Unlock the Power of the Sales Pipeline Tool for Government

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welcome back again it's Akisha your small business consultant coming back at you with another video and in this video I want to talk about your government sales pipeline so I've been working with my clients and I'm I always ask them okay so how many active opportunities do we have how many have we won how many have we lost are we a prime contractor are we a subcontractor are we doing a teaming Arrangement and many times we it's like a deer in the headlights so I thought it'd be good to create um a little Excel spreadsheet just so we can have it at a glance you know so when we talking about uh these things we can know you know without a shadow that as of today's date um this is what we've done for this month for the month of January February and then you know a little spot where they can put their logo the company's name keep up with it something easy to um uh look at the data make decisions okay should we go after an upper opportunity should we go after another opportunity oh we've built the pipeline so if your Revenue goal is a million dollars um what do you have estimated in your pipeline how many how much money have you actually made as of today you know putting all how many calls have you made how many follow-ups have you made which agency the teaming partners and so forth and so on okay now how many contract Awards have we won and who are they so if it's with dear disa if it's what HH adds you know put it down and win it in so we can track it because we need to be able to track it all the information that we're going after then make your different tabs you know so you have your dashboard the dashboard I mean just you can come up with so many different things that you will love to come up with but I'm a visual person so I always have to have me a dashboard you can play with you you know play with it make your own how you want but it's important to have something if you're using a CRM software or if you're using one of those different after but this is free and everything that I do is for startups to get started and to scale quickly you don't have that extra funds in the beginning because you're bootstrapping your business so it's important to be able to scale and to uh build up your capital and how you do that is using the things that you already have to get the data that you need to make informed decisions so you know you have that information put in you know focusing it is so important to focus on what you're trying to accomplish so that way you know okay I got five unqualified and then I two of them I'm already doing analysis on okay four of them are a good fit Maybe okay we have five qualified now do we have a solution for that those five do we did we put together a solution how much time is that gonna cost and then how many did we submit and then once it closes you got to do your Lessons Learned okay what can we do better I mean did we win it did we lose it you know those are the things you have to ask yourself when you're a business owner you're in charge of making so many decisions and you need the information to make the decision you need to know what your goals are your Revenue goals for this FY is you know you need to know how to properly uh document that so then you have your different tabs so you have your dashboard Tab and then create you an agency tab so you can do the drop downs and the filters on uh those agency tabs and to see you know what it is and you know look at it you can put all the information that you want in there place a performant what you think it is and so forth and so on just adding all these different uh tabs the estimated amount and then where is it in the pipeline put you some drop downs in there so this opportunity is a new opportunity see if you got some drop downs and then put your the uh did I build my agency profile what stage is it in is it in the unknown the known how because I believe in the apmp you know that's who I'm with the association procure proposals of management and so I like I do everything from their aspect because that's the way you know we will taught to do it and then the apmp it definitely gives you a foundation on how to do your business development your you know establishing your sales Pipeline and so forth and so on so that is why I always want to make sure we understand when we're doing these things why are you doing it you need to keep up with okay what's next code which is my top producing next code where I'm um gaining all the revenue was this a set aside um you know you know was it a prime subcontracting teaming a joint venture or was it just a W-2 because our goal is to not to be doing W-2s anymore because we have a small business now and we want to be able to get those 1099s teaming and subcontracting agreements wanting to build as a small business and then did it have any option years and then where is it place of performance so those are just some ideals that I um been thinking about to help uh the small business business to grow their business and to start generating wealth now also keeping up with your contact okay I emailed them one time then I did a phone call then I just sent them out a package to inform them about our new services and so forth and so on so just continue to put things together that's going to help you be successful and growing your business and by having a government sales pipeline it will be able to provide you with the data points that you need to scale your business because it's important to know which area you're working on your business development your capture management your marketing and your sales so having these tools in place will give you a competitive Advantage when you're our um trying to establish all your core activities that you miss doing your business and so my goal is to I will also be writing a a blog post to go with this video too to provide you more uh a more information on how to put it together like your step one your step two step three you know then we need to talk about the business development aspects of your business as well as because right now you're most of you are a single member Locs or maybe have a partnership so you need to divide up the roles and responsibility and who's doing what who's updating the government sales pipeline who's doing reaching out who is doing the capture management and building the relationships with these agencies with these Prime contractors with these teaming Partners so you're going to need to be able to track those as well so that's why we're building this comprehensive training for our small businesses to give them an advantage to grow and then when you are ready then you can contact your Consulting and ask them the questions that you need okay yes I've been doing this I've established my government sales pipeline I have five opportunities in the pipeline right now but we're still not making Headway and then they will have that will give them a good picture of what they can give you and the advice that they can give because they know okay you've done this you've done that and that way they can have a good business analysis of your current state and then map out a road map to get you to um your Revenue your target Revenue goal each year all right so I just wanted to give you a little sneak peek at what I've been working on for uh my small business community and my small businesses who are generating Revenue but they're not quite at the 250 000 uh annual revenue or you know they're just struggling to get to the 500 000. so this is something that they could use to help them track and measure to see where they are in their business all right now well you take care and I hope to see you back soon please subscribe and I'll see you on the next video take care bye bye now thank you for watching I hope you have learned a lot from this video if you have any questions and experience to share please leave a comment in the section below I'd love to hear from you subscribe to my channel and see you on the next video