Use this resource to strategically influence procurement requirements. This quick reference unveils a powerful business development strategy for winning government contracts by strategically influencing requirements before an RFP or RFQ are released. The RSM Federal Sales Training Center introduces “ghosting” as a simple approach to positioning a company’s strengths while minimizing competitors’ advantages in the government market.
Ghosting is a nuanced technique that allows businesses to shape government procurement requirements. By providing strategic recommendations and insights, companies can craft acquisition specifications that naturally align with their unique capabilities. This quick reference follows the chapter in Joshua Frank’s best-selling book An Insider’s Guide to Winning Government Contracts and demonstrates how to ghost / recommend specific requirements that highlight a company’s strengths, such as facility clearance levels, quality assurance processes, or past performance criteria.
The RSM Federal Sales Training Center equips entrepreneurs and business professionals with smart tactics and strategies to position in the government sales landscape
