunities - Develop your win strategy - Build your team - Understand your pricing - Respond to the solicitation Government Contractor Coach 7
- 8. CELEBRATEYOUR WIN!! Government Contractor Coach 8 ant t ow
- 10. CALL TO ACTION Pursuing Federal Contracts 101 Focus : Basics to pursuing your first federal contract Duration: 8 week virtual course Cost: $2,400 (one-time payment) $3,050 (7 multiple payments) BONUS Organic Growth Tools for Success Savings - $1,650 (one-time payment) Government Contractor Coach 10
Editor's Notes
- 90% of small businesses fail in the Federal market because They don’t understand the Federal market They are not prepared Their communication fails They feel they can do and be all for everyone They come in with the “I was a Contractor” mindset versus “I am a CEO” mindset
- 1. Identify the decision maker. No matter what industry you are in, knowing the decision maker is crucial to a quick close. Many times the decision makers will send someone else into the fire to learn all of the information they can about your company. If this is the case, be sure to put yourself into the head of the decision maker so that you can customize your sales pitch to that person's interests, even if they aren't there. Of course, your best-case scenario is that you sit down with the decision maker. Do whatever you can to setup a meeting with that person. 2. Be real. A client can sense if you are being genuine during the sales process. In other words, it's important to convey to the client that you care about their business and not just the deal. Coming off too calculated can turn people off; however, remember that there is nothing wrong with being prepared. It's okay to appear like you're ready for every question that comes your way, just simply don't act like you don't care about the customer's best interests. 3. Create a sense of urgency. Attach a deadline to the deal to help give the client an incentive to commit. Whether it's a discount or something free, make them feel like they have the upper hand. This does not mean rush the customer; it simply means try to give them a little extra reason why your product or service is the right choice, and the right choice right now. 4. Overcome objections. Preparing the sales presentation to address and overcome potential objections can speed up any deal. If something catches you off-guard, you might need to take some time to think up a solution. In a past Inc. article published here, sales expert Tom Searcy calls this having a "landmine map." By having an outline of anticipated problems and a thoughtful analysis of the risks, you can reduce the resistance. I highly recommend sitting down with your entire sales team and having each person come up with objections they might anticipate. Give them your sales pitch and see if there are any objections you and your team may have missed. 5. Know your competition. Competing for business is tough. Knowing the areas that you are more competitive than your competition can lead to that quick close. Again, this is all about preparation. Do your research and make sure that you make note of something that you are doing that your competition is not. This is oftentimes the biggest selling point, so you don't want to ignore it. 6. Watch what you say! Don't put your foot in your mouth. Keep it to the point and focus on your areas of expertise. You want to be real and personable, but you have to remain professional
- Supply is invisible but evidence manifests as money, opportunities, great possibilities. We speak those things that be not as though they were.