Tuesday, June 14, 2011

Five Tips For FYE Success

The late budget has skewed buying to...NOW.
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!

No comments: