THREE THINGS TO FOCUS ON NOW: IS YOUR COMPANY READY FOR THE SECOND HALF?

Whether or not contractors realize it, we’re already into the third quarter of the federal fiscal year.  Here are three things your company should be working on now as we build toward the all-important Q4. 1. Fill That PipelineYour tracking radar should be full of hits by now, whether they’re potential projects, industry days, RFI’s, or even real solicitations.  This is the time of year to cast your development net wide and begin vetting the projects you have the best chance at winning.  Winnowing down the list can come later, but for now, you want a full pipeline of potential work. 2. Meetings With PurposeIntroductory “meet and greets” should primarily be behind you now.  While some feds may still be able to sit down and hear about your firm for the first time, it won’t be very long before they have to spend all of their time on actual business.  Your meetings with prospective customers should be about specific solutions to specific problems.  Ideally, they should be tied to opportunities you’re tracking as well (see above).  Always know what you want out of any meeting before you go, but also make sure you’re prepared to listen.  3.  Ramp Up Your Marketing:Many companies wait until the end of the year to market.  That’s a tough time to get your message heard – and will only likely have a tactical impact. The best marketing campaigns are strategic.  They tell your message, but also establish thought leadership, market presence and trust. These are key factors that can help you get that critical meeting or improve a vital relationship.  Get your campaign ready now so you can launch it May or June.   Essentially, your company should be building a solid foundation now so that you’re ready to roll when business really heats up.  Take these steps and you’ll definitely be prepared.