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The sales CRM for selling to government

Public sector — procurement, grants & compliance.

Procurement- and compliance-driven selling to government and public-sector bodies. Adds public procurement/tender management, grants & public-sector compliance, contract-vehicle tracking, and a formal RFP-led capture pipeline.

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Pipelines
3
Custom fields
15
Industry KPIs
12
Segments covered
7

Built for every part of government & public services

Each segment sells differently, so the pack knows who is on the buying committee in each.

Federal / Central Government

Civilian agencies buying through formal solicitations, contract vehicles and set-asides.

Typical buyers: Contracting Officer, Program Manager, Agency CIO

Defence & National Security

Defence and security programmes with clearance requirements and multi-year programmes of record.

Typical buyers: Program Executive Officer, Contracting Officer, Capability Sponsor

State & Local Government

States, counties and municipalities with public bid boards, budget cycles and elected oversight.

Typical buyers: Procurement Director, County Administrator, Department Head

Education & Research

Districts, universities and research institutions buying on grant and appropriation cycles.

Typical buyers: Chief Information Officer, Director of Procurement, Principal Investigator

Public Health & Social Services

Public health agencies and social programmes measured on population outcomes and equity of access.

Typical buyers: Public Health Director, Program Administrator, Grants Manager

Transport & Infrastructure

Transit authorities and infrastructure agencies running long capital programmes.

Typical buyers: Director of Capital Programs, Chief Engineer, Procurement Manager

International & Donor-Funded

Multilateral and donor-funded programmes with their own procurement rules and reporting.

Typical buyers: Procurement Specialist, Country Director, Programme Officer

Pipelines with real stage gates

Each stage says what the rep is trying to achieve and what must be true before the deal moves on, so forecasts reflect evidence rather than optimism.

Public Sector Capture

Formal procurement / RFP capture pipeline

  1. 1Opportunity Identification

    Track forecasts and budget documents; by the time the RFP publishes, the shaping is over.

    • Opportunity identified with an agency, programme and expected funding

  2. 2Capture Planning

    Make an honest bid/no-bid call: incumbent, vehicle access, set-aside eligibility, Pwin.

    • Bid/no-bid decision recorded with a Pwin assessment
    • Contract vehicle and set-aside eligibility confirmed

  3. 3Pre-RFP Shaping

    Engage within the rules during the open period — RFI responses, industry days, capability briefings.

    • Capability briefing or RFI response submitted
    • Teaming and subcontracting plan agreed

  4. 4Bid / Proposal Submission

    Answer the evaluation criteria in the order and language the solicitation uses.

    • Compliance matrix complete with no gaps
    • Proposal submitted before the deadline through the required portal

  5. 5Evaluation & Compliance

    Respond to clarifications precisely and keep every communication through the contracting officer.

    • Clarifications and any BAFO response submitted
    • Award decision pending

  6. 6Awarded

Grants & Funding

Grant application, award and reporting cycle for funded programmes

  1. 1Funding Identified

    • Grant programme, eligibility and deadline confirmed

  2. 2Application Prepared

    • Narrative, budget and required forms complete

  3. 3Panel Review

    • Reviewer questions answered

  4. 4Awarded

Task Orders

Task-order competition under an existing IDIQ, framework or panel

  1. 1Task Order Released

    • Task order received under the held vehicle

  2. 2Response Prepared

    • Staffing, pricing and past performance assembled

  3. 3Evaluation

    • Response submitted and under evaluation

  4. 4Task Order Won

The fields your team actually needs

Added to your records when you apply the pack, alongside everything SalesOS already tracks. Custom fields are on the Professional plan and above.

Accounts

  • Agency Level

    Federal · State · Local · Municipal · International

  • Agency Identifier (UEI / CAGE)

    Unique Entity ID or equivalent registration reference

  • Fiscal Year End

    Use-it-or-lose-it money moves at year end; this date drives the whole calendar

Contacts

  • Official Role

    Only the contracting officer can bind the agency — everyone else influences

    Contracting Officer · Contracting Officer Representative · Program Manager · Technical Evaluator · Grants Administrator · End User

Deals

  • Solicitation Number

  • Set-Aside Type

    Full & Open · Small Business · SDVOSB · 8(a) · Other

  • Submission Deadline

  • Contract Vehicle

    Open Market · IDIQ · GWAC · BPA · Schedule / Framework · Cooperative Purchasing

  • NAICS / Classification Code

  • Incumbent Vendor

    Who holds it today — the single biggest input to Pwin

  • Period of Performance (months)

  • Funding Source

    Appropriated · Grant · Bond · Federal Pass-Through · Donor / Multilateral · Unfunded

  • Security Clearance Required

    None · Public Trust · Secret · Top Secret · TS/SCI

  • Pwin (%)

    Assessed probability of win from the capture plan

Quotes

  • Compliance Matrix Complete

    Every solicitation requirement mapped to a response section

The metrics government & public services leaders run on

Capture Win Rate

Share of submitted bids that are awarded.

Bid / No-Bid Discipline

Share of identified opportunities pursued — chasing everything destroys win rate.

