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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 the proven leader and innovator in sales execution with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company’s common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit www.millerheiman.com.
