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Federal Business Development

Success in the federal market is about standing apart by providing insight that agencies have not yet considered, and provoking honest conversation about change.  Helping agencies define their problems enables you to become part of the solution.

Differentiating in federal market

Your Problems and Challenges

  • Are you new to the Federal market but not yet gaining traction?
  • Have you been competing in the federal market without much success?
  • Do you have a federal sales plan that hasn't worked?
  • Have you actively pursued opportunities on eBuy and FBO but not won?
  • Do you have trouble generating qualified leads?
  • Are you engaging with agencies too late in the buying process?

What if you …Go-to-Federal-Market

  • Better understood the federal market
  • Knew which agencies buy what you sell
  • Understood agency buying processes and methods
  • Generated more leads
  • Created more deals
  • Differentiated your firm more effectively to stand out in this competitive market
  • Could spur agencies to change the way they do things

How?

To sell to the federal government, you need a strategy that goes beyond "me too" federal marketing.

    • Your differentiators must not sound like your competitors
    • Your demand generation campaign must break through the noise and clutter 
    • You must enter the buying process earlier than you do now
    • You must offer a unique perspective on agency problems and goals 
    • You must create deals with agencies ... not chase RFPs

The Standout Go-to-Market Approach

Firms that have been successful in their B2B marketing frequently find government marketing (B2G) far more challenging.  Tour firm can succeed if it implements a Standout Go-to-Federal-Market Strategy. 

We help build an effective, integrated go-to-market system that enables success in the federal market. Our system helps identify attractive target agencies and tailor value propositions that align your firm’s strengths to those agencies’ needs.

Our approach builds numerous competencies within your organization. We help you understand and implement:

 
Market Intelligence What do agencies want, need, and can afford
Competitive Intelligence What do your competitors successfully deliver to agencies
Target Agencies Focus on MLB agencies (Most Likely to Buy)
Unique Value Proposition

Many firms think they have a unique value proposition.  But most agencies think yours sounds like every other competitor.

In fact, this is the most significant challenge facing federal contractors.
Insight Development

Providing insight is the key to breaking through the noise and standing out in a cluttered market.

Using traditional relationship management and consultative selling without leading with insight and unique viewpoints is a recipe for failure.
Effective Messaging Agencies are bored of the same old, same old. Capability statements and corporate presentations are old school and serve only to kill opportunity.
Integrated Business Development  It's not enough to simply align sales, marketing, and business development. You must have a fully integrated process that aligns with the buyer.
Opportunity & Deal Creation Stop chasing RFPs. Don't wait for opportunities to come your way. Become proactive. 

Next Step

Get our Go to Federal Market Strategy Solution Brief

Get our Go to Federal Market Strategy Solution Brief & Video

 

     

    Get our Go to Federal Market Strategy Solution Brief & Video

     

     G2FM-Solution

     

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    Thanks for your help and coaching. Out of all the things I did after the GSA award, you rank at the top in terms of meaningful benefit.

    Not only your advice was realistic but you took the time to understand our business and gave it ample thought before the coaching sessions.

    Michael K.
    President
    GSA Schedule 70