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Understand client programs and pain. Define the Federal customer. Develop call plans. Be in the know.
Define addressable market. Organize IP. Bolster BD capability gaps. Develop capture plans. Mobilize employee talent.
Build a pipeline. Meet with decision makers. Gain insight into contract vehicles. Shape solicitations.
Establish teaming partners. Negotiate delivery roles. Develop pricing strategy. Assemble proposal. Analyze wins/losses.
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I came across a quote from Abe Lincoln (or at least one that multiple sources on the Internet attribute to him) the other day that caught ... Continue Reading →