| OUR SERVICES / FEDERAL SALES ACCELERATION |
Federal Sales Acceleration
The MITA Group has a proven track record of selling to the federal government and expanding existing contracts for clients. Our managers are experienced at navigating the procurement process and charting innovative sales strategies. Our clients range from smaller businesses that seek positioning to take on the federal marketplace to large enterprises looking at ways to improve sales efficacy or rapidly introduce new products or services. As outlined below, the Federal Practice team offers a range of services from opportunity research to full sales outsourcing.
The core team represents over 120 years of federal service (90 years in the National Security Sector) and greater than 100 years of government sales experience. We have held top leadership positions with CSC, Raytheon IS, CACI, SUN Microsystems, Raytheon, Ernst & Young Technologies, Cap Gemini Technologies, VeriSign, BTG and BDS. Additionally, we have led the federal sales efforts for varied companies such as PeopleSoft, Siebel Systems, Google and Autodesk.
Research
Our analysts, who have been recognized by Gartner and Forrester Research for evaluating federal opportunities, begin all engagements by conducting a “Shallow Dive.” This thorough analysis is provides new clients with an interview and research discovery report focusing on the government’s perceived reception of the client’s solution set and competitive landscape.
The MITA Group's research team can provide a more comprehensive report referred to as a “Deep Dive” that aggregates the data required for a company to develop an entire federal business strategy. The Deep Dive is a proven tool used by investment banking and venture capital firms. Technology product and service companies use this tool to compile lists of all prospective upcoming government needs and 18 month spending projections impacted by things such as budgetary changes or mandates such as in legislation, U.S. Office of Management Budget’s directives, Requests for Proposals, and U.S. Inspector General Reports.
Federal Business Development
The MITA Group capitalizes on our successful commercial business development and growth verticals to offer a go-to federal market plan. Working in conjunction with your internal business development and marketing organization, we can reduce your sales cycle by focusing your team on funded and realistic opportunities. Utilizing our government and industry contacts we will conduct informal focus groups and translate that feedback when assisting your team prepare presentation materials that are compelling to Federal CIOs. Additionally, we advise our clients on trade show strategy and represent your interests at major industry events. The MITA Group will also assist in developing equitable industry channel partnerships.
Strategic and Tactical Sales
Our team will augment your federal sales group and will be held to the same accountability as your internal sales force. Constant communication with federal IT leadership is instrumental when identifying early stage opportunities and enables us to stay apprised of solutions that are working successfully in other departments. By educating and working with program managers and project officers we aim to secure our client’s products in Proof of Concept pilot programs for testing, exposure to early adopters and encourage insertion in upcoming programs.
A combined acceptance by government decision makers (executive level and end users) and our introduction and formation of strategic channel partnerships on your company’s behalf will produce an effective federal business development strategy for your company. We help companies enroll in varied contract vehicles and provide valuable intelligence when responding to Request for Proposals. When necessary, MITA can identify and facilitate your placement with strong bidding partners. Our team will help bring stalled current pipeline activity to close and work to keep all activities on track.
Corporate Sales Outsourcing
Highly successful sales programs require a foundation of significant investments in sales methodology, state of the art technology systems, recruitment/human resources, management and administration. We offer our client’s full operational and successful account management of their products and services.
MITA Group will provide direct sales representation outsourcing and sales support solutions that focus on building aggressive sales revenue while maintaining your brand identity and improving your brand’s strength. We build the sales program, recruit the sales team, manage them within our purely sales focused environment, and deliver maximized federal sales results.
