Turning Leads into Meetings: The Art of Securing Government Contracts (Part 2 of 3)

DoD Contract Academy

Podcast Description:

After exploring the crucial role of early lead identification in Part 1, this episode shifts focus to the most critical step in the government contracting process: converting those leads into meetings.

Discover actionable strategies for setting up impactful discussions with government officials, including how to leverage sources sought responses, optimize relationships with existing government clients, and make the most of acquisitions forecasts.

Plus, uncover the key questions you should be asking in every meeting to enhance your competitiveness and make informed decisions about pursuing opportunities.

Timestamped Sections:

• [00:00:00] Introduction to converting leads into meetings
• [00:01:00] Strategy 1: Setting up meetings from sources sought responses
• [00:04:20] Strategy 2: Upselling and maintaining communication with existing clients
• [00:06:50] Strategy 3: Engaging with acquisitions forecasts and securing meetings
• [00:08:00] The importance of scheduling meetings and leveraging LinkedIn for connections
• [00:08:50] Essential questions to ask in government meetings to gauge opportunity viability
• [00:14:30] Evaluating whether to pursue the opportunity based on meeting insights
• [00:15:20] Conclusion and how to leverage DODContract.com for further resources

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