Julie D'Agostino's Tip:
"Be transparent. That is the best way to build trust and loyalty resulting in repeat business between both customers and vendors. And don't be afraid to ask for the order."
Nancy Goshow's Tip:
"Continually follow these five key drivers to keep your sales and marketing on track for Federal Government procurement opportunities:
Differentiate your company; focus on your core strengths and target agencies; build long term relationships; create strong Past Performance and do your homework by knowing your customer."
Julie D' Agostino
President, JMD Enterprises LLC
Magdalah Silva's Tip:
"Always think about the value you bring to the customer requirement. Whether it is innovation value, efficiency value or technology value. The landscape has changed where agencies need to do more with less. The gap between more with less represents value."
Lynn Petrazzuolo's Tip:
"Understand contract reporting, accounting, and recordkeeping requirements – it doesn’t matter how good your work is if you can’t manage the contractual requirements. And if you don’t have the capabilities in house, be sure to hire qualified, experienced help."
Lynn Petrazzuolo
President, Avanti Corporation
Magdalah Silva
President/CEO, DMS International Inc.
Gloria Larkin's Tip:
"Know your prospect if you want her to become a customer. Your prospect may be an agency, prime contractor or teaming partner. You will see better results by investing 30-60 minutes of research on the organization before asking for that first critical meeting."
Gloria Larkin
President, TargetGov
www.wipp.org
Nancy Goshow
Senior Managing Partner Goshow Architects, LLP
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