FedResults, Topside Form Partnership To Boost Clients' Federal Sales

Herndon, VA - To take advantage of their complementary offerings of sales planning and sales execution, FedResults and Topside Consulting have formed a partnership to provide companies a complete business development solution when seeking federal contracts.

Called TeamResults, the arrangement will take advantage of Topside Consulting's understanding of how to identify the best procurement strategy, contract vehicles, partners and agency targets. With its recent restructuring, FedResults will execute the strategy developed and promote client products and services to the government, and in other cases will guide clients though the processes associated with General Services Administration (GSA) schedules and Government-Wide Acquisition Contracts.

The idea for the partnership evolved from feedback from government executives who say that much of the deluge of inquires they receive gets discarded because the vendors often tout their product features or service benefits without aligning them with a particular agency's need. The leaders of FedResults and Topside Consulting take a different approach where they provide deep intelligence on agencies, their priorities and specific procurements as part of their strategic process. The outcome is a better understanding of what the government needs and a faster time to market.

"For companies trying to sell to the federal government, the formula can be difficult to decode because once a contract vehicle is obtained, all a vendor has is a license to sell." says Bob Dinkel, president of FedResults. "This draws them toward outside expertise represented by this partnership where we help match company capabilities with agency needs."

Comments Bob Woods, president of Topside Consulting and a former senior information technology (IT) executive with the government, "The agencies have their own programs and nuances that demand individual understanding. In our industry it can be costly and burdensome for companies to obtain individual consultants for each and every agency. TeamResults gives customers the flexibility to examine several agencies under a single consulting agreement resulting in a faster ramp-up period. The combined strengths of our two companies allow us to provide customers a complete solution with strategy and tactics that will reach the federal executives with spending authority."

The partnership will target companies with a variety of products and services, and due to the backgrounds of the leaders of FedResults and Topside Consulting it will have a concentration on IT and telecommunications. The firms' existing customer bases include well-known system integrators, telecom providers and product vendors.

SOURCE: FedResults and Topside Consulting