(Federal) Relationship Selling 101 (07/15/19)
July 15, 2019 - Where, when and how to meet the buyers and influencers in federal acquisitions is by far the most common question. Agency "industry days" and other conferences provide vendors with an opportunity to engage the customer. Once you get the chance, make the most of your face time and position your firm for success. Doing advanced homework, research on upcoming procurements, preparing a customized capability statement and helping to solve a problem or support the mission (with related past performance) are simple ways to start. Attending government events to secure face time with your prospects and partners is a main ingredient for success.