August 5, 2019- Federal sales processes and capture strategies involve everything from market analysis to relative past performance, as well as having (and presenting) a solid solution. The biggest challenge in federal contracting tends to be getting in front of the coveted buyer. This can range from an end-user to Program Manager or other influencer. Once you have cracked the code and the meeting is secured, vendors must have a plan to win the pitch. This includes your demeanor, dress code, custom marketing materials, strategic talking points -- and more importantly, effectively communicating your value proposition. These things (and more) will help set the tone and create the need for the government to work with YOU.