Celerity Works

Business Development Guide for Selling to the Government

Published Nov. 2005 - Table of Contents, Foreward and Introduction

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Learn how the most successful government contractors win and manage business with the government. Over 150 pages of useful guidelines, templates and training material from the popular government business capture management workshops. Written by recognized government sales expert, marketing instructor and Federal Computer Week columnist, Michael Lisagor.

Table of Contents

1. Some words of caution

2. Importance of planning

3. Business development process overview

4. Business development monitoring and reporting

5. Marketing and public relations

6. Lead identification

7. Lead qualification

8. Capture strategy and teaming

9. Proposal development, submittal and follow through

10. Winning follow-on business through project success

11. Managing client relations guidelines

12. Government opportunity capture plan template.

13. Business development process and guidelines training presentation

Foreward

McDonald Bradley has been working with Celerity Works and Michael Lisagor to develop our business development approach during the last five years. Mike definitely contributed significantly to our double digit expansion in the government market. Much of the material that has now been published in his new book has helped us train numerous sales and operations staff, while defining the detailed processes that worked for us. I believe this is a highly useful tool for companies or individuals committed to growing business in what is a very competitive government market. Mike Lisagor is extremely knowledgeable within the government business development market.
- Ken Bartee, CEO, McDonald Bradley (www.mcdonaldbradley.com)

Introduction

You must learn from the mistakes of others.
You can't possibly live long enough
to make them all yourself.
-- Sam Levinson

The purpose of this guide is to describe the business development process used by the most successful government contractors to identify, qualify, capture, and manage federal, state and local government business. It also contains numerous lessons learned as well as training course material based on the author's more than 25 years experience as a government technology sales and management executive and marketing instructor. It is also based on best practices the consultant helped implement at companies such as McDonald Bradley and Grant Thornton Global Public Sector, as well as his regular Federal Computer Week management columns.

Federal, state and local governments procure almost every conceivable product and service from lawn mowers and file cabinets to advanced research and space craft. It is virtually impossible to establish a set of guidelines that apply to every industry. Most of the examples in this Business Development Guide for Selling to the Government are based on the information technology and engineering services and solutions environment. However, with minor modifications the procedures, templates and guidance will enable most other industry product and service vendors to significantly increase their own government sales. The guide is also helps government managers better understand the process used by industry to sell to the public sector.

Purchase of this document authorizes single use only. This guide is not to be copied in its entirety or electronically distributed without the permission of the author. For additional copies and significant quantity discounts, please see www.celerityworks.com/products.html, email lisagor@celerityworks.com or call 206-780-4202 (PST). The author is available to assist with the modification, implementation and training of this process on a consulting basis.

Sell more of your product or service to federal, state and local government agencies!

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