Game Changers will provide you with powerful tactics and strategies for winning government contracts.
This book is a ground-breaking collaboration from 29 of the Nation’s leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market.
This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts.
Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you’ve been in the trenches for years, you’ll find concepts and recommendations to accelerate your business objectives.
You will learn:
What it takes to win in the government market
How to find the right revenue mix between definitive contracts versus contract vehicles
How to properly communicate your past performance
How to grow fast in the government market
The GovCon small business growth model
How to scale your government business
Understanding joint ventures
What it takes to win SBIR & STTR contracts
Winning sole source contracts
Properly leveraging your 8(a) certification
Social selling in GovCon
Price to win strategies
Lean proposal management
Contract novation
Compensation for unanticipated costs and delays
Bouncing back from a losing streak
And more than 30 other concepts for growing your government business
***
Published by RSM Federal The Art and Science of Government Sales
Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal
Contributing Authors Mark Amtower - Amtower & Company Erin Andrew - Live Oak Bank Michele Atkinson - Cavalry Consulting Russ Barnes - Systro Solutions Carroll Bernard - Govology Judy Bradt - Summit Insight Tim Burt - Tim Burt Media Jenny Clark - Solvability Chris Bobbitt - Technical Assent Mario Burgos - Burgos Group Bellandra Foster - BBFoster Consulting Ashley Haass - The Daily Brief Jay McConville - Privia Mike McDermott - InquisIT Michael McNulty - McNulty and Associates Steve Meredith - SW PA Commission Matt Miller - EMA, Inc. David Neal - David Neal Consulting Maria Panichelli - Obermayer Rebmann Maxwell & Hippel LLP Linda Rawson - DynaGrace Enterprises Doug Reitmeyer - Government Construction Experts Rob Rosenberger - Blackdragon Matthew Schoonover - Koprince Law Kathleen Smith - CyberSecJobs.com Courtney Spaeth - growth[period] Carrie Ann Williams - Andana Consulting Eric Doc Wright - Vets2PM
