Skip to main content

Getting the Most Out of GovCon CRM - Sales Force Automation for Government Contractors


Selling to government agencies requires a different approach from most sales processes, and therefore a customer relationship management (CRM) system bust reflect the way that your company behaves as a government contractor in order to get the most from your software investment.

InfoStrat's Dynamics 365 for Government Contractors is one of our most popular solutions, and it continues to evolve in order to suit our large and small government contractor customers. 

Here are some top hints on how to get the most of our your CRM which are embodies in InfoStrat's Dynamics 365 for Government Contractors:
  1. Integrate with government contract information services. There are many subscription data services for GovCon which cater to specific industries and to target customers.  Deltek GovWin has been the leader in U.S. Federal opportunity data, and Onvia (owned by Deltek) has been the leader in state and local contracting opportunities.  Integrating with these services can save you time by allowing you to create opportunities in your CRM based on search results with these or other services.
  2. Make your CRM match your structured sales process. Your CRM should match your company's sales process, such as that defined by Shipley Associates. For instance, you may have gate reviews at key junctions in the sales process when you determine whether to proceed or not proceed (bid) on an opportunity. 
  3. Create more than one business process flow. Most government contractors follow a simpler set of steps when responding to a request from an existing customers.  Pursuing a task order is also different from winning a new contract vehicle such as a blanket purchase agreement.  Therefore, you should have as many business process flows as you need to reflect your sales processes. 
  4. Force adoption through executive order. No CRM system can succeed without user adoption, and business development people often resist change.  This means that a new CRM system requires uncompromising executive sponsorship. Tell sales staff that they will not be paid on opportunities which are not tracked in CRM, and based sales review meetings on the contents of CRM rather than spreadsheets or PowerPoint presentations.
  5. Refine your CRM through continuous improvement. Government contracting is a highly competitive field, and success requires you to examine your performance and improve your processes continuously to remain competitive.  CRM is a scorecard of sales performance, and it allows you to track detailed information surrounding opportunities.  You can perform analsyis to reveal subtle patterns which may point you to new pathways to success. 
Ultimately your CRM will become one of your company's most valuable assets because it tracks sales and marketing behavior.  Your custom reports will reflect how you look at your sales, and reveal how your government contracting business is positioned. 

Popular posts from this blog

The DATA Act Driving Grant Management Automation

The Digital Accountability and Transparency Act enacted in May 2014 calls for making spending data available in open, standardized formats to be published online.  It is a continuation of transparency initiatives and lessons learned with experiences such as grants.gov, the 2009 economic stimulus under the Recovery Act and the spending site USASpending.gov.

Government grantees will have significant new administrative responsibilities.  Many organizations that were tracking grants in spreadsheets or documents will have to adopt more sophisticated automated grant management systems such as Microsoft Grants Manager to keep up with reporting rules.

For profit companies will lose some privacy as a result of this law.  Grant recipients will be required to disclose information including officer salaries.

Continued improvements to publishing grant opportunities such as grants.gov may make it easier to find grants. These reforms together are designed to improve the effectiveness of grant prog…

Dynamics 365 for Government Contractors (GovCon) Frequently Asked Questions (FAQ)

One of InfoStrat's most popular solutions is Dynamics 365 for Government Contractors (GovCon).



Here are some answers to frequently asked question on this solution:
Can I add new fields to the solution?  -- Yes, the solution is fully customizable and you can add your own new fields to any form, view or report.Does Dynamics 365 for GovCon work on mobile devices?  -- Yes, Microsoft offers mobile apps for all the most popular platforms including iPhone, iPad, and Android phone and tablets.Does Dynamics 365 connect with bid data systems such as Deltek and Onvia?  -- Some information services, such as Onvia, offer integration with Dynamics 365.  Others require third party solutions such as the InfoStrat integration with Deltek GovWin IQ.What do customers typically customize for their unique requirements? -- Not all contractors follow the same steps in the capture process.  Most clients will tailor the business process to add or remove steps in order to match their sales methodology.  Of…

Big Data for Microsoft Office 365 -- Office Graph

Most people think that big data techniques are for organizations that churn out massive volumes of data, such as corporations and government agencies.  But it turns out that if you spend a significant portion of your life online, you are a miniature big data factory yourself.  Many us end up with a significant and constantly growing digital footprint including your emails, photos, phone calls, text messages, shared documents, social media electronic transaction records and more.

Microsoft is applying big data tools to help you understand patterns in your online network. Office Graph maps content and activity from Microsoft Office, including email, social conversations, and meetings, and documents in SharePoint and OneDrive.



Office Graph applies machine learning techniques to your data.  It offers a query language as well as developer tools.



Office Graph is in preview mode now and subject to change.  Watch for it and for related products from Microsoft and other vendors to tap into st…