There's a reason it takes so long to close a government contract. You've got to sell it twice! In this episode of Myths of Selling to Government, host Rick Wimberly talks with a government contracting expert about why this is true.
Kevin Jans of Skyway Acquisition calls the two sales you must make to win a government contract: the "technical" sale and the "business" sale. The technical sale is to the people who are trying to solve a problem. The business sale is to the people who are in charge of the organization's contracting. Kevin says their interests and considerations are totally different, they don't work in the same chain of command, and they may not even know each other.
Kevin and Rick offer tips on how to build pipeline and succeed winning government contracts within this tough reality.