The road to revenue in Federal is filled with potholes. Let PSCG help pave the way.

Our Services

Our Approach

Whether your business is a startup, early stage company, or mature business unit, PSCG accelerates entry into the Federal Government market by laying the foundation for a long-term, successful, federal business. Adopting our proven methodology, leveraging our vast network of contacts in the Federal ecosystem and decades of experience using the tools necessary to do this at scale, PSCG will optimize your resources and deliver success more quickly.

Assess | Target | Execute

Proven Process

PSCG uses a proven process gained from the lessons learned and experience of a combined 70+ years successfully starting and growing a number of start-ups including SAP Public Sector, MetaMatrix, Axway, Akamai, Liquid Machines, Vocollect, Thinklogical, and Spire Global.

Sales & Marketing Campaigns

Once the targets are identified, PSCG will methodically execute against the targets including:

Capture and teaming plans
Sales and marketing campaigns using highly targeted messaging against specific targets
Strategic introductions and meetings

Strategic Support

Other areas where PSCG can help:

General Federal subject matter expertise
Procurement rules and regulations
Contract vehicles strategy
Contract support
Strategic alliances
FedRAMP planning and strategy
Staffing and recruiting
Pipeline assessment

The Value Prop

Less Expensive - The fully-burdened cost of a sales individual is between ~$200k to $225k and the wash-out rate is ~50%. PSCG's retainer is much less.
Proven - PSCG uses a proven approach which most first hires skip entirely. The resulting foundation will set up your first hire for success.
Faster Results - New hires have to learn company knowledge, product knowledge, and territory knowledge to close business. The typical ramp-up time for a rep is between 9 to 18 months.

What Makes PSCG Different?

Way more than having a vast network in the Federal ecosystem and simply making introductions, PSCG does the foundational work many new Federal teams skip--the assesment, identifying the best targets, and executing against them with a proven and unique methodology sets up apart.

PSCG has a diverse set of very happy and referenceable clients. They range from multi-billion dollar, 90,000 employee spins-offs to less than 100 employee cutting edge start-ups.

360 Degree Assesment

PSCG's thorough 360 degree Federal market market assesment (i.e., top down, bottom up, past, present, future, competition) will define the market your technology and solutions in Federal and identify the target agencies, programs, and prime contractors including systems integrators.

Contact

PSCG Leadership

Keith Johnson

Co-Managing Partner

Keith has more than 41 years of successful sales management and sales experience at the executive level with a specialization in government markets. Extensive experience in sales, business development, services of software, telecommunications, IT networks, and technology with an outstanding track record of planning, strategizing and executing successful and profitable business plans.

Ed Fakler

Co-Managing Partner

Ed is an experienced executive who has spent his career in federal sales. After graduating from the University of Maryland summa cum laude with a degree in Finance, Ed began his career as a top ranked Systems Engineer at Electronic Data Systems (EDS).

Throughout his decades long career in sales and sale management, he has started and successfully ran multiple federal divisions.

Sample Clients