To win government contracts, you need to hunt like a hawk to find problems in government that you can solve with your product or service. Host Rick Wimberly of Government Selling Solutions says that's only the beginning. Even with a problem identified, you may find that your local, state or federal prospect, despite their acknowledgement of the problem, isn't really interested in solving the problem...at the moment.
Be patient and keep the relationship alive, Rick says, as he tells a story of how a client thought an opportunity was dead, only to see it come back alive on a holiday eve.