How to Refocus Your Sales Strategy During an Era of Sequestration
This past march, the United States Government cut approximately $85.4 billion from the US budget. These cuts started a movement of sequestration, and were part of austerity measures put in place to help combat the increasing budget deficit faced by the US. Sequestration impacted government programs and services across the board. Spending cuts were evenly split between defense and non-defense programs.
Due to the decrease in budget, government agencies are going to be more frugal than ever in choosing who to do business with. As a result, the government marketplace is becoming hypercompetitive and increasingly harder for companies to stand out in.
It is important that companies adapt their government sales strategies to better cope with sequestration. Companies need to emphasize what makes them different from the competition in order to catch the government’s attention. Sequestration has also caused government purchasers to switch their preference away from lavish trade shows to find new vendors. Your company’s website is now its best sales tool and needs to be in perfect shape. Search Engine Optimization (SEO) is a great way to attract attention to your company’s web page and helps your website serve as your 24/7 salesperson.
It is also possible that with government sales market becoming so competitive that getting on a GSA Schedule and selling to the government may be a solution for your company. Talk to a GSA Schedule consultant to find out what the best strategy is for your company’s government sales strategy.