Is This Your Government Contracting Process?

Companies -

Is this your government contracting process?

First, you find an opportunity with a "modified shotgun approach;"

Second, you qualify it in an almost "completely uninformed manner"; and then

Third, you expend valuable time and resources needed to place a bid that loses because "it is often not responsive, let alone, competitive" because of the "modified shotgun approach" used in finding it and the "completely uninformed manner" in which it was qualified.

If so, this process or some haphazard variation is an often-repeated, but always-failing three-step process that needs to be replaced with a strategically systematic six-step process.

Small Business, the U.S. Government, and the American Economy

Small businesses are the backbone of the American economy and the U.S. federal government should be doing everything that it possible can to assist small business owners at this time of grave economic crisis. Everything that it can.

By the same token, small business owners need to do all that they can to help themselves. In the final analysis, small business - and really all businesses - have only two options. The first option is to crawl into a hole and wait for better days to come all along hoping that you will be able to hold out that long. The second, and much better, option is to re-tool and innovate, and, thus, come out stronger, leaner, and more profitable than when this economic mess started.

One very good option for small businesses is federal government contracting. We all know it.

So, what is your company waiting for?

Successful Contracting Behaviors

1. Be proactive and aggressive rather than reactive and passive.

2. Network with federal buyers and agency contacts.

3. Utilize (properly) the vendor support services offered by the federal government such as OSDBUs.

4. Conduct thorough and ongoing research.

5. Ask questions.

6. Inquire about what business will be coming in the future.

7. Start selling to long before the solicitation is issued to the public.

8. If you are lost, get a guide.

Marketing to the Federal Government - There is No One Way or Is There?

There is no one way to market your company's products and services to the federal government for the simple reason that each and every department purchases what it needs in different ways.

Therefore, it is imperative that you as a federal contractor understand the various procurement methods used by the federal government and particularly those most often used by the departments with which you seek to do business. In addition, make yourself aware of and then able to use properly all of the support services offered to vendors by the government. But . . . remember the days of school and homework and the fact that the more prepared you arrived, you further you went, and, therefore, achieved.

With all of this said, there is one thing that you can do over and over again when marketing to the federal government that will never, never fail. Ever. Determine who it is that you need to get to know, how you are going to get to know them, and what you are doing to do to attract, and then keep their attention. Sound familiar? Well, it should.

Recovery.Org - State Recovery Sites

Forty-nine (49) of the fifty (50) states have now added to their web sites their own recovery web pages that help explain how they are spending funds allocated by the Recovery Act.

Here is the map:

http://www.recovery.gov/?q=content/state-recovery-page

GSA E-Buy

E-Buy is a GSA web site where agency personnel post RFPs for GSA schedule orders. Companies need to register for E-Buy after they are awarded a GSA schedule contract. GSA schedule holders submit their bid offers/proposal to the government through the E-Buy web site.

https://www.ebuy.gsa.gov/advgsa/advantage/ebuy/start_page.do

SBA - Office of Advocacy: Regional Advocates

Small Business Administration (SBA) Office of Advocacy - The Voice for Small Business in the Federal Government

Regional Advocates

The relationship between the nation's small businesses and the Chief Counsel for Advocacy is strengthened by regional advocates located in the SBA's 10 regions. They are the Chief Counsel's direct link to small business owners, state and local government bodies, and organizations that support the interests of small entities. The regional advocates help identify regulatory concerns of small business by monitoring the impact of federal and state policies at the grassroots level. Their work goes far to develop programs and policies that encourage fair regulatory treatment of small business and help ensure their future growth and prosperity.

http://www.sba.gov/advo/region.html