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Federal Spending: UP. Are You Ready?

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Every federal contractor I've talked to this year has been working flat out. It's been a tough few years. Every victory has been hard-won, most have been wrestled from incumbents. That's what shrinking budgets have meant.

So reading David Thornton's 8/24/16 article in Federal News Radio reminded me of the moment I stopped holding my breath reading this turn of fate in my first thriller, Alistar Maclean's Ice Station Zebra...

Ninety seconds passed, ninety seconds that didn’t seem any longer than a leap year, ninety interminable seconds while we waited for the sea to burst into our hull and take us for its own, then the diving officer said: ‘Ten feet. Up.’
‘Are you sure?’ Swanson asked.
'A year’s pay.’

From Thornton:

     Federal spending: up.
     Spending on services: up, accounting for 60% of total federal spend.
     Spending on technology: up.
     Spending on facilities: up.

After military services, the Department of Health and Human Services led civilian agency spending. Duncan Amos, deputy director of government contracts research for Bloomberg Government, expects that trend to continue into 2017.

That's the good news, even as you're pushing hard on the next few weeks.  Now, the big question: Are you ready for FY17? What steps are you taking to get into the updraft and ride the thermals as dawn breaks on the new fiscal year?

No matter what else you're doing, put these three things on your "A-list."

  1. Profile Past Performance. Document (or update) your past performance summaries and best stories. Let what you do well point the way to the people, places and problems that are your sweet spot for year to come.
  2. Do Your Data Dip. Get your competitive analysis done (or refreshed). Get detailed hard facts from the most recent actual federal contract data on who's buying, how they're buying, how much they're buying, and who they're buying from.
  3. Capture Conversations. Use that data to start conversations with buyers you want to win, especially with the ones who've never heard of you and are already buying from someone else. "I see you're doing business with  XXX. How's that going? What do you like about them? We only want to team with the best..." Far from being unnerved, you'll rivet their attention, because you paid attention.

Doing any one of these things will make a difference. Do them all and watch your FY2017 revenues really take off!


Judy Bradt, CEO of Summit Insight, gives established federal contractors the skills and tools to get these three steps done fast. She loves helping you create the real-life thrill of success even more than reading about an exciting turn of fate! Call her at (703) 627-1074 or visit www.summitinsight.com to find out about special course discounts today.

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Malcom Carlaw, via Flickr Creative Commons

Federal Spending: UP. Are you ready?

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  • Published on September 1, 2016

Increasing federal sales for people who are ready to change the way you do business!

Every federal contractor I've talked to this year has been working flat out. It's been a tough few years. Every victory has been hard-won, most have been wrestled from incumbents. That's what shrinking budgets have meant.

So reading David Thornton's 8/24/16 article in Federal News Radio reminded me of the moment I stopped holding my breath reading this turn of fate in my first thriller, Alistar Maclean's Ice Station Zebra...

Ninety seconds passed, ninety seconds that didn’t seem any longer than a leap year, ninety interminable seconds while we waited for the sea to burst into our hull and take us for its own, then the diving officer said: ‘Ten feet. Up.’
‘Are you sure?’ Swanson asked.
'A year’s pay.’

From Thornton:

     Federal spending: up.
     Spending on services: up, accounting for 60% of total federal spend.
     Spending on technology: up.
     Spending on facilities: up.

After military services, the Department of Health and Human Services led civilian agency spending. Duncan Amos, deputy director of government contracts research for Bloomberg Government, expects that trend to continue into 2017.

That's the good news, even as you're pushing hard on the next few weeks.  Now, the big question: Are you ready for FY17? What steps are you taking to get into the updraft and ride the thermals as dawn breaks on the new fiscal year?

No matter what else you're doing, put these three things on your "A-list."

  1. Profile Past Performance. Document (or update) your past performance summaries and best stories. Let what you do well point the way to the people, places and problems that are your sweet spot for year to come.
  2. Do Your Data Dip. Get your competitive analysis done (or refreshed). Get detailed hard facts from the most recent actual federal contract data on who's buying, how they're buying, how much they're buying, and who they're buying from.
  3. Capture Conversations. Use that data to start conversations with buyers you want to win, especially with the ones who've never heard of you and are already buying from someone else. "I see you're doing business with  XXX. How's that going? What do you like about them? We only want to team with the best..." Far from being unnerved, you'll rivet their attention, because you paid attention.

Doing any one of these things will make a difference. Do them all and watch your FY2017 revenues really take off!

__________________________________________________________________

Judy Bradt, CEO of Summit Insight, gives established federal contractors the skills and tools to get these three steps done fast. She loves helping you create the real-life thrill of success even more than reading about an exciting turn of fate! Call her at (703) 627-1074 or visit www.summitinsight.com to find out about special course discounts today.

Judy Bradt

Judy Bradt

Increasing federal sales for people who are ready to change the way you do business!

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Thu, 09/01/2016 - 6:57pm

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