Definition:
“A Federal Sales Sherpa is an experienced guide on the unknown expedition to uncover real opportunities with the federal government before corporate support, supplies and patience runs out.”
Every federal sales executive has stories of bitter losses and hard-earned wins, but the Federal Sales Sherpa is someone who has survived all these years, mapped their success and are willing to guide others.
This Federal Sales Sherpa is dedicating this blog to help you develop the right relationships, with the right agencies needing your specific solution at the right profit margins, so you will survive the rugged terrain of these trying economic times.
The following topics will be covered here…
BASIC TRAINING
Commercial Companies Offering Training: There are great training resources in the marketplace to help you learn the game. Companies are all over the country training people on federal contracting. These training sessions can range from $250 – $1500 a day depending on the content. The training sessions can also be brought to your company and customized at a per-day rather than per-head event. We will discuss the options out there.
Government Offering Training: Your local Procurement Technical Assistance Center is a great place to start to obtain free beginner training. The PTACs know the local marketplace and they can help you get registered at some of the basic sites. Your local SBA can also offer mentor-ship and basic training. We will point you toward how to take advantage of these free resources.
PACKING YOUR GEAR: PREPARE, PRACTICE, PERSEVERE
You need to Get Your Gear Together — This is going to be a long road before the first win, so I will help you with your list of supplies and maps to survive and win.
In this blog, you will learn about “must haves, might needs and leave behinds.â€
Outstanding product/service, Capabilities document, Strong best value statement, Clear understanding of the pitfalls, Easy contracting vehicle, Strong team, List of critical resources, Working knowledge of the competition, Clear map, Simple plan, Experienced guide.
Then, we’ll discuss the fun stories, exciting wins and painful losses:
THE EXPEDITION: A FEDERAL SALES SHERPA’S ROAD WARRIOR STORIES
And we’ll never forget to capture:
THE EXPERIENCE: BECOMING YOUR COMPANY’S FEDERAL SALES SHERPA
This blog post was written by Eileen Kent of Custom Keynotes. Eileen Kent has trained over 10,000 business owners, managers, executives, and sales professionals in federal sales, proposal writing and GSA schedule contracting nationwide. The definition of a sales sherpa is solely the property of Eileen Kent. If your in need of federal sales assistance contact Eileen at 312-636-5381 or visit www.customkeynotes.com