Reaching federal prospects this time of year can be difficult with the conference season in full swing, and holidays right around the corner. Here are three tips to help you get the meeting you want before the real college bowl season begins:
- Participate in as Many Conferences and Events as Possible: Your federal prospect is likely either speaking or attending more than one event this November. There are at least four major events in the commercial contracting space on November 21st alone. Your company is behind the curve if you’re not attending at least some events offered at this time of year. Your competitors are attending these events and creating valuable contacts.
- Make Yourself Available at Slow Times: We’ve had excellent success over the past few years in seeing key federal officials the Tuesday before Thanksgiving, or even the next morning. Some feds are at work the week between Christmas and New Year’s. Good, deep discussions can be had that simply aren’t available when there’s a full appointment calendar. Plus, wouldn’t it be great to take a break from the in-laws for a morning and lay the foundation for some business?
- Don’t Get Frustrated By “Use it or lose it” Leave: This is a real thing in the federal space. Your key contact may really be off from December 9th until the beginning of the year. This is especially true of contracting officers and other acquisition officials. They tend not to take a lot of time off in the summer and then spend October and November in training or on acquisition planning for the coming year. Chances are they’ll be back in January. You will still have time to talk with them for at least 60 more days before the business cycle picks up again.
Follow these tips and you will build a foundation for future success without taking closed doors personally.