Selling to the Government with Tom Smerczynski

If you’re looking to improve your company’s ability to sell into
the government, this Revenue Builder’s episode is for you. 
Our guest, Tom Smerczynski has decades of experience in winning
government contracts. He’s held numerous senior executive roles,
generating billions of dollars in deal flow and corporate value.
His expertise lies in developing high-performance organizations
within the complex government acquisition and procurement system.
As CEO and President of the Talisman Group, founded in 2019, Tom
focuses on translating strategy into growth, particularly
optimizing sales in the public sector. His broad operating
experience, from small businesses to global corporations, equips
him with the ability to create scalable business development
systems tailored to dynamic government organizations, while his
coaching and training skills enable him to guide businesses and
leaders to success.


In this episode, John McMahon and John Kaplan are joined by Tom
Smerczynski, CEO of Talisman Group, to explore the complexities
of selling to the government and engaging customers successfully.
Tom, a government contracting expert with decades of experience,
shares valuable insights on proper discovery, understanding
procurement systems, and using contract vehicles effectively. The
conversation delves into the significance of gathering and
leveraging information, identifying key government roles, and
finding the information you need to get ahead of the
contracts. 


Additionally, the hosts provide guidance on building a robust
sales pipeline, understanding industry language, and identifying
essential players in customer engagement. They emphasize the
importance of past performance, value differentiation, and
aligning sales teams with specific government contracts and
agencies. This episode serves as a comprehensive guide for
companies aiming to navigate government sales and advance their
sales strategies to win deals


Tune in and learn more about this episode of The Revenue Builders
Podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:02:33] Understanding Government Sales
[00:04:12] Importance of Information in Government Sales
[00:06:39] Navigating Government Contract Vehicles
[00:08:50] Strategies for Winning Government Contracts
[00:11:36] Role of Prime Contractors and Task Orders
[00:13:46] Influencing RFPs and Early Access to Information
[00:17:23] Building Effective Sales Teams for Government
Contracts
[00:28:05] Leveraging Past Performance and Experience
[00:38:07] Understanding Government Contract Vehicles
[00:38:51] The Importance of Experience and Knowledge
[00:39:27] Navigating Government Sales Cycles
[00:41:31] Leveraging Information Tools for Government
Contracts
[00:44:23] Breaking Down Government RFPs: Sections C, L, and
M
[00:47:10] Building a Compliance Matrix
[00:48:31] Effective Government Sales Strategies
[00:57:01] Structuring a Government Sales Team
[00:59:46] Developing a Roadmap for Government Sales
[01:03:17] Engaging with Government Customers


ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve
execution: https://forc.mx/48o1jyP


Connect and learn more about Thomas "Tom"
Smerczynski.
LinkedIn:
https://www.linkedin.com/in/thomas-tom-smerczynski-b8b43a7/
E-mail: tsmerczy@verizon.net


HIGHLIGHT QUOTES


[00:44:53] On Understanding RFPs: "Every federal procurement is
pretty much consistent now. Section C is the scope of work,
Section L is the instructions, and Section M is the evaluation
criteria."
[01:06:01] On Building Roadmaps for Success: "Before you start
investing too much money, look at the infrastructure, tools, and
technology needed."