Back to Basic Salesmanship: Penetrating the federal government market

Office World News, Mar/Apr 2005 by Palmer, Richard

Don't be afraid to confront the issue head on. The law is the law and the COs are obligated to abide by those laws when performing their jobs. I have sued to get fair treatment on a contract and settled by getting that contract. Did I get blackballed after that action? NO! I did over $10 million worth of sales on that contract within the first six months. The CO will not hold any grudges. Remember, after the contract is awarded there is a codependence for success of the contract and all parties work together for mutual success.

* PAST PERFORMANCE

"Past performance" has become a hot topic in federal contracting. You need to find out from the CO where they are getting past performance information and make sure the information on your company is correct. Too many companies have similar names that could be mistaken for you. This is as important as managing your credit rating. You should poll your current customer base with a standard past performance questionnaire and make that part of your sales presentation. Feedback from current customers is a valuable tool to find out how you are performing.

* GSA SCHEDULES

The General Services Administration (CSA) issues schedules - Federal Supply Schedules - for goods and services to firms that will commit to selling products or services to the government at a preferred rate. Do you need a schedule? You can survive without one, but having one is ideal. Many times COs will decide whether or not to use your firm in the first few minutes of a conversation. If you are not on GSA, this might be misconstrued as not taking the federal market seriously.

Experience is the best educator, and the only way to get that experience is to forge ahead and work your plan. Selling to the federal market has been very satisfying for me. Credit risk is low and the rewards of being known as a quality company and sought out by COs for business was my highest compliment. Remember to do your homework, embrace person-to-person basic salesmanship and the federal market will be yours for the taking.

Richard Palmer is the director of consulting for Government Sales Consultants, Inc. Established in 1973, GSCI assists commercial companies in contracting with the federal government. GSCI offers various GSA schedule consulting packages and works with the client to develop a program best suited to their needs. To learn more visit www.govt-sales.com or contact 800.571.3973, staff@govt-sales.com.