The late budget has skewed buying to...NOW.
These five tips can help you stay ahead of the game!
These five tips can help you stay ahead of the game!
#1: Revisit Your Forecasting
- Take one more look at your target agencies' forecasts and bid boards. Anything new?
- Look hard at your own forecast, and pick out the projects that best match your capabilities.
- Identify relevant small business specialists -- and call on them for updates on your hot projects.
#2: Ask for Referrals from Your Best Customers
- Ask your best customers for introductions! It's the least expensive -- and most powerful -- source of leads you have.
- Ask for leads within their agency
- Ask who they know in another agency who might value your expertise or products.
#3: Stay Top-of-Mind
- When did you last check in with your best clients, partners, current and past contacts?
- Call long-time, one-time and former government clients to remind them of your value. Offer something useful -- an article, a link...
- Ask if they'd like fresh info, or need to reorder from you.
- Call on marginal accounts. Often the company to get the order is the last one the agency spoke with!
- If the box of cookies or treats is worth less than $25, ask the contracting officer or the OSDBU if you can bring in some refreshments for the team
- (True story: At fiscal year end, when I worked at the Canadian Embassy, I'd bring a batch of cookies into the Admin section.You have no IDEA how much faster my paperwork got processed.)
#4: Use Multiple Touches, Tactics, Channels
- Use multiple tactics (PR, events, email, direct mail, web, telemarketing).
- What channels are others not using? Have you looked into...
- Federal News Radio? See what co-anchors Amy Morris & Tom Temin are covering, and ask them if they'd like to interview your federal client's recent success (and your contribution...) Catch Amy on Twitter -- @amorris_wfed
- Twitter -- check out http://www.blog.govtwit.com/ and discover how you can reach hundreds of influential government buyers that your competitors are overlooking!
- Visit GSA Sales Query, even if you don't have a schedule. How are the leaders in your GSA Schedule category, reaching THEIR clients, through ads and online?
- Promote year-end offers to government customers through telemarketing or emails.
#5: Update & Share Your Capability Statement
- Add in your latest contract wins & vehicles, update your contact info, product info, certifications, keywords, NAICS codes.
- Most contracting officers and small business specialists appreciate getting your latest capability statement. Ask your best contacts if they prefer email or hardcopy or a link.
- Ask if they've got a few minutes to critique your latest draft capability statement -- What's missing? What else would they like to see? Helpful to you, AND keeps you top of mind.
Get Five More Tips HERE!
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