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Miller Heiman’s New White Paper Discusses 5 Keys to Win Government Contracts
RENO, NV -
December 06, 2006 -
Following the successful launch of its new program, Strategic Selling® Government, Miller Heiman released an accompanying white paper on selling to the government. Based on an interview with Miller Heiman Sales Consultant, Chuck Moeller, who has an impressive 20 years experience successfully managing the development of competitive proposals in response to government RFPs, this new white paper entitled, “Cracking the Code to Winning Government Business… and actually Making a Profit” is a must-read for sales professionals who are serious about landing government contracts.
This white paper outlines effective strategies summarized in these 5 key steps: 1. Proactively create opportunities that add value. Moeller asserts that organizations that wish to sell to the government need more than solutions. The key to successful selling to the government is to have a clear strategy and a consistent process to navigate each of the five essential steps to winning government business. It begins by taking a close look at when the sales cycle begins. Best practice organizations have a clear value proposition and ideal customer definition well before the government identifies a need. To read the full white paper, click here.
2. Cover your bases.
3. Understand the government’s procurement process.
4. Prepare your team to write a winning proposal.
5. Know your success factors and when necessary, lose fast.
About Miller Heiman: The Sales Performance Company
Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.
