The New Year is here and you’d probably like to increase your federal government sales in 2011. Most agencies do not have their 2011 fiscal year budget approved yet, so January is a critical time to start your federal sales initiative as contract expenditures will be pushed to the end of the year (September 30th).
In January, consider how you’re marketing yourself to government buyers. By making the decision early in the year, you and your sales staff won’t be distracted by this issue throughout the year. Two keys to being successful in this market are persistence and perseverance.
Try focusing on only a few of agencies at a time. In doing so, you will have increased your likelihood for success. Get to know the agency - the buyers are there. Avoid the inclination to take a cursory look at the agency only to decide that there are no opportunities there for your company.
Do market research by searching government contracting opportunities at the Federal Business Opportunities website. Ask yourself, "Which types of contracts would be a good fit with my company's product or service?" Make a list of contracts that have already been awarded and research the types of companies that won them.
If you want to build relationships with government organizations, you need to follow current market conditions and research hot topics. Federal stimulus money has changed the products and services the government is purchasing and the way suppliers are doing business.
Many government agencies hold procurement conferences and seminars throughout the year. It's a good idea to attend them to network and build relationships with government decision makers, while increasing your knowledge about how the government spends. Federal Buyers Guide has partnered with B2G events nationwide. Call Mike at (805) 963-7470 ext. 13 to find out how our network of key relationships can improve your government sales.
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