What Did the Polls Say This Month?

We dive into the joys and headaches of selling to the federal government—one LinkedIn poll at a time. Here’s what the voters said.

1. The New DOGE: Not a Crypto, but Definitely Cryptic

Breaking News: The Department of Government Efficiency (DOGE) has arrived, and opinions are as split as support for any bill in Congress about expected changes.

• 39% said: Nope. Budget cuts and procurement delays are coming.
  You must have read the fine print and The Federal Funding Hotwire
• 35% – Too early to tell—waiting for the chaos to settle.
  My phone and email have lit up with people looking for counsel; just sayin’.
• 20% said: This is great! Efficiency, streamlined processes, and less red tape!
  I admire your optimism.
• 6% – Business as usual.
  Hmm. You might want to work on your customer intimacy.

Takeaway: The majority think this could spell trouble, but a sizable chunk is just waiting for the dust to settle before panicking. Fair enough, I guess. But I see a horizon of opportunity for those companies that don’t sit and wait.

2. Selling to the Government: A Hero’s Journey

When asked, “Where does your company stand in the federal sales process?”

• 37% said “We’re actively pursuing government contracts.”
  I see you, go-getters.
• 27% said “We’ve dipped our toes in, but we need a strategy.”
  I know a guy!
• 27% said “We’re already selling to the government like pros.”
  This does suggest that nearly 75% don’t feel like they are operating like pros.
• 9% said “We have a great product but don’t know where to start.”
  My anecdotal evidence suggests this should be a higher percentage.

The majority are actively pursuing or selling to the government, but a solid 37% are still figuring out how to do it better, and the majority don’t claim pro status.

3. The Budget Battle: What’s the Biggest Challenge for Congress?

Congress is facing a $1 trillion reconciliation puzzle (yes, trillion with a “T”). So, what’s the biggest obstacle?

• 47% believe it’s partisan gridlock, a.k.a. Congress congressing
  The removal of earmarks tracks directly with the increased hyper- partisanship. They provide leverage and encourage positive votes.
• 22% said social program funding—what stays, what goes?
  If you’ve engaged with Medicare or Medicaid, you know both are poorly delivered.
• 21% said the ever-dreaded debt ceiling and deficit reduction.
  I’m not convinced a debt ceiling is the answer; correcting the deficit is achievable.
• 10% believe it’s defense spending cuts vs. national security needs.
  This choice is the houseguest that stayed too long; it’s a false choice.

Congress is presenting an extended CR as a better alternative than a government shutdown. Those are both terrible choices and we should not be satisfied with either.

4. Selling to the Government: What’s the Hardest Part?

What keeps you up at night when selling to Uncle Sam?

• 40% said the long sales cycles.
  Ah, the waiting game.
• 30% said complex regulations.
  Federal procurement: Where simplicity and common sense goes to die.
• 23% said influencing demand.
  Have you still not read Million Dollar Influence?
• 7% said lack of visibility.
  Hmm.

Over and over, the pace of technological change far outpaces the ability of the budget process to keep up. DOGE would do the most good for defense by more closely examining the budget and requirements process that hamstrings the subsequent acquisition process.