May 14, 2018 - How Well Do You Know Your Customer? Many companies that sell to the US Federal Government are reactive to RFP's and other solicitations for products or services. An alternative method to federal sales is to be proactive and leverage data to create a strategic plan of attack. This includes understanding:
(1) what agencies & departments purchase your solutions;
(2) when the purchase occurs;
(3) who the incumbents are - including their business size;
(4) contract vehicles used to procure; and
This intelligence can help save you time and money as you make "bid" vs "no bid" decisions on where and when to deploy resources into building relationships. It's OK and often wise to just say "no".