Federal sales starts 6–18 months before the solicitation.
By the time an RFP is public, the requirement is written, competitors have met the customer and the window to influence the buy has closed. Our approach works the front of the cycle.
The nine-step federal sales cycle
Every engagement maps to this cycle, so you always know where an opportunity stands and what to do next.
1. Federal Sales Roadmap
Contract research, registrations, product alignment, agency focus, purchasing methods, certifications and an action plan.
2. Opportunity ID (pre-RFP)
RFIs, sources sought, webinars, conferences, acquisition forecasts, expiring contracts and SBIR/STTR.
3. Build the pipeline
CRM tracking, PWIN, timeline and initial pricing, about five opportunities per target customer.
4. Influence
Set up meetings, prepare white papers and RFI responses, work with the small-business office, line up teaming.
5. Initial engagement
Submit RFI and sources-sought responses, request meetings and submit questions.
6. Meeting & presentation
Capabilities brief, determine requirements and budget, recommend a contracting strategy, ask for other opportunities.
7. Solicitation
Sole source, simplified acquisition, limited competition or full and open: be ready for each.
8. Submit proposal
Compliant, well-written and aligned to what you already learned from the customer.
9. Contract award
Confirm receipt, follow up, and use the win to build past performance for the next one.
Five ways small businesses win
Find leads early
Forecasts, sources sought, industry days and conferences surface needs before the solicitation.
Influence & get meetings
Meet program and contracting offices to shape the requirement and acquisition strategy.
Subcontract
Team with incumbents to build past performance, using subaward data to find the right primes.
Small-business set-asides
Compete in the lane where the field is limited to small businesses.
Contract vehicles
GSA MAS, GWACs and agency IDIQs, where most federal IT spend actually flows.
Full & open
Pursue larger competitions once past performance and a vehicle are in place.
Ready to stop chasing RFPs?
Book a 30-minute discovery call. We'll look at your codes, your target agencies and the fastest path to your first federal award.