Dealing with a government agency is a whole lot different then dealing with a fellow businessperson. The are many constraints on what you can and cannot do.
How should one best present their Product or Service? What are the questions you can ask and what can you ask that might shock them? You need to use your introduction of your product or service wisely. How will you motivate the individual and get them vested into your product or service that meets their need or solve their business issue?
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As an IT person, I found the interactions at trade shows to ring so true! A good approach for the presenters at the tables is to look at most of the interested visitors as people who want to be educated about the product either from a support level, or as a potential RFP writer who may have to spend the next 2-3 years trying to get agency budget for an RFP down the road. The short term immediate win should not so much be seen as getting a bid in on a proposal that may have hit the street a couple of weeks ago (although that would be great if the timing were right), but to inform. If the interested party can identify a capability in your product or company that can be added to the RFP requirements, then when it does hit the street there will be a competitive advantage once the bid is made.
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