10 Fourth Quarter Clinchers! ... Guest Blog from MedTech-IQ member, Judy Bradt

Colleagues,

About a month ago, MedTech-IQ member, Judy Bradt of Summit Insight sent out an insightful blog post. In her informative government contracting newsletter, she offered 10 tips you may find useful as we reach the end of the U.S. federal fiscal year. Please see excerpts below ...

ENJOY!

As federal fiscal year end is fast approaching on Sept 30th, agency spending increases, as expiring funds drive fourth quarter buys. Just like athletic coaches make fourth quarter adjustments to win the game, successful contractors map out a Q4 game plan to cash in on these opportunities...

Here are highlights of the ten tips ...

#1: Revisit Your Forecasting

Research project details which you were previously unaware of and evaluate them.
Highlight opportunities that offer the best match based on your capabilities.
Rank them in order of priority based on probability of win.
Identify relevant small business specialists, incumbents, and potential teaming partners.
Set up calls via introductions wherever possible. Utilize your LinkedIn contacts.

#2: Ask for Referrals from Your Best Customers

Don't overlook asking your best customers for introductions:
Who do you know who would value the kinds of services we've provided you?
Who do you know in _______ department within an agency?
Who do you know in another agencies who might need similar services?

#3: Stay Top-of-Mind

Make sure you're staying top-of-mind with all current and past contacts
Call long-time, one-time and former government clients to remind them of your value. Inquire if they need to revisit, update or reorder any of
your products or services.
It's time to call on marginal accounts. Often the company to get the order is the last one the agency spoke with!
Send introductory emails to government contracting personnel in your database since often they get questions like "do you know a company that does...XYZ?"

#4: With Multiple Touches

Use multiple tactics (PR, events, email, direct mail, web, telemarketing).
Visit GSA Sales Query, even if you don't have a schedule. See who the leaders are in your GSA Schedule category, and look at their ads and website.
Promote year-end offers to government customers through telemarketing or emails.

#5: Circulate Updated Capability Statement

Create a public version for general distribution.
Tailor versions for specific agencies or primes by selective inclusion of past performance and with contact information for project references.
Make sure all versions include necessary info for decision-makers (website, 800-number, contract vehicles, pricing, current contact information).
For pointers on capabilities statements, download our white paper.
Post your Capability Statement on GoogleDocs and as part of your LinkedIn profile. Link to an online version on your web site.
Use the update as a reason to email and meet with federal contracting officers, small business specialists and agency program contacts.

#6: Renew Your Online Profiles

Make sure all your online profiles are updated:
Federal government (GSA Advantage, Central Contractor Registration, ORCA)
State government vendor sites
Small & minority business certifications (federal, state, local, other, e.g. WBENC)
Prime contractor portals
Social media (e.g. LinkedIn, Twitter, Facebook)
Industry association member profiles

#7: Leverage Customer Feedback & Testimonials

Is customer feedback part of your business operations? If not already, it should be.
Do short phone interviews with your top customers.
Consider asking 1-2 to provide an online or video testimonial

#8: Expand Thought Leadership

Leverage examples of your thought leaders on your website
Short case studies that feature measurable results from your best clients
Survey findings and rankings from leading edge developments in your industry
White papers and best practices related to your customer's top challenges

#9: Make Effective Use of Social Media

Research and join LinkedIn groups whose members include your key contacts (buyers, partners and influencers)
Request connections and tailor your invitations to give people reasons to interact with you, not just hit "accept"
Invite your social media contacts to events you're hosting
Add news links and short commentary to LinkedIn groups

#10: Maximize Your Online Presence

Refresh your web content weekly (news, events, offers, case studies, white papers, resources, etc.)
Make sure your blog has a RSS feed
Link your blog updates to your social media platforms
Put the SmartPay logo on your materials

None of these tips are rocket science. It just takes some planning and discipline to stick to your Q4 game plan and start cashing in on more year-end opportunities. Go
get ‘em!

See full newsletter post at: http://www.summitinsight.com/blogviewd.asp?id=113

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