Skip to main content

In Federal Sales, Don't Follow the Herd

Our government contractor clients who are implementing Dynamics CRM for Government Contractors want to know how to increase their sales to the federal government.

For small companies and newcomers to the federal marketing, the challenges are quite daunting.  You need to have a government contract vehicle such as a GSA contract, but the best way to get a vehicle is to have past government contracts. 

The sheer volume of contracts makes it seem it wouldn't be that hard to win a few million out of the billions that are spent each year, but this ignores the nature of competition in government contracts.  If you are new to government contracts, perhaps you should be selling to the prime contractors rather than trying to establish your company as a prime contractor.

Although you can learn from large government contractors, their sales model simply will not work for small business.  You can't spend a year or two and teams of lawyers and contract specialists to win a contract which is essentially a hunting license within a federal agency or two. You probably do not want to have a 90 step process for evaluating opportunities and writing a proposal. 

Using only the most widely available information will not give you a competitive edge.  You need to analyze deeper than reviewing FedBizOps and GovWin IQ to really understand what your customers need.  If all you do is look for contracts to expire and try to beat incumbents at renewal, your company may create far more sales activity than sales success. 

Ask yourself how you create value for your customers.  Find ways to surpass the ordinary and go beyond the typical herd mentality in government contracting.

Popular posts from this blog

PowerApps Portal: The Successor to Microsoft Dynamics Portal

In case you have been reviewing Microsoft's new pricing for its Dynamics products which was released this month and have been unable to find Dynamics Portal, it has been rebranded as PowerApps Portal and shifted to the PowerApps side of the Microsoft product family.


Rebranding the portal product underscores the importance of app scenarios involving external users such as customers and suppliers.  It also provides a simpler interface than Dynamics 365 for occasional users.

The new portal pricing is based on the number of unique users who log into the portal each month (for authenticated users) and on the number of page views for anonymous users.  "A login provides an external authenticated user access to a single portal for up to 24 hours. Multiple logins during the 24-hour period count as 1 billable login. Internal users can be licensed either by the PowerApps per app or per users plans, or a qualifying Dynamics 365 subscription."

Pricing starts at $200/mo. for 100 dail…

ScreenMeet Remote Support Tool for Dynamics 365 Customer Service

I met Lou Guercia when he was president and CEO of Scribe Software, the leading CRM integration tool.  Scribe was acquired by TIBCO Software in 2018.  I recently reconnected with Lou and learned about ScreenMeet, the company he joined as chief operating officer.   The following is a description of the product provided by ScreenMeet:

ScreenMeet is a cloud-based remote support tool designed to integrate with Dynamics 365 Customer Service. By enabling customer service and IT support organizations to address critical technical issues directly from their CRM or ticketing platform, it streamlines the process and provides a fully browser-based support experience.

You can also use ScreenMeet with other CRM products or even on its own without a CRM.

Here is a short video demo of ScreenMeet with Dynamics integration:


ScreenMeet - Cloud-based Remote Support Integrated with Dynamics 365 Customer Support Once integrated with a Dynamics 365 CS organization, the ScreenMeet widget appears on Case pa…

5 Best Things about the Unified Interface for Microsoft Dynamics 365

The latest version of Microsoft Dynamics 365 moves most of the core functionality of sales and customer service to a new user interface - The Unified Interface client.  This user interface is not completely new as it was gradually introduced for the Hub features such as the Customer Service Hub in recent versions of the product.

The new interface is quite different from the previous interface which was used from Dynamics CRM 2013 to 2018 with a few incremental changes. 

This is the Unified Interface, using a form from InfoStrat's Grants Manager Plus Solution.



Here is the same record shown in the previous interface which Microsoft calls Classic.



Here are the top 5 features that I like best about the Unified Interface:

Better menus and navigation. The sitemap on the left is more helpful than the classic menus for larger, more complex solution. Lefthand menu shortcuts are a great use of space and help users access the most popular areas. Better subgrids.  Subgrids are important for en…