Federal sales cycles from more angles than just capture

It goes without saying that success in the government contracting ecosystem requires more than just having good methodologies and processes, both of which are significantly enhanced by strategy and knowledge.Amber Hart and Lisa Shea Mundt, cofounders of The Pulse of GovCon, believe that taking a true “BD 360” approach to the market means enhancing all aspects of the federal sales process with the goal of achieving an intuitive understanding of how agencies buy things.They have now put permanency to their concept in the form of a book aptly named BD 360, from which the ideas in it are the foundation for this episode with our Ross Wilkers.Legislation, policy and knowing how people work is where much of the conversation centers around. Yes, they talk about proposals too.