Ezekiel Russell.

Federal Sales: A growth system for tech firms to grow in new civilian and defense organizations.

The blueprint built from real-world experience helping IT companies compete and win in the federal arena.

We use the growth methodology outlined in Federal Sales – A Growth System for Tech Firms to Grow in New Civilian and Defense Organizations

Ezekiel Russell

Author of the book Federal sales.

Who It’s For

Federal Sales is a proven growth system designed to help technology firms break into new federal markets – even if they’ve never won a contract before.
You’ll learn how to build relationships, shape opportunities, and create a competitive edge – before the RFP drops.

Why It Matters

Winning federal contracts isn’t just about writing proposals.
It’s about doing the thinking that comes before the proposal – identifying opportunities, building the right relationships, influencing acquisition strategies, and positioning with purpose.

This book gives you:

The 4 Relationship Zones used in federal sales
34 proven BD strategies and tactics
A system for building strategic relationship assets
Visibility tools, such as Opportunity Strategy Maps
A clear path from lead to win

Part 1 - Relationships Zones

Understand who to talk to and how to approach them

Learn how to build strategic relationships across the four federal zones:

Chapter 1 - Relationship Zone 3: Potential Partners and Competitors
Chapter 2 - Relationship Zone 2: Incumbent Employees and Key Personnel
Chapter 3 - Relationship Zone 1: Program Managers and End Users
Chapter 4 - Relationship Zone 0: Contracting Officers
Chapter 5 - Relationship Zone 0: Small Business Representatives

Part 2 - Relationships Building

Turn connections into real strategic assets

Master the tools and tactics to transform individual relationships into enterprise-level growth drivers.

Chapter 6 - Solutions, Relationships and Pain Points
Chapter 7 - Corporations, Personal Relationships, and Your CRM
Chapter 8 - Power Statements and Value Propositions
Chapter 9 - Eleven Challenges of Relationship Building
Chapter 10 - Fourteen Strategies and Tactics for Relationship Building
Chapter 11 - Six Communication and Relationship Building Mistakes
Chapter 12 - Getting in Front of the Right People
Chapter 13 - The Art of the Meeting and the Follow-up

Part 3 - Opportunity Strategies & Pipeline Management

Build a winning pipeline with structure and strategy

Unlock frameworks to hunt, shape, and capture federal opportunities:

Chapter 14 - Finding the Opportunities
Chapter 15 - Selecting Opps with the Preliminary List
Chapter 16 - Pipeline Management
Chapter 17 - Opportunity Strategy Map and Opportunity File
Chapter 18 - Managing the BD System Means Interpreting Numbers and Indicators