Welcome back from the holidays! Government procurement is right here waiting for you, just as it had been. As we shift into the second quarter of the fiscal year here are three things’ companies should be doing now to expand their federal business:
1. Get In Front of Potential Customers: The time between now and the end of May is simply the very best time to create new relationships with potential federal customers. Companies should definitely discuss their new solutions and capabilities but, more importantly, they need to listen first to what those potential customers are saying and adapt their message accordingly. More than one contractor has blown an opportunity to create a good relationship by talking much more than they should have been listening.