Thanks to Judy Bradt the owner of Summit Insight, LLC for providing a list of ways to determine whether your business is a good candidate to get into the US Government contracting game. It’s not for everyone, but great for those willing to make the effort. Get in touch with Judy to help build a strategy and implement a plan to go after the biggest customer you’ll ever find.
1. Strong Performance Today & Determination For Tomorrow?
Government customers want reliable suppliers with established track records. Some contracts explicitly require vendors to show a couple years commercial track record in order to be considered.
2. A Unique Value Proposition For Government?
Successful vendors have researched exactly which government buyers benefit most from what they offer, and craft their marketing campaign precisely to reach those buyers. They can articulate in the buyers language how their offering stands apart from the alternative options the buyers have.
3. Relationship Mastery?
Successful vendors know that when you sell to government, you’re not selling to a process or an order machine. Government buyers do business with people they know and like and trust, people who understand their needs exquisitely.
4. Focus On Details?
Government buyers use complex rules that vendors must know. Companies who hold government contracts whether as a prime contractor or a subcontractor must be aware of and comply with dozens of precise requirements. Non-compliance can bring instant death to a proposal you spent thousands of dollars and weeks of time to prepare.
5. Know-Who, Not Just Know-How?
Spend smart, but don’t skimp. Successful contractors engage experts and invest in market research to develop cost-effective government marketing strategies. They’re visiting the perfect prospects and shaping requirements long before contract notices are posted online. They shop around for the best insider experts who can help them target the best opportunities, connect them with the right partners and buyers, and plan for critical marketing activities and expenses.