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

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…

InfoStrat Joins Microsoft CityNext

This month my company InfoStrat announced its participation in Microsoft CityNext, a global initiative empowering cities, businesses and citizens to re-imagine their futures and cultivate vibrant communities. Through the Microsoft CityNext initiative, Microsoft and InfoStrat will help leaders to do “new with less,” by combining the power of technology with innovative ideas to connect  governments, businesses and citizens with city services that increase efficiencies, reduce costs, foster a more sustainable environment and cultivate communities where people thrive.
In a recent study, IDC named Microsoft the most trusted smart-city vendor. "Whether it's traffic congestion, citizen services, energy efficiency or operating costs, our Microsoft CityNext partners are equipped to tackle whatever problem or priority local governments want to address. Microsoft’s IDC smart-city scores are really a credit to our partners, which leverage our trusted cloud platform, powerful data analytic…