Welcome to "Myths of Selling to Government," a podcast that takes you deep into the often misunderstood world of selling to the government. In this episode, host Rick Wimberly dives into the bid/no-bid decision-making process. 

 From dedicated bid response teams to minimal resources, companies navigate a spectrum of approaches. The bid/no-bid decision itself is unveiled as a heckuva dilemma, capable of sparking contentious debates.

Rick compares contrasting camps: those who adopt a scattergun approach, submitting bids en masse, and those who embrace a strategic, insightful methodology. Rick, having worked closely with both, unravels the tale of companies that rely solely on written requirements and pricing competitiveness, only to face disappointment when their well-crafted responses fall short.

Diving deeper, Rick introduces you to the insightful approach, where companies seek to uncover the story behind each government procurement. These are the firms that transform meetings into investigative interviews, tirelessly seeking the truth about prospect pain points, organizational dynamics, and true customer desires. They refuse to be content with superficial RFP specifications; they demand insight. And their win rates soar as a result.

Have your thoughts and disagreements at the ready, for Rick welcomes your input and perspectives. Reach out via email at rick@govselling.com or engage with him on social media. And, for a limited time, take advantage of his offer of free coaching sessions to propel your government sales journey.