Federal Solutions Group

Federal Solutions Group is a federal sales and marketing channel firm, providing management consulting, business development, sales management, and tactical congressional meetings. While our primary focus today is on the U.S. federal market, we place additional emphasis on state and local governments, due in part to the "blurring" of lines necessitated by Homeland Security.

FSG staff consists of seasoned federal sales professionals. Each member of our executive management team has at least 20 years of successful enterprise sales experience touching all government agencies. FSG will not serve any of its clients' competitors, thus ensuring our team has no conflicts and is completely focused on our clients' success every day. FSG is headquartered in the metropolitan DC area, with a strong presence in Silicon Valley.

We approach the government market in a methodical manner with several concurrent processes, all of which are designed to maximize success in the minimal possible time. We begin our engagements by working with you and your team to develop several components:

1. A channel strategy suited to the government marketplace.
Governments prefer to buy technology through existing contracts, such as GSA Schedules, Government Wide Acquisition Contracts (GWACs), 8(a) companies or existing contracts that a large systems integrator, such as AMS, Lockheed Martin, SAIC or Northup Grumman, for example, might hold. Our team has the experience to identify the appropriate channels for your company.

2. A client-specific execution plan.
The FSG plan describes targeted accounts, procurement and contract vehicle strategies, and time-line goals during which execution takes place. The 'go-to-market' version of the plan will give you an excellent tool against which to gauge FSG and your progress on an on-going basis. FSG encourages quarterly progress reviews, with updates taking place during the quarter.

3. Identification and pursuit of funded opportunities.
The "long sales cycles" stigma in the government market is often due to pursuing opportunities lacking appropriated funds. FSG can find the funded programs to significantly reduce the sales cycle for you company.

4. Access to key decision makers.
Once FSG identifies funded opportunities, our executives coordinate meetings with the appropriate decision makers. One of the greatest obstacles encountered by inexperienced and/or relatively unknown firms is presenting their solution to the government. FSG has an incredibly strong relationship with virtually all government CIO's and many program managers in the civilian, defense, and intelligence communities. This depth provides the ability to get audiences for our clients with the appropriate decision makers.

5. Strategic marketing plans.
The FSG team maps out plans for developing market awareness. Industry is showing tremendous interest in the government market and, consequently, promoting more seminars, trade shows, and special events than ever. FSG helps maximize your marketing dollars by developing a strategy from the beginning of the engagement.

6. Analysis of your sales team.
Whether your company has an existing government sales team or is in the process of developing one, FSG can be an invaluable component in the interview and review processes to make certain your company has the best talent available.

7. Management of the sales process.
On a weekly basis, FSG provides input on the status of the pipeline, channel and personnel. We also provide a weekly opportunity tracker to ensure that assignments are completed, leads followed up, and contracts tracked. Keep in mind that the bulk of FSG revenues are the success fees generated by closing business-this is how we manage our teams' progress against goals.