Frequently Asked Questions
Why commit resources to the federal government?
The federal government will spend more on technology products and services than any other economic entity on the planet. They always pays their bills, are usually a repeat customer and the Feds rely heavily upon technology to introduce efficiencies and enhance effectiveness. If you do not have a federal sales strategy, you are missing an enormous opportunity to grow your top line revenue.
How long are Government sales cycle?
Large infra-structure related weapons systems projects take years between inception and award. ASC has identified, developed, and closed multi-million dollar, sole source awards as quickly as six months. The variables that will affect the duration of the sales cycle include: size of the project, procurement mechanism, past performance and qualifications of the company, and the quality of contact with the technology decision maker. A good average is an expectation of receiving first federal related revenues after nine months of sales activity.
Is ASC a marketing firm?
No, ASC is a sales consulting firm. ASC focuses squarely on sales opportunities and development. We rely on our extensive network of personal contacts with senior government executives. ASC extends your current sales model by providing tactical sales support, business development expertise, and relationship management with appropriate teaming partners (re-sellers, system integrators, solutions providers, etc). ASC is focused exclusively on identifying, prioritizing, and generating sales.
Why ASC?
ASC’s management team are proven sales strategists and closers. We craft effective sales approaches and tactics that greatly increase our clients win percentages, deliver larger deal sizes, and accelerate federal revenue streams. We don’t thrash around generating a lot of “howdy calls” or ineffective meetings. We identify and work viable opportunities for our client’s organization from initial meeting to closure. Commission focused we laser in on high impact sales opportunities. Our success is based on the amount of revenue we bring to our clients.
How much do you charge?
ASC fees are composed of two parts: a monthly retainer and a commission. The monthly retainer approximates a fully burdened cost of a single federal sales rep (FTE). For this fee, each client gains the resources of a team of experienced federal sales executives, access to a network of senior government decision makers, business development expertise, close relationships with the area's system integrators and successful federal sales management.
I already have federal sales resources. How can you help?
ASC is an effective sales force multiplier. We can leverage off of your current sales talent and marketing resources. One or two sales reps are unable to accomplish all of the essential tasks necessary to qualify, develop, and close large government sales. ASC supplements our clients' federal sales efforts by finding new opportunities, securing meetings at levels other find difficult, and coordinating tactical sales and business development opportunities.
What if I don't have any sales resources?
For technology clients that do not have any Federal sales resources, ASC can serve as a virtual federal sales force. A senior executive will be assigned to develop an accelerated go-to-market strategy, coordinate and manage all federal sales activities, conduct meetings, communicate regularly with the client and track all sales pipeline opportunities.
Does ASC handle order fulfillment?
ASC works closely with the industry’s most respected re-sellers and schedule/contract holders. We are closely tied to their inside sales resources and work efficiently because of our procurement expertise. During our engagement process, ASC will work with each client to determine the best procurement channels and will assist in gaining GSA Schedule listings, introductions to 8(a), SDVOSB, Alaskan Native firms, etc.; all to maximize your win percentage.
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