Pursuing Government Contracts is no different than pursuing any other type of business: you don’t try to close before you even meet the client.
Have you ever thought to yourself, “I just stumbled upon this RFP that was released last week. It looks like it is exactly in our target zone. I’m not sure who the client is, but I think we can definitely put together a strong proposal.” If so, red flags should be flying from all directions!
The Government Proposal Evaluators are People First
It is human nature to lend greater credibility to people you know and have met. If the graders have never met you, they will be very hard pressed to believe what you have written (no matter how perfectly worded it is) and you will not grade well.
Not grading well = Not winning
Think Sales 101 and You Will Succeed
Pick up any sales book and you’ll see the same basic structure for landing a deal:
- Identify targets (government clients and contracts)
- Learn about them (find out what their issues and needs are)
- Woo them (let them know how you can solve their problems)
- Close (proposal)
There are millions of nuances and tactics for each of these steps, but the basic premise is the same. To save yourself a lot of wasted time and money, start the sales conversation from the beginning and don’t try to just jump in at the end.
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