So You Want To Sell To The Fed Gov? May 2014
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So you want to sell to the Federal Government?
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So You Want To Sell To The Fed Gov? May 2014
- 1. So You Want To Sell To The Federal Government? The Myths • You Can’t Sell To Federal Clients • All The Decisions Are Made In DC • You Can’t Talk To Contracting Officers (KOs) • It Is To Hard To Get In The Door & Too Do Work • The Gov is so big you have no idea where to even start? • The Federal Gov only works with big businesses. The Truth You Must Market To Federal “Individuals” Over 90 Percent Of The Buying Decision Is At The Local Sites/ Zones/ Regional Level You Must Find And Build A Relationship With The Local Contracting Team Think Differently, Think Long Term – Must Build A Record Of Past Performance – Start Small Must Network through industry associations and community support No Magic To It: Just Strategic Relationship Building!