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

Key Concepts for Microsoft Dynamics 365: Tenant, Instance, App and Solution

Updated 8/15/2022 To understand Microsoft Dynamics 365 (formerly Dynamics CRM) and Power Apps, you need to learn some new terms and concepts that may be a bit different from what you know from databases and solutions that are hosted on premises.  These concepts also apply to Power Apps.  The main difference is that with Power Apps you are not starting with a Microsoft app but more of a blank canvas for your custom apps.  This post introduces some key terms and how these concepts are important for planning your implementation. While Dynamics 365 is still available on premises, it is most commonly deployed on the Microsoft cloud.  This blog post discusses only cloud implementations. Microsoft has multiple clouds such as commercial and government community clouds in several countries. We start with a Microsoft tenant .  A tenant is the account you create in the Microsoft Online Services environment (such as Office 365) when you sign up for a subscription. A tenant contains uni

Understanding Dynamics 365 and Office 365 Admin Roles

Managing Dynamics 365 instances If you run Microsoft Dynamics 365 (formerly Dynamics CRM) in the Microsoft cloud, you need to understand how your Dynamics instances relate to Office 365 and choose which of your administrators receives which roles and permissions to manage Dynamics 365. In on premises deployments, your network administrator would create and delete user accounts.  The Dynamics 365 admin would then assign permissions to users in Dynamics 365. This post explains three administrator roles: Office 365 Global Administrator Dynamics 365 System Administrator Dynamics 365 Service Administrator You may think that the Dynamics 365 system administrator would have power to do all the actions needed to manage Dynamics 365, but this is not the case. What's different in Microsoft cloud deployments is that licenses and user accounts are managed in Office 365 by an Office 365 Global Administrator.  This role is analogous to a network administrator for an on premises

Switching from Microsoft Dynamics GP to Dynamics 365 Business Central

Updated 4/6/2022 Register for our webinar  "Great Plains to Microsoft Dynamics 365 Business Central for Nonprofits." Source: https://docs.microsoft.com/en-us/dynamics-gp/terms/lifecycle This year Microsoft announced a date for the end of mainstream support for Dynamics 365 GP 2018 accounting software.  This spurred some blogs and customers to think that they must switch from Dynamics GP to another product by January 10, 2023 when mainstream support ends. It turns out that this announcement does not cover the latest version which is named simply Dynamics 365 GP (without a year in the product name).  Dynamics 365 GP will continue to be developed and supported indefinitely. Without support, customers cannot continue to use accounting software because it must be maintained in order to comply with changing tax and regulatory requirements.  Microsoft ships these updates in the June and December releases, and adds hotfixes and other new features in an October update.  This stay of