Government Contracts Decoded

Welcome to another episode of "Accelerate Your Business Growth"! In today's episode, we have a special guest, Richard Howard, who is here to share his expertise on the topic of selling to the government. Richard believes that pursuing government contracts can be a game-changer for small businesses, but he cautions against ineffective methods. Instead, he recommends a strategic approach, starting with identifying opportunities and focusing on specific areas, like bookkeeping services. Richard shares valuable resources and tips on how to find the right companies to partner with and how to navigate the government contracting process. He also emphasizes the importance of building relationships and utilizing certifications to increase the chances of winning contracts. Tune in to this episode to learn more about selling to the government and how it can accelerate your business growth.

Richard Howard, Lt Col (Ret) is a leading authority on US federal government contracts. As a career military acquisitions officer, he oversaw $82B+ in DoD contracts and has advised and trained over 400 companies as a consultant. Richard is the CEO of DoD Contract which guides, trains and mentors small business owners and sales executives through the government sales process.

If you are a small business owner or salesperson who struggles with getting the sales results you are looking for, get your copy of Succeed Without Selling today. Learn the importance of Always Be Curious.

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Government Contracts: "Government contracts are not rigged, but there is a process for selling to the government that is quite different than selling commercially or selling B2B, and you need to understand that process if you really wanna be effective, selling to federal agencies."

— Richard Howard 00:13:29

The Importance of Market Research Phase in Government Contracting: "Usually, companies give up before they discover this. In government contracting, there's something that comes before the solicitation called the market research phase. And this is a legal phase where you can talk to the government. You can talk to the office that buys what you sell, you can legally influence the process."

— Richard Howard 00:16:26

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