The perpetual CR, the end of FY 2011, and YOUR pipeline.

The perpetual continuing resolution has had a huge impact on the government contracting community. Operating under a continuing resolution not only handcuffs federal buyers from starting new projects, it also makes them work and think much harder about deciding where to most effectively spend the funds they have.

This issue impacts all contractors, small, medium and large, set-aside and prime contractors alike.

How are you going to make certain your pipeline gets some of those remaing FY 2011 funds? How are you going to influence those controlling those funds?

Will you focus on making certain you maximize the value of current accounts? Or will you be targeting accounts you have been working, but have yet to penetrate? Do you have sufficient contacts at each account to make certain you reach all the decison-makers?

Are you targeting the SmartPay micro-purchase buyers? And if so, how are you differentiating your offer?

If you need a few ideas on what can work for your organization,  post a comment here or drop me a line at markamtower gmail dot com.

BtoB and looking at B2G?

Are you targeting or growing Government Business for 2010 and beyond? Or do you want to understand where your company might fit and what it will take to 'get in the game'?

The government market remains one of the bright spots in the current economy. Regardless of what you sell, the government probably buys it.

According to Onvia, here is what the government spends:

$5.5 trillion a year
$105 billion a week
$15 billion a day
$625 million an hour
$10 million a minute
$175,000 a second.

Spending by federal, state, and municipal governments now represents almost half of total U.S. GDP, and some expect it to increase in the coming years. If you sell a business product or service, the odds are that the government is a potential or current customer. Companies that ignore the government sector are significantly disadvantaged.

If you are interested in pursuing government business for the first time, or growing your current government business, please read on-

Over the past few years there has been a tidal wave of renewed interest in the Business-to-Government (B2G) market by companies selling virtually any legitimate business product or service. The Federal government remains a dependable income base for savvy companies. When B2G is worked properly, it is almost a recession-proof market.

However, if it is not worked properly, it will devour your time, money and effort and leave you with less than you started. There are many ways to start down the wrong path, including attending events that promise and don't deliver, or hiring the wrong consultant.

Every year of the thousands of companies that enter the government market, most leave after a short time, as they had grossly inadequate preparation on what is required in terms of infrastructure, marketing and overall expectations. Unrealistic expectations, a poor market entry strategy and the wrong advice will kill any effort.

You need to set attainable goals, develop an action plan that gets you there, and set a realistic timeframe to accomplish the goals. You need to understand the resources needed along the way. Doing the research to determine the goals and the action plan is one of the areas where I can help.

The B2G market requires both a different knowledge base and a different set of skills than B2B. Without the knowledge and skills, your market entry and growth is doomed to failure, or at least very slow progress. Further, the more “niche” your product or service, the more your market approach needs to be targeted precisely to that niche. Your market entry program must avoid a formulaic approach. To start properly you need insight, research and you need to start developing and managing your B2G network.

If you are already in the market and you are not maximizing results from your marketing and sales programs, you may also need some outside help.

If you want to discuss what I can do for you, simply send me an email and we can set up a time to talk - Mark@FederalDirect.net. If I can help, I will say so and explain how. And if I can't help I will direct you to someone who can and help you get in touch.

And if I can help, you and I will design a program that fits your needs and your budget.


Why discuss this with me?

Since 1985, I have advised over 250 companies on successful market entry and growth. My clients include manufacturers, publications, catalogs, resellers, integrators, seminar and event producers, educational institutions and many others. I have advised clients in a broad range of product and service categories and have been successful in helping each company willing to act on my advice.

Over the past 26 years in the government market Amtower & Company has developed a reputation for excellence that is unparalleled. My successful clients represent both market approaches: contracts (GSA and other contracts) and open market (no contracts). Many of these companies have remained Amtower clients for several years. Check out my LinkedIn profile to see some of the over 200 recommendations I have from current and past clients, and from my peers.

My advice has been used by large and small companies, novices and B2G professionals, to sell billions in products and services both through contracts and via open market.

