3 Habits That Win Government Contracts
Government contracting can be overwhelming.
The key to success is focusing on what will move the needle for your business or client.
In this video I cover 3 things you can do every morning to successfully sell to the US federal government.
I’ve personally used this strategy to sell software to the USAF and Dept of Energy.
This video shows exactly what top performers do every single day.
What You’ll Learn
1. Why sales—not tech—determines GovCon success
2. How to find government opportunities before RFPs are released
3. Why Sources Sought matter more than proposals
4. The CRM discipline most GovCon teams ignore (and pay for)
5. The silent habit that kills otherwise successful contractors
6. How to avoid costly mistakes caused by partial knowledge
7. Where smart contractors look to stay ahead of funding shifts
Want to do this professionally?
Chapters
00:00 – Why most government contractors fail
01:00 – Rick Howard’s background in federal acquisitions
01:30 – Why sales must come before delivery
02:15 – Habit #1: Daily GovCon lead generation
02:45 – Finding Sources Sought early
03:45 – Going beyond SAM.gov
04:45 – The most dangerous GovCon bad habit
06:15 – Habit #2: Working your pipeline daily
07:30 – Pipeline size vs. close rate
08:45 – How opportunities should actually be tracked
10:30 – Habit #3: Avoiding ignorance in GovCon
11:30 – Using federal news to uncover opportunities
14:15 – How people monetize GovCon expertise
15:00 – GovClose overview & next steps
The GovClose Certification Program is a one-year, implementation-driven system for people who want to win contracts, consult, or become elite federal sales professionals.
https://www.govclose.com/govclose-certification-program
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Ready to go pro?
The GovClose Professional Training Program is built for people ready to commit to learning a new skill set, implementing that skill set, and working with a community of professionals who are serious about winning in the federal market.
If you think you have what it takes, set up an enrollment interview with the GovClose advisory team.
