Welcome to the new fiscal year!  Though some undoubtedly call today “September 30th , Act II”, it is a new day and a new year.  If your firm didn’t drive the results it expected in FY’16, here are just some factors to look at so this year gets off to a better start.

1.  A Part-Time Commitment to Federal Sales:  Many businesses feel that they can develop a successful federal portfolio by parachuting in on an occasional basis.  Selling to EPA is just like selling to Macy’s, right?  The fact is that part-time contractors are competing against full-time businesses who know that not only is that analogy absurd, but that you need to understand the difference between the EPA and other agencies, and even varying conditions inside EPA.  Having one foot in the federal market can lead to a frustrating experience.  Only those with a full commitment can expect success.

2.  Thinking This is a Go-It-Alone Business:  New market entries always try to reinvent the wheel.  This is time-consuming and, worse, totally unnecessary.  Successful government contract executives agree:  Get help, plug into an association, do something to take advantage of the knowledge and relationships that already exist.  While you certainly have to pick your experts carefully, using the right ones can mean the difference between starting the race for business near the pole position or at the back of the pack.

3.  Realizing that Success Is As Much About Process As Relationships:  Even experienced companies can fall into this trap.  Focus too much on relationships and your firm runs the risk of not being able to answer the “how” question – as in “I like your solution, how do I buy it?”  Focus only on process and prepare to have a very low win rate on the numerous RFP’s you respond to.  Federal business is both relationship and process driven.  Successful companies know that they have to cover both parts to be successful.  Make sure you can, too.