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Federal Fiscal Year End Ideas (Part 1 of 3)

federal gsa fiscal year end sales deadline clock
With a little planning and discipline, you can get your Q4 game plan set, and start cashing in on more year-end opportunities. This is a three-part series with tips to help you stay ahead of the game! It takes more time than you think to refine your best value based on your most recent past performance, innovation and differentiators. Plan to reinforce that message in every call, conversation, social media and blog post. And you'll tweak your campaigns to appeal to each layer of the federal key players. (Don't know who they are? It's time we talked. HINT: The small business specialist is not your buyer.)

Camera-Shy Client? How to Get Video Testimonial to Build Your Business.

Some clients are camera-shy...and others simply aren't allowed to endorse a supplier.

Congratulations! You've landed a major federal agency or publicly-traded company for a client. This is the breakthrough you've been looking for: a reputation for top-tier trusted track record to get your company into the big leagues.

Success begets success, right? So as soon as you've racked up that past performance, and have some results to talk about, you want to share that.

The Joy of Checklist

When you think "checklist", what's the next word that comes to mind?

"Joy" isn't usually it. Here's why it was for me here this week (and should be more often elsewhere, too).

In many parts of my life, my decision-making and my process flow are not exactly linear. (This is the point at which I can hear my husband snicker ever so politely). Upside: my random path is often filled with creative adventures. Downside: if I'm also anxious for results, and concerned about wasting precious resources, a structured approach is my friend.

Graduation Season: Are You Ready?

About to graduate 8(a)? Our tips include to seek out established mid-tier partners as mentors and subcontractors.

Whether or not you’re 8(a), these tips give every small federal contractor something to think about when you don’t want to be small forever.  

Just today, I was talking to a marketer for an 8(a) company that’s just about a year from graduation. “We’re very busy trying to close all the business we can,” she said.

“What’s the one big thing that would make that easier?” I asked her.

Is Your Business Intelligence A House Of Cards?

business intelligence pile of cards

4 Steps To Change.

How much intelligence is your sales team really uncovering?

You've spent all that money on a CRM system. And now you’ve got a ton of records full of "Met Client" or "Left Message" entries. What does that tell you? Not much. So what should you, as the business owner, be seeing (and doing) as you wait for the sale close?

Your sales team needs to gather and communicate with you the actionable intelligence they uncover from their client connections and prospecting contacts.

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