Government Sales Strategy

Are you considering taking on the Federal Government Market?  Have you tried and failed?  Do you have a complete understanding of the strengths and weaknesses of different approaches?  What planning have you put in place to ensure you succeed?

“The Federal Government market is different” … it’s easy to say but what does it actually mean?  There are many ways that working with government differs from more traditional markets. Our team provides experience and skills that you can leverage in a number of areas:

  • Our understanding of the Government sales cycle and the business drivers of both individuals and organisations
  • An awareness of the ‘ins and outs’ of Government procurement processes
  • A broad network in both Government and the well established IT industry
  • A fundamental understanding of the methods of communication required to succeed with Government decision makers
  • Our experience in dealing with, and understanding the nuances of, different agencies and Ministerial portfolios
  • A comprehensive understanding of government reporting and data to assist with market research

When it comes to strategy for either breaking into the market, or to grow your existing market presence, there’s no one-size-fits-all approach.  We will work with your team to develop a strategy that focuses on pragmatic activities that your team can undertake (or we can assist with) that will increase your opportunity for success.

We will look at things such as:

  • Current product or service positioning and its suitability for government
  • Opportunity assessment including analysis of specific targets / departments (and analysis of existing accounts and pipeline if they exist)
  • Possible partnerships / win-wins with established players
  • Recommendations around possible campaigns – positioning for credibility and thought leadership

We engage with you initially via a collaborative and well scoped proposal, we will then run workshops with your team, we then perform a range of research activities that will include a number of face to face meetings with key government personnel and key players in the market.   Our focus is on developing strategy that results in tangible actions, not delivering you a plan that goes straight in the bottom draw never to be seen again.