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How to Sell to the Government Fast With Jack Siney

Author

Wes Schaeffer
November 04, 2019

Win a Government Contract Today 

Click here to download the episode. 

Sales Tips you’ll learn today on The Sales Podcast…

  • The government buys everything

  • This is his third company, his second good one!

  • Had a travel business in the mid-90s that was VC-backed and he moved to SF and it was crazy

  • Started current business in 2012

  • His partner is a good compliment to his people skills

  • Start smartly/progressively as a side hustle

  • You don’t have to jump off a cliff

  • The government is federal, state, and local (SLED)

    • 500 federal agencies with 2 million people spending over $4 trillion/year

    • 90,000 agencies in the state and local spending $3.25 trillion/year (more accessible)

  • 80% of government spending does not go through the RFP process

  • You can win a government contract in one day

  • Nine ways to win contracts without the big quoting process

    • Sole source

    • Piggyback

    • Discretionary 

    • C-card

    • Set-asides

    • Simplified quotes

    • GSA

    • State

    • Co-opts

  • He goes to POs from all agencies and has a huge database like Google going back to 2010 and you can find who buys what

  • Track channel partners, etc.

  • The “Flagship Formula”

    • Go get an agency that loves what you do

    • Make them a raving fan even if you have to serve them for free initially

    • You need the testimonial/referral

  • Get media around that

    • Get them some positive press

    • The news outlets are looking for stories

    • This makes you official and “safe” to work with by other agencies

  • Get on a state and/or federal GSA schedule…eventually

  • 200+ employees in South Florida

  • How to grow in a tight job market