Does your client base primarily consist of companies in the private sector? Are you considering expanding your reach into the public sector with a focus on securing government contracts?
Working with the government can be a rewarding opportunity. If you invest the time to learn the “ins & outs” of what it takes to be successful, it will be worth it. Many articles highlight the benefits of bidding on government contracts and may make it look easy. However, only after being fully prepared will the process become less confusing, allowing you to operate with a more straightforward approach.
Understanding Government Regulations and Compliance
One of the biggest mistakes you can make is assuming you can submit a bid without understanding the variables that will demonstrate you did your homework. Government agencies don’t just consider skills and experience; they want to know you’ve made the effort to learn about their business. Here’s what you should know:
- Typical Buying Habits: Understand the procurement processes and preferences of the agency.
- Decision-Makers: Identify who will be making the decisions on awarding contracts.
- Company Objectives: Learn about their goals (e.g., lower costs, expanded reach) and how you can align your proposal to meet these objectives.
You can find answers by attending industry events, getting to know key members ahead of a bid, checking their annual report, engaging with them professionally in online industry groups, and following their social media channels.
Know Your Competition
How do your services and experience measure up against the competition? Start with 2-3 industry leaders and create a simple Excel sheet listing skills and attributes. Compare your company’s offerings with those of your competitors. If there are skills gaps, consider obtaining them through further education or hiring experienced staff. Focus on areas that will help you succeed without spreading yourself too thin. you succeed. After you do this exercise, there are most likely many areas you will need to fine-tune.
To ensure you don’t miss anything before pursuing government contracts, consider joining us for our next “Certified Capture Manager Course.”
NEVER burn a bridge with your competition. Government agencies often appreciate having two contractors partner in a prime/sub-prime relationship. This strategy not only helps to get your foot in the door, but it strengthens your capabilities.
The 12 Steps to Winning Government Contracts
To ensure you’re fully prepared to pursue government contracts, consider the following steps. Each session in the 12 Steps to Winning Government Contract Methodology will cover a new topic.
Assessment: Do you have the necessary resources (finances, credit, HR, mobilization capital)?
Strategy: Have a strategic plan (short/long-term, JV, teaming, mentor-protégé, sub-prime).
Education: Do you speak Governese (Download your guide on Governese here)? Understand contracting language, regulations, and policies.
Registration: Know how to get registered for opportunities and required certifications.
Image: Ensure your brand is strong, recognizable, and has a good reputation.
Marketing: Develop a capability statement, business card, website, and marketing collateral.
Relationship: Build the right relationships in the government market.
Opportunity: Know where to find opportunities, such as FBO, bid matches, and past awards.
Proposal: Develop the ability to write proposals or hire experts.
Performance: Ensure you can deliver and perform or identify reliable subs.
Compliance: Be DCAA compliant with accounting systems, cyber readiness, QA programs, insurance, and bonding.
Closure: Successfully complete projects, manage close-outs, and ensure payments.
When a Bid is in Play
Do your market research as outlined above. When it applies to potential contracts, watch for hints of things to come. Be diligent and do your due diligence well before the last minute.
Read the Request for Proposal (RFP) thoroughly. Understand what the agency is looking for and determine if the project scope aligns with your capabilities. Pricing is crucial; avoid pricing too low or too high, as both can impact your chances of securing the contract.
Patience is key when bidding on government contracts. The process can take weeks or months, and you may face further questions or negotiations if you receive a tentative response.
Setting clear and achievable goals is particularly important when seeking government contracts for small business. The rules are not much easier at the local level, where procurement officers may have even more scrutiny over their funding allocations.
By establishing specific objectives, you can ensure that your bid meets all requirements and demonstrates your readiness to fulfill the contract effectively. Goal-setting helps you stay organized and focused, increasing your chances of success in the competitive landscape of government contracts. Sometimes, you need to prove that you are as reliable as a rock to both federal procurement officials and state and local government buyers.
Follow all guidelines meticulously to avoid losing the contract, which could affect future opportunities.
This overview provides a glimpse into what it takes to successfully secure government contracts. If you’re serious about making government contracting part of your business strategy, you must put your best foot forward at every opportunity.
With all the above, there are generally very tight rules. Follow the guidelines to avoid losing the potential contract, which could affect future opportunities.
Conclusion
This blog is just an overview of what it will take to successfully secure government contracts. If you’re serious about making this part of your business strategy, you must put your best foot forward at EVERY opportunity.
Consider enrolling in our upcoming “Certified Capture Manager” Program to earn your CCM™ Certification. Here you will dive deep and learn how to execute strategies to capture government contracting opportunities.
CLICK HERE to learn more about this opportunity.
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