Skip to main content

6 Simple CRM Tips for Small Government Contractors

My company InfoStrat works with government contractors to automate their capture management (sales) processes.  All government contractors strive to master GovCon capture processes to improve the sales results.

Large government contractors typically have mature and complicated processes which have many actors and steps.  Often they follow a sales process pioneered by Shipley Associates which helps companies win a higher number of bids through a more systematic business process and higher quality proposals.



What about small companies, or companies that are just getting started in government contracting?  Do they benefit from structured processes and sales force automation? How should their CRM system be different from a large company?

Here are some tips to get you started:

  1. Read everything you can find on government contracting.  You will learn from the extensive literature on the subject.  Many books on government sales are available on Amazon and in libraries. 
  2. Come up with a simple capture process and refine it based on your experience.  Include approval workflows and review processes during the proposal preparation phase. It may be as simple as four or five steps based on pre-solicitation stages and the status of a solicitation (RFI, RFP, etc.). 
  3. Track every opportunity in your CRM.  Use the CRM as the basis for pipeline review meetings, and insist on entering every opportunity in the system in order to chase it. Salesforce and Microsoft Dynamics CRM are the most popular cloud-based CRM systems for small businesses. 
  4. Ask stakeholders for their input.  Your CRM cannot succeed without adoption, and all your users will have valuable input on how the system should work.  Don't track information that people do not find useful or are unwilling or unable to enter. 
  5. Start with a template.   It's difficult to get user input from a blank sheet of paper, so a pre-built solution for government contractors can help people focus better. InfoStrat offers a GovCon solution template and a quick start implementation to go with it. 
  6. Walk before you run. Start with a core group of users in sales and senior management and add other groups later.  Be sure to build in a process to learn from your experience and improve your CRM over time.
Most large companies started as small companies, so you can learn from the experience of others to position yourself for growth as a government contractor.  Thinking about your business processes will help you refine your business and come up with creative new ways to win.

For more posts on government contracting, see:




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…

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…