Federal Government Marketing & Selling |
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| 2007-12-21 | No history |  | Add My version | |
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Federal Government Marketing & Selling
Marketing & Selling
Contract Vehicles
GSA Contract
Your License
GWAC Contract
Integrator's License
Prime Contractor
GSA Contracts
Sales Strategy
Agency or Integrator / Reseller
Become Visible
Understand Organization
Culture
Competition
Verical Markets
Identify Need
Qualify
Sales Potential
Organizational Compatibility
Sales Cycles
Seeding Strategy
Proof of Performance
Build Relationship
Make Things Happen
Goal
Trusted Partner
Marketing Strategy
Identify uniqueness to the market
Individual Strategy
Agency
System Integrator
Reseller
Contract Vehicle
Create an Awareness of CI
Strategy for dealing with market complexities
Project stability in the market
National capability
Develop a long term strategic plan
Goals
Customer must
Respect
YOU
Trust
Comittment
Three years to market
Must have a solid presence
Commit to building an organization
Adequate financial resources
Total commitment of Senior mgmt.
FOSE
Open air market
Middle managers and technicians
Audience
Government agencies
Integrators
Competetors
Education
Market
Competition
New products
Intelligence gathering
Introduction process
Potential Partnerships
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