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Federal Q4 Tip #2: Be courageous: Make personal contact.

Federal Q4 tip be courageous summit insight sales business development

Imagine being a federal buyer, barraged by vendor emails and direct mail, especially from July through September. How can you, as a vendor, stand out from all that noise?

Strategy: Pick up the phone, with the goal of getting in front of buyers, live and in person.

Why is it so hard to make phone calls?
We have two simple fears:
We are afraid of rejection,and we’re afraid that we won’t know what to say.

I’m going to make all of that go away for you, forever, starting now.

Got An Idea Worth Sharing? Harness the Power of the Human Imagination

I'm constantly drawn outside the usual orbit of federal acquisition regulations to the art of engaging people in conversation.

For starters, if you are growing your federal business, someone (usually many of them) has to know you, like you, and trust you...when they are almost always doing business with somebody else or solving problems some way that doesn't involve you. Yet.

The conversation sure doesn't open with what kind of small business you are. Try starting with the unique way you solve a problem you know your listener has.

"Follow The Money": Classic Watergate Lesson Drives Federal Wins

federal contracts, watergate, competitive intelligence, FPDS, summit insight, judy bradt, market research
Some of the best advice for federal contract success comes from Mark Felt. Remember him? No? I bet you remember his advice to Bob Woodward, as Watergate scandal's secret source "Deep Throat" in 1972: "Follow the money." Public money means public information. If you know how to find and dig deeply into past federal contract data, you get the stories. Those stories let you open conversations, deepen relationships, and lead to business.

Why Winning Government Bids Takes A Top Guide

summit, achivement, summit insight, climb, goal, federal goal, guide, play

After more than a dozen years, Summit Insight remains true to our mission.

Summit is both a noun and a verb. As a noun, it’s the goal you want to reach: business with the world’s biggest buyer, the U.S. federal government. As a verb, it’s the act of getting there.

Insight is what we give you to get there: the latest tools, techniques, and data. It’s your climb, it’s your journey. Our team are the guides that can take you to the top.

GSA Acquisition Gateway: Vendor Boon, Bust, or Both?

GSA Acquisition Gateway, Summit Insight, General Services Administration, Schedule Contracts
Charles Clark's GovExec must-read article on GSA's Acquisition Gateway puts your hand right on the door. The Office of Personnel Management aims to encourage over 10,000 Federal buyers to start to use the Acquisition Gateway this year to compare solutions and price shop as well as share insights and expertise across 17 “hallways” of products and services. Smart VENDORS are already walking the halls of GSA's Acquisition Gateway, too. Are you one? There are four reasons why you need to wall off some time for yourself NOW and tour GSA's Acquisition Gateway. Oh, and do you know your risks?

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