How would you describe the marketing approach you use to develop your federal business?
Many firms primarily rely on finding available bid opportunities using eBuy, FedBizOpps or similar services. This puts you in the reactive mode chasing RFPs. Worse, it inserts you far too late in buying process to have any meaningful impact on the agency buying vision.
To succeed, you need to understand the federal buying process and get engaged much earlier in the process. This 5-minute video describes federal buyers and the process they go through in obtaining needed services and solutions. It describes why it is so important to get involved with agencies much sooner.