Several government mandates make it clear that agencies are focusing on fiscal impact and efficiency. The Department of Government Efficiency (DOGE) continues to push on its directive to reduce costs, cut duplication and consolidate unnecessary spend within organizations. A recent OMB memo (M-23-15) calls for digital solutions that are scalable, efficient and cost-effective. This one from Executive Order 14094 called for prioritizing regulatory outcomes that minimize waste and deliver measurable results.

How are you aligning your software solutions to these mandates and priorities?

Organizations that are able to position products as delivering on these important value drivers of decreasing costs and improving efficiencies will thrive in this new DOGE-directed environment. Below, we've outlined a few key areas of focus. 

Align on the ROI of Your Solution

Are you clearly able to articulate and demonstrate the return on investment for your solution? Selling on business value remains critical to secure commitment in these government selling cycles. These four essential questions  can provide a framework for ensuring you are aligned with alignment to ensure a customer-focused sales process driven by value:

1. What outcomes do you achieve for government buyers? 
2. How do you achieve those outcomes?
3. How do you do it differently than the competition?
4. What’s your proof?

During times of change, you can reframe your solution’s value to align to shifting buyer priorities by answering a slightly different set of questions:

1. How have your buyers’ needs changed?
2. Can you solve these new problems?
3. What are your differentiators that align to your buyer’s new challenges?
4. What proof do you have of demonstrable ROI related to these challenges?

Cross-functional alignment on the above answers, as well as an actionable strategy for how they are communicated in the sales process, are critical to move deals forward in this changing environment. If your government sales teams can effectively demonstrate how your solution will improve efficiencies, mitigate risk and drive results in a mission-critical way, buyers will be motivated to action. 

Motivate Buyers to Action

When buyers are under high budget scrutiny, there is a higher impetus to action. Many sales teams are used to differentiating their solution against competitors, but experience challenges when faced with a new selling environment. If the recent government changes have your team struggling with how to execute, focus on these questions in their deals.

• How Big is the Problem?
• How Critical is the Outcome? 
• Who Owns It?

Equip your reps with the ability to identify the most critical issues facing the buyer, and then map those needs with your solution and how you can impact the outcomes related to those issues. Effectively differentiating against competitive solutions means your teams have to work harder at helping your customer understand how your product can drive them to their desired outcomes in a way that's better than any other option. 

Tailor Your Message to DOGE Priorities

Recent shifts in government policy demand a change in your sales approach. Elite organizations are winning contracts now by speaking to the changing needs of these buyers. We’re teaming up with Carahsoft and Marion Square  for a webinar discussion breaking down the new priorities and buying requirements of government agencies under DOGE. We’ll outline messaging strategies and sales skills you can utilize with your teams to help them continue to close government contracts. Sign up to join us.