Tuesday, February 17, 2009

All Federal Sales Are Scalable

I recently discussed the issue of scalability with a contact who is considering entering the federal market, but is unsure if he can leverage his efforts enough to make a major impact. He's concerned that the federal market is too dispersed and diverse to be able to build on past sales to create a sustainable advantage.

The reality is that all federal sales strategies can be scalable due to the government’s strong reliance on past performance when selecting contractors. Contractors with past performance are simply more likely to receive contract awards. The good thing about this, of course, is that as soon as you have your first sale, you have past performance.

Many contractors fail to articulate their past performance in a way that allows it to be used in the government’s best value determination.

You absolutely must provide buyers with information about your federal past performance either through either your website, product literature, e-mails or conversations.

As long as federal contracts incorporate
past performance as one of the award criteria, you can leverage that to make your federal sales program a truly scalable effort.

At Rozycki Associates, we can help you ensure that your federal past performance gets communicated to your customers in the best possible way.


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