Not sure how to win larger contracts? By the end of this video, you’re going to have my game changer strategy that you can use to always implement a sales push in your business and never have to second guess anytime you want to have or initiate a sales growth in your business.
Several of my clients have used this strategy to win larger contracts and now I want to share it with you. I’m actually giving you the strategy, I need to lay some groundwork, set the framework so that you’re equipped to get your bang for your dollar so you can get the best results
Before I give you the strategy, let me share what you need to have in place before you implement this strategy. You can start implementing the groundwork today and then position yourself to be able to take advantage of this strategy. It is a game-changer for sure, but you need to have the groundwork laid if you want to see the best results.
Number One
This is really basic, but let me tell you, it needs to be said. You need to have a business, not a hobby. You need to have an actual entity structure set up. Entity structure, like your LLC, S Corp, Corporation, or LP, not a sole proprietor.
You need to have your business bank account. All of the foundational things that you need to have in place to say I’m an actual business.
Number Two
You really need to be very clear, very, very, very clear on who’s your customer, the problem you solve, and the service you provide.
Here’s the kicker, I feel like it needs to be said, you need to have experience in whatever you plan to offer. You can’t just pick something because you’re like, “Oh my gosh, they are offering a lot of contracts for this one particular thing. I can make a lot of money, so this is what I’m going to do.”
You can’t select your service in an area where you don’t have any experience. Without experience, who’s going to give you a contract? Let’s keep it real.
Number Three
You need to know what’s a good deal for you, not for the people down the street, not for the people in the office next to you, not for your buddy that you also know is doing government contracting and you want to be like them.
What is a good deal for you? If you know what a good deal is for you and you’re able to get in a deal that’s good for you, it will take you to that next level, for your business and even in your personal life.
You need to be able to identify a good deal. That means really having clarity around the structure, the components of a good deal. You need to know those things. That’s very, very, very, very, very, very important.
Number Four
You need to be visible and known. You need to talk to the right people. It all stems from one, you know your business preferences, two, you know your customer. When you know your customer, it’s really easy for you to be visible, be seen, and get noticed.
There you have it. You need to have a business, not a hobby. You need to be very clear on the problem you solve and the service you provide. The service you provide should provide a solution to something your customer needs.
You need to know what’s a good deal for you. Then you need to be visible and known, meaning mingling with the right people. Once you get that down, the foundation is set and you’re ready to implement the strategy.
The one strategy that I want to share with you that will definitely give you a sales push anytime you need it. It will also help you in growing your business, stepping into larger contracts, as well as increasing your revenues if you do it right.
Partnering to win government contracts
This is the one strategy, partnering with other companies. I like to start out with something like a teaming arrangement. I like to think of this as we’re still in the dating phase. We haven’t committed to marriage yet, but we are dating. We’re going to feel each other out via may be working on a couple of contracts together or being on a couple of contracts together. We’re dating, we’re going to see if we like each other, if we can build that like, know and trust factor.
Ideally, you’ve already started building the like, know and trust before the contract comes. But what I’m saying is this is different when you’re actually working together on a contract or bidding a contract together that you know if it’s one you’re going to deliver together. Don’t discount building a relationship before you work on a project together.
I like to start with teaming arrangements. They’re really, really great. If you’re going to do a teaming arrangement with someone, partnering with them, you need to have the same customer. Hence foundation, who’s your customer? You also need to be doing the same type of work. They may be doing a variety of different types of projects, but a portion, something in there has to be in alignment with what you do.
Here’s what I’m saying, for example, for construction companies, if you do complete design-build, then you run the gamut of a project. You can go from dirt to here’s a building or a parking garage. Within the project, there’s a lot of moving pieces. There’s a lot of subdivisions of opportunities that you may fit in.
In essence, for that other company, if they’re a complete design-build, they do it all. If you’re a painter, then you know painting falls within the scope of the work on projects. When I say the same type of work, that is what I mean. The prime contractor can be doing more than you, but whatever you do, whatever service you provide, they need to be doing that same type of work as well so that it’s a good fit and you can produce past performance.
Make sure the relationship is mutually beneficial. I can’t stress that enough. Partnering with other companies will allow you to expand your business, increase your resources, land larger contracts, increase your revenues, and produce cash flow.
There are other benefits as well with partnering with other companies beyond what I just shared here. You have to know how to explore the options before you, pull out what you need to help your business grow and get to the next level that you desire. You also need to know where you want to take your company in the next two to five years. You want to make sure that you’re doing things today that will get you to your end goal.
I created a training called Create Your Best Deals. This training I share with my private clients. It’s all about creating your best deal, making sure they’re mutually beneficial and outrageously profitable.
There you have it. Now you have the game-changer strategy that you can give your business an immediate sales push like in the next 30 days to winning larger contracts and making more money in your business. I hope you’re implementing these strategies each week. Each sales push strategy builds on the other.
30-Day Sales Push
If you missed any of the previous videos in this series, remember we’re on our sales push, our 30-day sales push. This is video three in this four-part video series.
- Video #1: Impact Your Sales Push By Narrowing Your Focus
- Video #2: 7 Steps You Need To Improve Lead Conversion
- Video #3: Strategy To Win Government Contracts As A Newbie
If you would like my help executing your government contracting plan, to increase your revenue and start winning larger contracts, apply for a call with me. If it’s a good fit for us to work together, I will make the opportunity available to you right there on the call for us to make it happen. Apply for a call now >>> Click this link.
