You know how hard Federal contracting is. You've had those weeks, those months: no signs of life anywhere. You turn over the rocks, you dig. Everything seems absolutely uninhabited. Nobody's returning calls. No opportunities. Nothing.
And yet. You know that Federal agency is spending money. In fact, your competitor is winning some of it, and it's really annoying the socks off you. What signs of life did they see that you missed?
One evening after I gave a presentation, someone asked me, "Where is the low-hanging fruit in Federal contracting?" Then, I told them confidently, "There's no such thing."
I was so wrong!
There is plenty of "low-hanging fruit" in the Federal market!
I love federal Q4! It's exciting and nerve-wracking. Stakes are high because we're all about to find out the payoff for a year or more of hard work. So here is the first in a series of federal marketing strategy tips to ramp up your fourth-quarter sales:
Strategy: Start where you are.