I only take on clients where I can truly add value. So send me an email so we can set up a time to talk- Mark@FederalDirect.net

Have a successful 2010- and beyond!

Mark

SmartPay! The Federal Credit Card Program ROCKS!

I have been a huge fan of the federal credit card program since it started in 1989 (IMPAC in the 1990s, SmartPay since 1999) . I have written about it, spoken about it, even did the lunch speech at the MasterCard Government Financial Summit for the card program a couple years back.

The SmartPay program encompasses the purchase card, travel card, fleet card and the integrated card (a card which can do 2 or all 3 of the above functions).

In FY 2009 the Federal government spent $30 billion through the SmartPay program, with two-thirds of that going to the small purchase card - $19.9 billion. There were approximately 25,100,000 micro-purchases made with the SmartPay card.

The SmartPay program is great for many reasons.

First, it allows front line government personnel (civilian and military) to purchase goods and services when they need it without the painfully slow procurement process. The per-purchase limit (micro-purchase) is $3,000, so these people are not out there buying cars, buildings, etc. They are buying stuff they need to do their jobs. This actually ends up saving the government money (a cost-avoidance situation) because paper-based procurement costs mount up in personnel time used to do the procurement. The use of the SmartPay card avoids those costs.

Second, because of the total volume the government spends, each agency gets a rebate from the issuing bank.

Third, it allows companies without government contracts an opportunity to get some government business, including direct marketing companies, catalogers (especially BtoB catalogs), and even small-town main street type stores.

Any purchase under the $3,000 per-purchase limit (micro-purchase) does not require a government contract. And the SmartPay card can be used for the ARRA (stimulus) program.

I have consulted with over 50 open-market (non-contract) companies since the early 1990s about going after open market government business, and the results have been extraordinary. Several companies were able to ramp up to seven-figure annual business via the open market targeting micro-purchases. At least one company went into the eight-figure annual open market sales arena. My track record in this niche is unparalleled.

I have an article in a recent DM News on this you can read here:http://www.dmnews.com/government-credit-hasnt-dried-up/article/160372/


Two things: if you want to discuss what I can do for you, simply send me an email and we can set up a time to talk. Mark@FederalDirect.net

or here's the deal for companies that don't currently sell to the government but want to, and for companies that are selling to the government and would like to fine tune their efforts.

We will:

1) review your product/service category to determine the spend, see who the competition is, and determine how much each competitor is making;

2) define who the actual buyers are and how to best reach your target audience (direct mail, web-based activity, events, etc) with specific recommendations targeted to your niche, prioritize the agencies and offices to target;

3) determine if there is an opportunity for you under the stimulus program, and what it will take to pursue the stimulus funds;

4) discuss in realistic terms the resources you will need to successfully pursue government (Federal, state and local) business, including staff, training and other outside resources;

5) our recommended step-by-step action plan for your company, including the information you need for your web site to attract online government buyers;

6) include a one-year membership at http://www.governmentmarketmaster.com/ (an Amtower & Company web site that provides ongoing education on the government market; $499/yr value) - in effect a year long graduate course in B2G;

and as a bonus I will include my 4 CD set, The Ultimate Government Sales Jumpstart Program (priced separately at $195). And of course a signed copy of Government Marketing Best Practices, the best selling book on doing business with the government.

This is not boilerplate stuff - each report and action plan is customized for the client company. It will be delivered via a taped 60-90 minute teleseminar (which you will be able to download) with both a written report with a recommended action plan and a PowerPoint to use during the call.

The investment for this a one-time only special is $4,995, prepaid.

This is a "first-come, first scheduled" offer.


Get in touch with me ASAP if you want to take advantage of this. The anticipated response will fill my calendar for the next couple months.

And we do take credit cards.

Email me @ Mark@FederalDirect.net or call me @ 301 924 0058
to schedule your customized B2G research project and reference this blog post.


May you have a successful B2G 2010!


Mark