If you’re reading this then you are probably in one of two positions; you’re either in government contracting and wanting to ramp up sales, or thinking about taking the plunge and developing a new sales channel for your business. But what is there to know when it comes to these positions? What should you expect?
Government contracting isn’t easy and there are no two ways about it. It takes a stable foundation, an innovative solution, and a lot of right decisions on a tricky path to success.
Below are five things to prioritize or prepare for as you strategize your next step in the complicated government sales world:
- Time
Do not expect to get rich quick with government sales. Think about the government procurement process similar to the DMV – slow, inefficient and often unnecessarily overcomplicated. Do quick sales happen? Absolutely! But, just like winning the lottery, your chances aren’t high. Plan 12 months minimum worth of arduous brand (company/capability) building, endless presentations, assessments, tests, trials, questions etc., the list is endless. Be prepared to travel, attend industry days, support unpaid tests, and be told at every turn “this would be great if…”. But fear not, the first year is the hardest, and not every feature under the sun needs to be added to get you that purchase.
- Organized Chaos
Every time I think I’ve nailed the science known as decision making/procurement process, the next turn round I’m scratching my head thinking “how did I get it so wrong?” Be prepared to flex and bend with the ever changing, quite confusing and often frustrating process. Expect the unexpected, but if you expect the process to remain liquid, you will not be surprised or frustrated at every turn!
- Relationships and Reputation
These matter. Every single one of them. As large and cumbersome as the government can seem, it is really a small connected circle. The dots are quickly connected behind the scenes, and you don’t want to spend months working on a lead for them to cross check you, or your company, for a reputation red flag to pop up. Be honest, remain consistent, and never over exaggerate what you can deliver. One bad delivery, project or effort can sink your time supporting the government quicker than it started. Get out and network, remain honest and true, your character validates your company/capability to the user.
- Advisors
If you’ve noticed the ‘get rich quick’ consultants on social media who promise financial freedom and a new life, they exist in government contracting too, just under a façade. They promise quick success and all the links to everyone ever. They present themselves as pushy and will throw a multitude of acronyms your way. Watch out for them, they are a wasted cost. Find an advisor(s) that is brutally honest with you about what to expect. If they say things such as “expect a 12-18 month sales cycle”, “expect to invest in unpaid assessments and travel”, “expect to need to modify your product (particularly for cyber security protocols),” then you are talking to the right person(s). Finding a good advisor for your company is like gold dust. Once you’ve found them, never let them go! You’ll quickly realize if you made a bad call.
- Commitment
Government sales will test your team and company from day one. You have to be committed. If you’ve done your research, have something of use, and built a good team, it’s only a matter of time before you have a profitable business channel coming out of government sales. However, you will be tested. You will question if it is worth it and will the effort pay off? If you can confidently check off the three areas above, then it will be worth it. Commit your time, your finances, and, of course, your effort, and watch your efforts pay off!
