Eileen Kent: 3 Steps to Federal Sales Success

Eileen Kent – The Federal Sales Sherpa

It takes grit to get out there and make the sales. You have to be willing to do the research, walk the halls, bang on doors, and make the phone calls to be successful in government contracting.

In this episode of FedBiz’5, we host “The Federal Sales Sherpa” Eileen Kent. Eileen has 20 years of experience training over 10,000 federal contractors and helping 350+ companies be successful with custom built federal sales action plans utilizing her ‘Three-Step Program’:

1. Training Your Team on Selling to the Government

A business needs to first understand government contracting terminology and what contracting vehicles are available for their area of expertise. As an example, some available contracts can be a fast track for building your past performance record with the government.

Secondly, who are the key people inside the different layers of government that make the decisions about choosing vendors and how you can get in front of them.

Finally, what you can expect as you move through the federal sales process. This is important to understand so you can pivot your sales pitch as you move through the maze of government contracting.

2. Doing the Deep Dive Analysis on Who Buys What You Sell.

Target market research can help you identify who buys what you sell, how they buy, and how much they paid for it. There are detailed databases in the market such as Market Intel and FedBiz Find that can help you quickly identify your market opportunity. This can save you valuable time and resources.

This second step is all about doing your homework. You want to know which agencies and what locations within those agencies you should be calling on. You can also focus your marketing efforts on those high priority agencies by sending your Capability Statement and work toward building a relationship, so they know who you are when it comes time to buy.

3. Building an Action Plan for the team.

Your custom Action Plan can now be built around what you have identified, including the specific agencies, contract vehicles, teaming partners, subcontracting opportunities, and other particulars to your industry. Keep your targets to a manageable number and be sure your operations can handle awards you are going after.

Training the team on selling, doing the deep dive analysis on who buys what you sell, and then building the action plan for the team. From there your team has to pick up the ball and run with it. It comes down to execution and engagement.

During the podcast Eileen shares stories of one of her most interesting clients, as well as from her first experience in government contracting in the halls of Congress and the Pentagon. She is an example of persistence. You’ll learn how she was able to get her first appointment 15 minutes after setting up shop in Washington D.C. and delivering products within two weeks!

Your Government Registration Level (“GRL”) is your roadmap from registration to award.

FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to ensure you have a solid GRL foundation. FedBiz is a leading government contracting business development and marketing firm that offers research, engagement strategy coaching, registrations, set-aside certifications, and GSA Schedules.

FedBiz has over 22 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.

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Frequently Asked Questions

1 What is Eileen Kent's 'Three-Step Program' for federal sales success?

Eileen Kent's program involves training your team on selling to the government, conducting a deep dive analysis to identify who buys what you sell, and building a comprehensive action plan. This program helps federal contractors understand terminology, identify key decision-makers, and pivot their sales pitch effectively.

2 How can I train my team to sell effectively to the federal government?

Eileen Kent's program emphasizes training your team on government contracting terminology, understanding available contracting vehicles, and identifying key decision-makers within government layers. It also covers what to expect throughout the federal sales process, allowing you to adapt your sales pitch.

3 How do I research which government agencies are most likely to buy my products or services?

The 'Deep Dive Analysis' step involves target market research using detailed databases like Market Intel and FedBiz Find. This helps identify specific agencies and locations within those agencies that purchase what you sell, saving valuable time and resources.

4 What is the importance of market research in federal government contracting?

Market research is crucial for identifying who buys your products or services, how they buy, and how much they pay. This deep dive analysis helps focus your marketing efforts on high-priority agencies, allowing you to build relationships and ensure they know your company when purchasing needs arise.