Shaping and Supporting Federal Business Development Efforts
Smart business consulting services for actively engaged Federal contractors that shorten sales cycles and increase profit margins.
Smart business consulting services for actively engaged Federal contractors that shorten sales cycles and increase profit margins.
FedTrax aligns your innovative solutions vs. mission needs for multiple target agencies, and determines the gaps between commercial technology and target agency needs.
FedTrax helps develop and standardize your unique sales process to attack the Federal marketplace, engaging sales science to create a repeatable, predictable, and teachable system from generating leads to RFP to contract.
Some sales teams need a new approach and system of accountability to get over the hump. We provide the metrics and management that maximize win rates.
FedTrax provides personalized, 1-on-1 sales and Business Development coaching for Sales Managers and Individual Contributors to enable increasingly higher levels of performance.
We're experts at effective, technical writing. We'll develop blog posts, agency-specific whitepapers, and critical proposal sections as an extension of the Federal Business Development process.
Many great, innovative firms spend a great deal of time getting the product right, especially in technology, whether that product is software, medical devices, mobile technology, or a unique SAAS platform. This is a good thing. You never want to approach the market with untested technology. PROBLEM: With so much energy on the “thing”, it often leaves a confusing or non-existent plan on how to get that thing in front of the right prospects, those that can advance toward sales revenue.
At FedTrax, we’ll help you determine and crystalize your market message in a way that Federal prospects will best receive it and act upon it. We call this your Unique Value Proposition, or UVP. If you don’t do this before you go to market, you’re simply wasting time and money. We help you with both direct value delivered, and leveraging indirect means of separating your company. Once we’ve got the message, we help you determine the best plan to reach people that can buy from you:
If your company sales process is hiring the person with the biggest Rolodex of contacts and turning her loose, FedTrax may not be the partner for you. Selling truly is all about relationships. The trick is, how do you establish a scalable, repeatable process for creating and nurturing as many of those relationships as possible in the quickest time available and shorten the time to qualified opportunities and contracts? There is nothing wrong with a large network. To the contrary, it is essential to developing sales opportunities, but it isn’t a sales process. FedTrax will help you with all phases of the Federal Sales Process, defining and re-defining where necessary, and documenting for institutional learning and quickly ramping up new-hire salespersons. We’ll work to carefully define all elements and options for prospecting, discovery, qualification, presentation, and closing. Arm your Federal sales and BD teams with solid and consistent process, and then let them work their relationship magic to the tune of dramatically improved results.
If your Federal sales team merely scours the RFP docket for Task Order releases or public bid opportunties, you have options for better performance. However, if your sales team is integral to the overall sale, provides consultative value that differentiates your competitive advantage in the marketplace, and establishes the rapport needed for long term, repeat sales success, then you want them firing on all cylinders. Consider outsourcing your Sales Management role to FedTrax. We’ll help establish the correct metrics for Inside and Outside business development and account management roles and channel partners, and manage performance accountable to those targets. Plus, we’ll also provide remote or virtual sales management duties, interim or long term, as well as consultative sales training for every member of your team.
World-class athletes, actors, and CEOs all have coaches, even when they’re at the top of their fields already. Why? Because experienced, third party perspective uncovers performance gaps and overcomes barriers preventing top performers from being their best.
As an extension of the FedTrax Sales Management program, Sales Coaching helps your sales team perform at a higher level by…
How much value are you providing in advance of the RFP that positions your firm as the experts in the field, over and above your competition, to draw business to you over time? FedTrax will work with you to develop effective and continual thought leadership in your innovative niche that establishes your leadership credibility without giving away the secret sauce. We will author blog posts, public and agency-specific, unsolicited whitepapers, and RFI responses that spotlight a unique value your company brings to the table and shapes the inevitable Request for Proposal document. While proposal management is not our core business, we can add value for autoring key technical sections and provide editing and review services for difficult RFP responses, stressing the win themes needed for successfully bringing home the contract.
FedTrax Consulting Services are available individually or as part of a total Federal Business Development strategy.