On-Time Submission Rate

Share of proposals submitted before the deadline. A late bid is an automatic loss.

Contract Vehicle Utilisation

Revenue flowing through held vehicles versus vehicle capacity.

Obligated Backlog

Awarded and funded value not yet delivered.

Recompete Retention

Share of incumbent contracts retained at recompete.

Small-Business Subcontracting

Share of contract value flowing to small-business partners against the committed plan.

Win Rate

Closed-won opportunities as a share of all closed opportunities.

Average Deal Size

Mean value of closed-won opportunities in the period.

Sales Cycle Length

Median days from opportunity creation to close.

Pipeline Coverage

Open pipeline value divided by the quota it has to cover.

Forecast Accuracy

How closely committed forecast tracked actual closed revenue.

AI that knows the rules of your industry

Coaching, objection handling and email help are tuned to this industry, and every prompt carries rules the assistant may not break:

  • Never suggest gifts, favours, campaign contributions or any form of improper influence on an official.
  • Never propose contacting evaluators outside the channel the solicitation permits during a blackout period.
  • Never advise submitting non-compliant scope, misrepresenting size or set-aside status, or certifying anything untrue.
  • Do not imply insider knowledge of an evaluation, or that an award is pre-decided.
  • Do not recommend circumventing the contracting officer as the official channel.

Practice against the buyers you meet

Contracting Officer

Cares about: Strict compliance with the solicitation; A defensible, documented award; Fair and equal treatment of all bidders

Program Manager

Cares about: Mission outcomes; Realistic delivery schedule; Demonstrated past performance on similar scope

Chief Information Officer

Cares about: Security and accessibility compliance; Interoperability with existing systems; Value for taxpayer money

Grants Administrator

Cares about: Allowable, auditable spend; Reporting that satisfies the funder; Measurable programme outcomes

Features and plans

Public Procurement & Tenders

Professional plan and up · Government & Public Services workspaces only

Grants & Public-Sector Compliance

Enterprise plan · Government & Public Services workspaces only

Contract Vehicles & Task Orders

Enterprise plan · Government & Public Services workspaces only

Approval Workflows

Enterprise plan

Contract Lifecycle & e-Signature

Professional plan and up

Compare plans for everything else included.

Speaks your language

RFI / RFP / RFQ
Request for Information, Proposal or Quote — the three formal solicitation types, in increasing order of commitment.
IDIQ (Indefinite Delivery / Indefinite Quantity)
A vehicle that pre-qualifies vendors; the real competition happens at task-order level.
GWAC / BPA (Government-Wide Acquisition Contract / Blanket Purchase Agreement)
Pre-competed purchasing arrangements that shorten the buying cycle for agencies.
CO / COR (Contracting Officer / Contracting Officer’s Representative)
The CO is the only person who can bind the agency; the COR manages performance.
Pwin (Probability of Win)
The capture team’s honest assessment of win likelihood; the basis of bid/no-bid.
Set-Aside
A competition restricted to a category of business (small, veteran-owned, 8(a)).
UEI / CAGE
Registration identifiers a vendor must hold to be eligible for award.
NAICS
Industry classification code that determines size standards and set-aside eligibility.
FAR / DFARS
The acquisition regulations governing US federal (and defence) contracting.
Period of Performance
Base period plus option years — the contract’s real length and value.
Protest
A formal challenge to an award decision; it can suspend performance for months.
BAFO (Best and Final Offer)
The final pricing and terms round after discussions with shortlisted bidders.

Questions

What does the Government & Public Services pack add to SalesOS?

3 ready-made pipelines (Public Sector Capture, Grants & Funding and Task Orders) with stage exit criteria, 15 custom fields across accounts, contacts, deals and quotes, 12 industry KPIs, a glossary and buyer personas for AI coaching. The interface also speaks your language: accounts become “Agency”, contacts become “Official” and deals become “Solicitation”.

Which Government & Public Services features need which plan?

The pack's pipelines and terminology work on every plan, including the free trial. Its custom fields need Professional or above. Industry features: Public Procurement & Tenders (Professional); Grants & Public-Sector Compliance (Enterprise); Contract Vehicles & Task Orders (Enterprise); Approval Workflows (Enterprise); Contract Lifecycle & e-Signature (Professional).

How does SalesOS keep its AI compliant in government & public services?

Every AI prompt for a Government & Public Services workspace carries hard rules the assistant may not break, for example: Never suggest gifts, favours, campaign contributions or any form of improper influence on an official. Never propose contacting evaluators outside the channel the solicitation permits during a blackout period.

Can we change the pipelines and fields?

Yes. Applying the pack creates ordinary pipelines and custom fields in your workspace, so you can rename, reorder or remove them like any other. Re-applying it only adds what is missing.

How do we turn it on?

Pick your industry when you set up your workspace, or later under Settings → Industry Pack. Applying it sets up the pipelines, fields and buyer personas in one step.

Other industries

See it with your own pipeline

Start a free trial, pick Government & Public Services, and its pipelines and terminology are ready in one step.

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