How would your sales strategies change if you had access to the future capital spending plans of state and local governments? Agencies begin budgeting for their capital improvement projects up to several years in advance. In this webinar, you'll learn how they create these budgets and manage projects from concept to contract.
By Irv Alpert
Executive Vice President, Onvia, Inc.
Companies that bid on government contracts often go about it in a costly and inefficient way. As your company prepares for a bid, you can minimize wasted effort and maximize your chances for the contract award with this targeted, three-step approach:
It's happened to every government contractor. The perfect contract opportunity arises, but by the time you hear about it, there's barely enough time to complete the proposal, let alone build the relationships necessary to give the agency an idea of the value your business can provide.
The fact is that most contractors are entirely dependent on referrals and repeat business to find work – without an existing relationship, it's almost impossible to win a contract.
If you've been doing business with the government for any length of time, you've probably noticed that the marketplace is extremely competitive. Niche companies often know exactly who their competitors are and may be vying for contracts against only one or two other companies. Companies that offer a broader range of services must also constantly be on the lookout for new players entering the field. Regardless of company size or area of expertise, market intelligence is a vital component of any government-contracting campaign.
Understandably, many contractors can be frustrated by the Request for Proposal (RFP) process to bid on U.S. government contracts. It’s not surprising since government RFPs are often complicated and difficult to read. Here’s an example:
By Irv Alpert
Executive Vice President, Onvia, Inc.
Project specs and other bid documents are a gold mine for many of the government contractors I speak with. The ads that agencies are required to post for bids are not very descriptive, so contractors often can't tell if their product or service is appropriate for the procurement.
By Irv Alpert
Executive Vice President, Onvia, Inc.
While an obvious source for contracting work is in newly issued RFPs and bids, don't overlook renewing contracts, also known as term contracts. Although harder to uncover than new procurements, term contract sales leads are a revenue opportunity not to be missed.
If you're new to government contracting or have been struggling with the complexities of the bid process, help could be as close as your local PTAC office. PTACs (Procurement Technical Assistance Centers) are designed to provide companies — especially small businesses — with the know-how and resources they need to compete for the government contracts.
If you need help with navigating the government procurement process, you'll be happy to know that a multitude of government personnel are available to help you do business with the government. Here are some key procurement contacts that can assist you.
