Federal Business: Going-it-alone vs. Partnering

Alone:
Entering the federal market entails DC office start-up costs of between $25,000 and $100,000, and monthly operating expenses of between $30,000 and $50,000 for the smallest possible team (in our experience and case studies, a team of at least two federal sales professionals is required - with optimal being a team of 3-4). Unfortunately, many high tech firms do not know what to look for - or whom to look for - in hiring federal sales professionals. Or they end up trying to generate millions in federal sales on a shoestring budget and with expectations of a 3-6 month sales cycle…a sure recipe for disaster. In short: a company that decides to Go-It-Alone must devote significant resources, find truly qualified professionals and devote between 18 and 36 months to establishing a profitable sales channel.

Partnering:
For those companies that decide to engage a D.C.- based firm to help establish a successful federal sales pipeline, partner selection is the key to success. Choosing the right partner will allow a company to minimize start up and operating costs, minimize time-to-market delay and eliminate costly (and easily made) 'learning curve' mistakes.

Unfortunately, Washington DC is chock full of high priced lobbyists, resellers or self-proclaimed rain makers who are more than happy to promise the moon (especially to those uninitiated in the ways of the Beltway). Most of these small firms and sole proprietorships are not high tech specialists; even fewer are able to consistently deliver on their promises - and a vanishing small number are willing to tie their fees directly to the success of their clients.

Partnering with FSG:
FSG is chartered to tie results to performance!

FSG professions work shoulder-to-shoulder with its chosen partner companies, providing them a flexible, full service/variable cost approach for establishing a rapidly profitable and high growth federal sales channel.

FSG's business model is centered on the development of stable, long-term partnerships with a small, highly select group of world-class high tech partners. FSG encourages potential partners to be equally selective.

FSG's success is tied directly and explicitly to that of its partner companies. FSG partners work together with our "Project Washington" team to establish a durably profitable federal plan and execution model.

FSG profits only when our partners profit.