How to Sell To Government with Kevin Jans

Sales Babble is expanding! We’re looking to add a forum where Sales Babble listeners can ask questions and share experiences but we need your help! Please complete this survey . With that said today we meet Kevin Jans a former US Federal Government contracting officer who is now the host of the Contracting Officer Podcast. As president of Skyway Acquistion Solutions Kevin helps clients win federal contracts. If you sell to government or if you ever wondered if it’s a potential market, this episode will lay out the rules and share tips on how to sell to government with Kevin Jans.

Kevin advises listeners who to talk to, who to skip and how find people who really need your products and services . Instead of just applying to RFPs (Request For Proposal) willy nilly, take a targeted approach.

Top 5 Tips For Selling To Government

Target your your federal customer – it is not one monolithic organization. It’s more like a single stock in the S&P 500.
USAspending.gov Enter what you do and it will share previous awarded contracts. Provides a 9 digit reachable market.
USAspending.gov – Search by state and competition. On Youtube USA spending Video and it will share targeted contracts.
FBO.gov – Federal Business Opportunities – type in what you do and will show all the outstanding RFPs
Target a Type Government Purchase – Know what kind of small business you are, what kind of size and market you should approach.

Type of Government Purchases

Micropurchase – under $3500
Simplified Acquisition Procedures – $3500 – $150K Find three registered companies and pick one
Competitive Contract – Source selection process $150K and above

Government Selling Mistakes

One of the biggest mistakes vendors make is applying for opportunities above their ability. Secondly businesses fail to explain the risks on both sides to the purchasers.

RFP Time Zones

If you’re answering an RFP it’s important to be mindful of the time zones.

Requirement Phase – you can ask lots of questions
Market Research Phase – you can still ask lots of questions
RFP Zone – once released all contracts must be treated fairly. There are limits to who you can talk to. If you’re just seeing the RFP now, it’s probably too late to win the contract

Difference Between Government and Corporate Sales

In business sales is 80% relationship, 20% process. In government sales is 20% relationship, 80% business. It’s critical to understand the purchasing procedures to win deal.

Newbie Tip for Government Sales

It’s easier to break in as a subcontractor.

Free Book

Send an email to kevin@contractingofficerpodcast.com for his free 98 page eBook

“Save Your Time: A Former Contracting Officer explains Why the Government Market May (or may not) Be Right For You.”

Twitter @KevinJans_

Podcast @ContractPodcast

Contracting Officer Podcast

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