Over the next 10 years, government spending is projected to remain flat, or worse, decline.  Without changing the way they do business, many government contractors will likely experience the same result. However, this outcome does'nt have to happen.  In fact, we are starting to see many government contractors find new and innovative ways to both identify and win more business with new prospects as well as existing agency clients.

Here are two strategies to ensure that your organization can differentiate yourself from their competitors to ensure their long term growth and prosperity.

Make Business Development a Collaborative Effort

Establishing a real relationship and winning business within either new or existing customers rarely happens through traditional marketing efforts.  It happens through direct referrals and government contractors utilizing their own employees.  

Too often, contractors do not fully leverage their internal peers including employees and partners for introductions. Proactive contractors find ways to make the most out of their existing network to gain entrance into agencies where others will be denied.  

Developing and Managing a Plan for Growth

The best place to grow revenue is within existing clients. Proactive contractors train their business development resources to more effectively drive business within their existing accounts.  They do this by formulating a go to market and specific account strategy that takes into account the following data points:

• What business have we done with this agency?
• What other groups within that agency can we leverage?
• Who do we know within the agency? Who knows them and how can we best leverage that relationship? 
• What challenges and/or initiatives is the agency trying to solve? Who is leading those initiatives?
• Who are the decision makers associated with those initiatives?
• How can we make a different for this agency?
• How do we measure our efforts and results?  What are our goals and objectives associated with these efforts?

By understanding this information, proactive contractors are able to develop and execute a strategy to win additional business while ensuring success.

While these two actions may seem simple, many contractors lack the strategy, processes and tools necessary to accomplish them. With Salesforce.com and Rainmaker LCC, government contractors gain the strategy, processes and tools neccessary to help transform their business. Learn more by joining our webinar on Tuesday, October 8th, 2013 to learn how your company can increase your footprint within your existing customers, further differentiate yourself from your competitors and increase revenue.

To join, register here or at the button below.