The 12x Factor: How to Close More Federal Contracts at Fiscal Year End

Are you willing to do the work to get in front of federal buyers for the win? If so, it’s closing time. Yes it’s September, but it’s still not too late to close more federal contracts Welcome to the home stretch of the Federal Fiscal year end, your last chance to close contracts before the


Federal Lead Generation, Pipeline & Capture Power Pack

These three trainings left people speechless when they realized what they’d learned…and how much easier they could be winning federal business using these tips right away. First, find out why federal buyers aren’t finding you, and how to fix that: How To Lead Your Federal Buyer To Your Door So They’ll Buy From You Next,


Doing Business With The Smithsonian Institution: A Vendor’s Story

What would you do if the missing link between you and a federal contract win was a few conversations with somebody you care about? For the most part, I serve people who want to win federal contracts. That’s been my profession for over 30 years.

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Hot, Dry, Barren: But…Signs of Life?

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


How To Become The Vendor They Trust

You know you have the superior solution for that Federal buyer…if only she would give you a chance. What’s the secret to winning work from a Federal buyer who’s already working with your competition? “We have to know you, like you, and trust you,” they say. But how do you build trust when you can’t even

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Put “Low-Hanging Fruit” In 2020 Plan

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! Micro-purchases (up to $10,000), and simplified acquisitions (as much as $250,000 and sometimes even more),

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Whitelisting Summit Insight Emails

Signed up for Summit Insight emails and haven’t received any? I can help! Make sure Summit Insight addresses are added to your email whitelist so your access to our content and updates isn’t interrupted. What’s a whitelist? An e-mail whitelist is a list of approved e-mail addresses or domain names you can personally select so

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The 30-Day Proposal: What Really You Need

“I need more time,” you’re thinking as you pull another all-nighter slammed up against yet one more proposal deadline. “How does anybody get these things done in 30 days?” What you need most is a reality check. If you’re looking for the way to do the whole job, start-to-finish, in 30 days, stop what you’re

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Find The Contracting Officer: Where and How?

The “why” is obvious. A Contracting Officer has power that the President of the United States does not: the legal ability to bind a company to the federal government in a contract to provide goods or services. They need to know you, like you, trust you, and know how to get to you. Contracting Officers

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Veterans Affairs VISN reorg: New map and why you care

Summit Insight’s team works with federal agency websites every day. We constantly find new stuff, from overhauled portals and agency reorganizations to entirely new market intelligence resources (my favorite)! I love to share the top changes with you as soon as we discover them, and show you why they’re useful right away. The news: the

Two women in business suits survey what is in front of them. One stands before hurdles with barbed wire strung between them. The other has a red carpet laid out before her. Wouldn't you like to know which you might be?

Ten Ways To Tell If That Federal Contract Is Wired For Someone Else

You’ve just seen that federal contract opportunity on FedBizOps. It looks perfect for you! But there’s not a lot of lead time. You want to give it your best effort to win! Should you submit that Federal bid? Or do they have someone else in mind? Here are ten things you need to look at!

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Three Simple Steps To Prevent GSA Schedule Cancellation

Is the clock ticking on your GSA Schedule? You’re nowhere near that $25,000 sales goal, and you’re facing cancellation of your contract within the next couple of months? That doesn’t have to happen to you. Here’s how you can buy some time to make good on your goals. First of all, GSA really doesn’t want


8 Success Factors for the 8(a) Business Development Program

After studying trends among over 1,500 8(a) Business Development Program participants in Metro Washington, D.C., we discovered some common characteristics and best practices of those who leverage this federal contracting program. Here’s what the most successful companies do to grow their companies through the first four years of the developmental phase, and then the final

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Is A GSA Schedule For You? How to Tell

A General Services Administration (GSA) Schedule contract isn’t part of every company’s federal success strategy. Yes, it’s a popular kind of contract. It’s essential for some companies selling certain products or services to specific buyers. But the effort to get one also takes big upfront resources of time or money, usually both. Related: What’s A


Easy Tips For Pre-RFP Marketing

A vendor who targets her most promising buyers and builds relationships with them over time has a distinct advantage: she gets to know the needs and concerns of program managers and end users of her product or service. Start building your key relationships long before the solicitation is posted. You can do that through formal

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