The US government is the largest vertical market in the world and spending at the state and local level is improving. States are one of the first areas to see spending increase as federal budgets are reduced. As a result, competition for contract opportunities is intensifying. There are myriad opportunities for companies to capture a share of the government business. However, in this competitive environment, it is critical to have a full understanding of government procurement so you don’t miss out on your share of the business.
Success in winning government business does not come about as a result of responding to RFPs and bids. In order to win that business, contractors must do the research, target the appropriate opportunities, and develop a response that clearly differentiates them from the competition. By using some of the tactics outlined in our article, Top Tactics for Winning Government Business, you can develop best practices and position your company to win more available government business.
Do the Research
Information about government/agency spending on future projects can be two to seven years out. It can be found in agency budgets and meeting notes. These can often be found on the agency website or from direct contact with an agency representative. In the budget and meeting notes, you will find supplementary information about project timing, budgets, and geographic location. Research on recurring or ongoing contracts can yield immediate information on an award value and price, duration, competitors, upcoming opportunities etc.
Develop your Target strategies
Building relationships within the agencies is a key component to ongoing success in winning agency contracts. With the many layers of contacts within government agencies, it’s not always easy to find the right person to speak with about your company’s products and services.
Respond to differentiate you from the competition
Knowing the agency project goals, understanding the budget and offering a product or service that meets the goals is critical. Make sure your bid meets delivery deadlines and that your company is able to manage expectations once the bid is won.
Don’t miss out on the opportunity to win more government business. As your business intelligence partner, Onvia publishes not only state and local government RFPs but also the hard to find hidden opportunities in county and special district projects.