Myths of Selling to Government

RFPs Don't Drive Government Sales.

January 10, 2021 Rick Wimberly Season 1 Episode 2
Myths of Selling to Government
RFPs Don't Drive Government Sales.
Chapters
Myths of Selling to Government
RFPs Don't Drive Government Sales.
Jan 10, 2021 Season 1 Episode 2
Rick Wimberly

Some people believe the key to success in government selling is responding to lots of bids, RFPs, solicitations, etc. In this episode of Myths of Selling to Government, we debunk that idea. We tell the story of one client with an 80% record of winning RFPs and another with an 80% record of losing them. The 80% winner has figured out that, in order to win an RFP, you need to have established a relationship prior to the solicitation. It's not as easy as it may seem, but it's the focus of this and many other episodes of our podcast on government sales and government business development.

Show Notes

Some people believe the key to success in government selling is responding to lots of bids, RFPs, solicitations, etc. In this episode of Myths of Selling to Government, we debunk that idea. We tell the story of one client with an 80% record of winning RFPs and another with an 80% record of losing them. The 80% winner has figured out that, in order to win an RFP, you need to have established a relationship prior to the solicitation. It's not as easy as it may seem, but it's the focus of this and many other episodes of our podcast on government sales and government business development.