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Tactical Sales Planning...
Enterprises
contemplating entry into the Government IT & Engineering
marketplaces should consider developing a sales strategy to address
the specific mechanics and techniques that are unique to the
Government environment.
Seneca Creek believes that proper planning makes for more
predictable results and favorable expectations. A well thought-out
tactical sales plan will provide your company with a step-by-step
roadmap, tailored to your company’s specific solutions that permit
rapid “traction” in the Government markets.
The plan addresses:
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Where the Client is currently selling and at what
levels?
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Who Seneca Creek is going to target? E.g. agency
heads, program management, major integrators, etc.
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What opportunities, agencies and partners will Seneca
Creek focus on (current agencies plus new agencies and
partners)?
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How are we collectively going to achieve our
objectives and measure success?
Components of the
plan may include:
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Target agencies and existing and future acquisition
programs (large and small business set-asides) where your
solution and value statement have the best fit.
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Target partners to work with including large, small,
and SDVOSB companies.
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Strategy for utilizing additional contracting vehicles
in addition to the GSA Schedule.
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Services and solutions CLIENT is selling.
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Differentiators to position CLIENT with customers and
partners.
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Key sales objectives and milestones.
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CLIENT management reporting requirements and formats.
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CLIENT support required to implement the plan.
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Lead generation activities to support the sales effort
(optional).
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