You think you have a federal business? Let's find out.
A federal customer who likes your product is a good start. It turns into a business when there's money for it, a legal way to buy it and a reason to do it this year. Most of the federal plans I've seen were built on the first part and assumed the rest.
I spent 20 years in the Marine Corps, some of it on the government side of technology buying, and later, as a Senior Sales Manager at Amazon, led federal partner sales teams covering Defense, Federal Civilian, Federal Financial and National Security. I've seen how this gets bought from both sides. If you want me to look at your federal plan, your pipeline or a federal business you're thinking about buying, send it over. I'll tell you what I think.
Send it over or start with a free 20 minutes
Who this is usually for
- Startups thinking about federal, and commercial technology companies moving into the public sector
- SaaS companies getting pulled into federal by a customer
- Companies trying to figure out partners, primes and integrators
- Sales leaders inheriting a federal business or making their first federal sales hire
- Investors and acquirers who want to know whether a federal pipeline is real
What it costs
Federal GTM Pressure Test
$600
A working session with a founder, CRO or sales leader. We go through who's actually asking for it, where the money would come from, how they'd buy it, which partners you'd need, whether the product is ready, who's covering it, your current pipeline and timing, and what should happen in the next 6 to 12 months.
It's 90 minutes, and afterward I send you my observations and priorities in writing. It's meant to be an easy first step.
Federal GTM Sprint
Starting at $2,500
For a company that needs more than one conversation. It's a short engagement with an end date, and you come out of it with a working plan: which customers and accounts to start with, how they can buy, the contract vehicles you're likely to need, which partners and primes matter, what the federal fiscal year means for your timing, a look at your pipeline, the profile of your first federal hire, and the first year's priorities, with the risks and assumptions written down.
What you get is a working plan you can actually run, kept short enough that people will read it.
Federal Revenue Reality Check
Starting at $3,500
For investors, acquirers or executives who want an experienced outside read on a federal business. I look at whether the pipeline is real and how old the opportunities are, who the incumbent is, how much depends on one partner or contract vehicle, what's actually been won, where it's concentrated, who'd leave with the relationships, what's coming up for recompete, and how much of the claimed traction is funded work.
We scope it around what you can share, and you get a plain written read on what holds up and what doesn't.
Some free places to start
- Federal Readiness Check: five questions on whether there's a federal business here.
- Deal Check: pressure-test one federal opportunity on customer, money, power, path and timing.
- Working back from September 30: the federal year-end chapter of the Seller's Field Kit.
- FedHoo: federal market data tools I built.
Not sure yet?
Grab 20 minutes and tell me what's going on. If I don't think you need help, I'll say so. When you pick a time, add a line about the problem so I can read it before we talk.