Federal Employees and Contractors: Are You in Solution Sales?

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Abstract

Sales is an essential skill for federal employees and not just for contractors. Please continue reading if you think it’s not relevant to you. During my commercial career I sold consulting services and software solutions. When I left private sector to join the government, I still found myself “selling” to both my federal civilian colleagues and to potential contractors. The private sector quota pressures changed from financial targets to the agency mission and to the delivery of innovative citizen services. But I never stopped selling. I realized that concept solution sales are a critical skill for innovating within the Federal government. Those sales attributes included persuasion, communication, and skills for helping customers envision the art of the possible. Being on both the buy and sell side was an important education for developing and fine tuning these critical skills.

Document Date
Author (Organization)
Avi Bender, Bender Advisory Services LLC.
Document Type
Direct Post

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