The U.S. government is the largest single purchaser of goods and services in the world. In 2021, Deltek’s GovWin IQ service tracked and tabulated U.S. federal government contract spending to be $629 billion. If you add up all of the state and local government spending, that number would be in the trillions.

The opportunity for financial success might tempt some business to government (B2G) companies and government sales executives to just get out there and start trying to get contracts.

However without a plan government contractors risk having to backtrack, pivot and rework their sales strategy over and over again. Wasting valuable time and resources.

To help government contractors accelerate their ability to build sustainable government relationships and win more contracts The Government Sales Blueprint ™ (GSB) was created.

Each step of the GSB takes time and effort to develop, but once completed will definitely provide you with a better foundation to earn trust and win more contracts.

Do your homework

Identify the state and local government divisions you want to contract with and outline how your product or service can bring value to their mission.

Ideal customer profile

Create your ideal customer profile that aligns your potential government opportunities to the value your product or service delivers.

The procurement process

Understand the procurement process of the state and local governments you want to work with and ensure you have the proper resources to maximize the type of contracts you want to pursue.

Understand needs and challenges

Research and understand the needs and challenges of your ideal customer, and identify any upcoming or existing procurement opportunities.

Messaging

Develop your core messaging for each opportunity you plan to pursue which includes the value you bring, how you are different from your competitors, and talking points for the most common government buyer personality in order to earn their trust.

Email and call strategy

Plan your email and call strategy and scripts which includes qualifying questions, objection handling questions, and potential meeting outcomes.

Key performance indicators

Know your key performance measures to measure success and gaps in resources

Can you become a successful government contractor without a solid strategic plan? Yes of course, but it might take you longer than necessary.

Following the Government Sales Blueprint ™ is your accelerated path forward.

If you’re interested in working with Drake Strategy & Associates to develop your organization’s state and local government contracting strategy, schedule a meeting today.