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What’s Your
Federal Game
Plan?
It Takes 2—3
years to
Develop
Traction in the
Federal Market

Get In or Get Out
Success in the federal
market requires patience
and commitment—if
you’re not ready to put in
long hours without quick
results, you’re better off
focusing elsewhere.
The Federal
Market Follows a
Different
Calendar:
FY Oct. 1 –
September 30

Follow Your Market
Make sure your plans
revolve around the federal
spending cycle, not an
arbitrary number of days
or months.
80% of GSA
Schedule
Holders Fail to
make $25K in
2 Years

Get Smart
Make sure you understand
your federal market—who
buys what, how—and go in
with a well-developed
federal strategy.
Most Newcomers
Refuse to Invest
More Than $100K
on Federal
Business
Development

Make Each Dollar
Count
If you want a piece of the
federal pie, dedicate the
resources to go after it.
Successful companies
don’t spend less than
$150K—but even a dollar
spent failing is a dollar
down the drain.
Only 4.5% of
opportunities
hit
FedBizOpps

Find Your Sweet Spot
Monitor for hidden
opportunities and discover
which agencies buy what
you sell—even if they don’t
advertise it.
Your Primary
NAICS Code
May Only List
25% of the
Relevant
Contracts

Sniff Out Clues
Where is your biggest
competitor winning
contracts from? Stalk your
competition and
understand the
psychology of the federal
buyer so you don’t miss an
opportunity.
Around 78% of
Federal
Contracts are
Contested
Between 5 or
Less Companies

Be One of Them
Get the intelligence you
need to target your
approach towards the
buyers who want exactly
what you’re selling.
Most RFP’s are
Not
Price-driven

Build Relationships
People buy from the
people they like. By the
time the September
spending spree rolls
around, your buyers
already know who they
want to do business with.
Federal
Employees Are
Frequently
Overworked and
Underappreciated

Send the Right
Message
Skip the stereotypes.
Make their job simpler:
send them one-page
capabilities that list all the
important information;
include samples and
filled-out forms. Value
their time and you can be
sure they’ll value yours.
Ready to Bring your A-Game?
That’s it for this presentation!
Head to our website to learn more about the $500 Billion federal market, or
subscribe to our channel on Youtube, or join us for a free webinar. Find out
if you have what it takes to win big—or if you should to stay out of the
federal arena entirely.

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What's Your Federal Game Plan?

  • 2. It Takes 2—3 years to Develop Traction in the Federal Market Get In or Get Out Success in the federal market requires patience and commitment—if you’re not ready to put in long hours without quick results, you’re better off focusing elsewhere.
  • 3. The Federal Market Follows a Different Calendar: FY Oct. 1 – September 30 Follow Your Market Make sure your plans revolve around the federal spending cycle, not an arbitrary number of days or months.
  • 4. 80% of GSA Schedule Holders Fail to make $25K in 2 Years Get Smart Make sure you understand your federal market—who buys what, how—and go in with a well-developed federal strategy.
  • 5. Most Newcomers Refuse to Invest More Than $100K on Federal Business Development Make Each Dollar Count If you want a piece of the federal pie, dedicate the resources to go after it. Successful companies don’t spend less than $150K—but even a dollar spent failing is a dollar down the drain.
  • 6. Only 4.5% of opportunities hit FedBizOpps Find Your Sweet Spot Monitor for hidden opportunities and discover which agencies buy what you sell—even if they don’t advertise it.
  • 7. Your Primary NAICS Code May Only List 25% of the Relevant Contracts Sniff Out Clues Where is your biggest competitor winning contracts from? Stalk your competition and understand the psychology of the federal buyer so you don’t miss an opportunity.
  • 8. Around 78% of Federal Contracts are Contested Between 5 or Less Companies Be One of Them Get the intelligence you need to target your approach towards the buyers who want exactly what you’re selling.
  • 9. Most RFP’s are Not Price-driven Build Relationships People buy from the people they like. By the time the September spending spree rolls around, your buyers already know who they want to do business with.
  • 10. Federal Employees Are Frequently Overworked and Underappreciated Send the Right Message Skip the stereotypes. Make their job simpler: send them one-page capabilities that list all the important information; include samples and filled-out forms. Value their time and you can be sure they’ll value yours.
  • 11. Ready to Bring your A-Game? That’s it for this presentation! Head to our website to learn more about the $500 Billion federal market, or subscribe to our channel on Youtube, or join us for a free webinar. Find out if you have what it takes to win big—or if you should to stay out of the federal arena entirely.