Win a Government Contract Today
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Sales Tips you'll learn today on The Sales Podcast...
- The government buys everything
- This is his third company, his second good one!
- Had a travel business in the mid-90s that was VC-backed and he moved to SF and it was crazy
- Started current business in 2012
- His partner is a good compliment to his people skills
- Start smartly/progressively as a side hustle
- You don't have to jump off a cliff
- The government is federal, state, and local (SLED)
- 500 federal agencies with 2 million people spending over $4 trillion/year
- 90,000 agencies in the state and local spending $3.25 trillion/year (more accessible)
- 80% of government spending does not go through the RFP process
- You can win a government contract in one day
- Nine ways to win contracts without the big quoting process
- Sole source
- Piggyback
- Discretionary
- C-card
- Set-asides
- Simplified quotes
- GSA
- State
- Co-opts
- He goes to POs from all agencies and has a huge database like Google going back to 2010 and you can find who buys what
- Track channel partners, etc.
- The "Flagship Formula"
- Go get an agency that loves what you do
- Make them a raving fan even if you have to serve them for free initially
- You need the testimonial/referral
- Get media around that
- Get them some positive press
- The news outlets are looking for stories
- This makes you official and "safe" to work with by other agencies
- Get on a state and/or federal GSA schedule...eventually
- 200+ employees in South Florida
- How to grow in a tight job market
Links Mentioned In The Sales Podcast
- Visit GovSpend to find government contracts
- Check out GovQuote to see what the government is buying and win a quote in a day or less
- Check out Jack Siney's personal blog
