How would you describe your marketing approach to developing 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 the buying process to have any meaningful impact on the agency's 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 their process of obtaining needed services and solutions. It describes why getting involved with agencies much sooner is so important.
Federal Market Strategic Planning
Sales and Marketing Integration