Strategic BD
Go to Market Strategy
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.
FedTrax will help you determine the best vectors into the Federal government space, meaning how you sell, the best-fit path taken, and the best ways to target and reach people that both need your products and services and will buy from your company. This includes productive use of your marketing and lead generation dollars and leveraging your online presence and social media.
Unique Value Proposition
Companies that intentionally enter the Federal market often have a good idea of what they are good at, like information technology, but area bit fuzzy on what will provide competitive differentiation. Without a Unique Value Proposition (UVP), many companies in the Federal market are perceived by government buyers as commodities. If you are stressing your better talent, or your quality of service—commodity. Why? Because everyone says this. Your UVP is something that other competitors cannot (easily) lay claim to. FedTrax will work with you to determine what your UVP is specific to the government market and, moreover, to each agency you want to do business with.
Technology companies with Commercial Off-the-Shelf (COTS) products need an agency-specific UVP as well to prevent being painted into the commodity corner.
AGENCY PRODUCT / SERVICE TARGETING
Once you realize what distinguishes your offering, FedTrax will help define who will potentially buy it. That means the best agencies to hunt in—prospecting, routinely review RFPs and RFIs, and what events may be most effective to connect with buyers and influencers. We’ll rate the agencies in terms of best targets through to those that aren’t in your top five targets for energy and money, at least not yet. This will help turn what can be a scattershot approach to the market into a precision, focused process. Companies can still take business from anywhere while zeroing in on high-value targets.
Federal Fit assessment
The Federal government may be a perfect match for what your company sells. And then again, it may not. Even if they may have a need, FedTrax will help you understand what mission space your products and services align with. We’ll evaluate how “Government ready” what you’re selling is. The Federal government often has much more stringent requirements to purchase goods and services, particularly with regard to COTS technologies. In order for your product to sell it needs to have a pathway to being used on a program, and that invokes requirements in cybersecurity, supply chain management and country of origin, interoperability and other factors that all need to be satisfied for an agency to grant an Authority to Operate (ATO) designation. All of these cost your company time and money. We’ll help to quantify these costs to inform the best decisions for your lines of business.
