Government Sales for Newbies

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Government sales can be compared to riding a roller coaster. It can be an up and down range of emotions of excitement, confusion, intimidation, fright and frustration all in the same moment. These stages and abrupt changes of emotions is what JetCo often refers to as the phases of new government sales. However, with the proper plan and infrastructure the…

Government Registrations

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Decided to sell to government agencies? Once you know your target agencies (federal, state, local, etc.), take the time to complete any registrations required. These registrations serve many purposes, and are important for establishing the groundwork for your government sales effort. Where do you register? This depends on your targets. Below are some places you might want to start: Federal:…

Competitor Profiling

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The world of government contracting is akin to a game of chess; a game we are exceptionally good at [government contracting, not chess]. When developing a strategy of whom to market to and how to do so, we identify competitors and study them extensively. This gives us the ability to better position our clients to write winning bid responses. For…

Be the Giraffelope: How to Stand Out in Your Government Proposals

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It is sunrise on the Serengeti. Your expedition has been delightful up until this point. You have viewed lions, elephants, giraffes, and antelopes in addition to the vast, breathtaking endless stretches of open plain. Despite all the beauty you have witnessed and the challenge of navigating remote terrain, you feel you have missed something. You have seen what everyone else…

Competition is good….really

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Smart business owners think about their competition.  Some might ponder on it from time to time, wonder what their competitors are up to, yet never really dig deep. For others, it becomes all-consuming – it’s unsettling, they stress about it, and lose sleep over it.  But competition is good, and there is a lot to learn from your competitors through…

Worst government sales pep talk ever.

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Selling to government agencies doesn’t always add up. Decisions must be made about what agencies buy what you sell, how much they buy of it, how they buy and how often. Selling to the federal government can be rather intimidating. Information barriers are enormous, the rules are confusing and solicitations are long-winded. The math is scary because there are a…

The importance of women-owned businesses

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March is Women’s History Month, giving us the perfect excuse to recognize the importance of women-owned businesses, particularly in federal contracting. That’s right. We can tie just about any topic to government sales. Let’s start out with an acronym translator, required in government-land: • WOSB = Woman Owned Small Business • EDWOSB = Economically Disadvantaged Woman Owned Small Business •…

Process Improvement

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The JetCo team is a tad obsessed with process improvement lately. We have a lot of confidence in how we manage the entire bid life cycle, from capture through proposal submission.  Based on our conversion rate, our system works. We think that a stagnant system eventually fails.  For this reason, we worked with an outside expert to evaluate our “as…