TargetGov

WIPP gives you WINGS! Get started in knowing how to do business with the Intelligence Community--complimentary webinar #GrowBusiness #GovCon March 14, 2025

The federal marketplace is still the world's Fortune One customer--and it is critical to stay on top of these constant changes. #BuildBusiness #GovCon

I was ghosted again after accepting an invitation from a BD person for a product I know after being candid and saying that I was not interested in buying the product or being an affiliate to help them sell it but was interested in how I could help since I knew the product. It has happened enough over the last few months that it brings me back to the advice I gave federal IT BD personnel about engagement strategies when I was a federal leader. Every day, my inbox was flooded with dozens of "just 15 minutes of your time" requests from vendors who had not done their homework. These cold emails invariably pitched solutions to problems we didn't have or demonstrated zero understanding of the agency's mission and constraints. Want to know what got my attention? When an industry partner showed they've thoroughly researched our strategic initiatives, reviewed our publicly available documentation, and can articulate specific ways their capabilities align with our mission challenges. I remember meeting with companies referencing our latest strategic plan and identifying gaps their solution could address. This level of preparation made all the difference and made me want to help them be successful. Meaningful relationships develop at industry events, advisory committees, and small working groups as I look for partners who contribute substantive insights to discussions, not those who immediately launch into sales pitches. The professionals I remember are those who asked thoughtful questions about our challenges and offered perspectives based on relevant experience. Many overlook that federal leaders are not looking to buy products—they’re seeking partners who understand federal constraints, security requirements, and the complexities of their mission environment. The most valuable industry relationships I've developed are with those who position themselves as mission enablers rather than vendors pushing the latest technology. Federal procurement cycles are intentionally lengthy and complex. When you ask for 15 minutes to present your solution, you seem to lack an understanding of how the government operates. Successful partners invest in gaining insight into the environment, maintain regular value-added engagement, and show long-term commitment to achieving mission success. My advice? Do your homework, and focus on building relationships based on mission understanding rather than immediate sales opportunities. Feds will be much more likely to take a meeting with someone who has demonstrated this level of commitment to understanding their needs. Also, what is it with the constant ghosting? I have NEVER done that as a federal employee or in the private sector. I am always candid and transparent, as I don’t want to waste people’s time. I guess I am funny that way. #FederalIT #FederalSales #GovCon #BD