“You need to invest in the right tools, maps and training to prepare yourself for the mountain of opportunity in the federal marketplace.”
Eileen Kent, Federal Sales Sherpa
Federal Sales Sherpa Three-Step Plan:
The Federal Sales Sherpa has an affordable three-step plan that will get you to the top time and time again:
- Step One: Custom Competitive Analysis Report
- Step Two: “The Federal Sales Game: How to Play to Win!”
- Step Three: Federal Sales Action Plan
Step One: "Custom Competitive Analysis Report"
The competitive analysis report is a 20-40 page custom document built as a result of at least ten days of research prepared personally by the Federal Sales Sherpa. In a world of transparency, the federal government has provided a great deal of contracting information about your industry, where the contracts are being written to whom they are being awarded. There are over fifty data elements per contract which allows the Sherpa to read, review and interpret into plain English to you and your team one-on-one in a two-hour teleconference call. This information will reveal where the government is buying your products and services the most and how they buy the products and services:IDIQ, BPA, GSA, Sole Source, 8a-Minority Owned, Service Disabled Veteran Owned, Woman Owned, Veteran Owned, Tribal and more.This data will reveal who the winners are in your business so you know your competition and how much they are winning. This information will also reveal who the winning teaming partners you may want to consider. The Federal Sales Sherpa will review this document page-by-page with you, and together, you will decide which agencies are the most likely to buy your products and services and what contracting vehicles they prefer. Many companies on GSA schedule who have gone through this process have been surprised by how much business is NOT being contracted through GSA. Many companies call on the Sherpa to perform this step before they consider even investing in a GSA Schedule Contract. Companies have turned to the Sherpa to perform this intelligence breakdown to decide whether or not a company is worth purchasing. This report also includes GSA schedule sales reports of all competitors on GSA schedule.
The best part of this step, is the Federal Sales Sherpa will also teach you how to find and interpret this intelligence readily available so you don’t have to rely on any more subscription-based systems which cost between $5,000 and $10,000 a year.
This step alone will save you a year in the field and tens of thousands of dollars in subscription-based market intelligence. The competitive analysis report will tell you the truth about what has been happening in the federal marketplace in your business area over the past five years. This is the kind of information most businesses wish they could uncover in the commercial marketplace. The word, “transparency” is gold to federal contractors and I will help you find the gold.
Federal Sales Sherpa
Step Two: "The Federal Sales Game - How to Play to WIN!"
This is a 2.5 hour teleconference meeting with a PPT presentation for you and as many of your sales team members in attendance as you wish. The Federal Sales Sherpa has trained over 10,000 in federal sales and she has perfected the training to a 2.5-hour event. She will teach you and your team how to understand contracting vehicles such as:GSA Schedules, IDIQ Contracts, BPAs, BOAs, 8a, SDVOSB, HUBZone, EDWOSB, WOSB, VOSB, Tribal Contracts. She will also show your team how to interact and identify key contacts: what to say and how to position your company in front of an opportunity (rather than writing blind bids.)
The goal of this training is to empower you and your team to call on the federal government and position your business to capture opportunities before they are completed. The actual lead gathering and selling will be up to you. It’s just like climbing a mountain. The Sherpa is here to prepare you – but you have to climb it yourself to win.
Federal Sales Sherpa
Step Three: Federal Sales Action Plan
The Federal Sales Sherpa will construct a custom federal action plan which will be your map to winning opportunities at the agencies you choose as a result of your competitive analysis. It comes in the form of an excel spreadsheet and will allow you to keep track of your intelligence you uncover about each agency and upload to your Customer Relationship Management System. This tool includes links to each agency’s phone book(if available) and critical data about the agency which applies to your business.This spreadsheet will also help you identify the prime contractors onsite so that you can determine whether it makes sense to partner - or compete with the primes.
This federal sales action plan will be presented in a third 2.5-hour teleconference with your sales team. Over the years, your team will use this plan to track their intelligence of names, addresses, phone numbers, email addresses, document their intelligence in the field.
Now your team will build legacy and history of the customer relationship. Now your team is in front of opportunities instead of chasing blind bids. Now you have control over the intelligence and the direction of the team.
Federal Sales Sherpa
Click here for The GSA/FAS Game Info