Don’t look now, but the federal fiscal year is nearly half over.  Here are three things companies should be doing now to stay on track for success.

1.  The Window For In-Depth New/Prospective Customer Talks is Closing:  The first half of the fiscal year is typically the best time to reach out to new customers and have more detailed discussions about your capabilities and how they match with the needs of prospective customers.  This is a great time to expand a company’s reach and broaden the pipeline of potential business.  The window for such discussions this year, though, is closing fast.  Most agencies will be moving into a different gear come June, leaving less time for initial meet and greets.  Make sure you have those meetings already on the calendar.

2.  The Discussion Should Increasingly Shift to How a Solution Will Be Acquired:  Initial meetings usually cover the scope of potential projects and give companies a good idea of how their solutions may match.  Now, though, is the time to talk about how those solutions may be acquired.  Never assume that your customer agency has an iron-clad acquisition strategy in mind.  Make sure your company is prepared to mention 1-3 options for how the customer can easily acquire the solutions you offer and that they, hopefully, want.  A mix of IDIQ contracts, set-asides, and even non-traditional acquisition methods may be part of the discussion depending on the project and customer.  Just remember, though, not to overwhelm a customer with too many acquisition options.

3.  Harmonize Your Marketing and Sales Messages:  Veteran industry marketing guru Mark Amtower always reminds companies that their marketing and sales messages should match.  This may seem obvious, but it isn’t always.  Make sure your customer hears a consistent message from you.  Similarly, successful companies know that marketing is key not only to expanding business but to driving home a message that your firm is an experienced part of the government business world.  Even experienced companies can be caught by surprise when they become conspicuous by the absence of marketing contacts as the pace of federal business heats up.  Make sure your solution is neither out of sight, nor out of mind.    Remember, too, that actual real-live government business will be transacted during the third quarter and not to focus all energies on August and September.  Taking the right steps at the right time can be the key to success, or being hit by a bus.  Make sure you know which is which.