FED LEADERS SAY “WE WANT TO HEAR FROM YOU, BUT DO YOUR HOMEWORK FIRST”

With FY’21 just days away now is a good time to talk about what it takes to have a successful discussion with a potential federal customer.  Sometimes it seems like these customers are hiding in some remote Afghan cave when your firm is trying to set up even a virtual meeting.  While this may certainly be the case sometimes, more often feds say that contractors don’t know as much about an agency’s mission as they should.  That makes any discussion one-sided and, as such, not productive. It also means you likely won’t get a second meeting

Make sure you know what’s going on with your target customer before you meet.  What are their pain points?  How can you help?  Importantly, did they just buy a solution similar to what you’re offering?  This last one happens way more than you might think

The secret to having a successful 45-minute meeting with a federal customer is to spend at least twice as much time doing your homework.  Who does your customer buy from now?  From whom do they buy?  How can your firm respond to those factors?  “I want to meet with the Colonel in charge” may be a common desire among federal sales executives.  You actually may want to meet with their deputy, or someone in an entirely different office.  Just because an 06 is in charge in one place, does not mean they are in another.  The right feds do want to hear from you – if you have something to say that can help them accomplish their goals.  Focus on those and you may get in more doors than you thought.