How to Win a Government Contract
Posted By: Mr. NeedInstructions
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Category: Business, Finance & Industrial;
August 29, 2012
Want a slice of a $235 billion market? Give yourself your best shot at a government contract with these 10 tips.
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1
Decide what to sell. The first thing you must do is figure out what products or services you will sell to which federal agency. Identifying a product or service that a federal agency needs is key. You can consult with an SBA Procurement Center Representative (PCR) for help, either by calling your local SBA office or by visiting www.sba.gov/GC/pcr.html.
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2
Contact the small-business specialist. Each federal agency has one. Identify that person and set up a meeting.
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3
Save the selling for later. At this meeting, don't spend your time trying to sell to the small-business specialist. He or she is there as a resource and to put you in touch with the right person within the federal agency who will actually do the buying.
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4
Keep your cool. Selling to the government is different than selling to the private sector. Extreme aggressiveness can be perceived negatively and might be a deterrent rather than an incentive.
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5
Strut your stuff. Depending on your product or service, don't hesitate to lend it out or do a demo at the agency--the more they can see, the more inclined they will be to buy.
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6
Get registered. In the meantime, it is always a good idea to register with the Central Contractor Registration. This is the federal clearinghouse for vendors, including small businesses.
http://www.ccr.gov/
http://www.ccr.gov/
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7
Don't assume it's automatically in the bag. Keep in mind that you won't win a government contract just because you are a small business--you will win one based on the quality of work that you do and the competitiveness of your pricing as a small business.
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8
Get certified. If you are a woman- or minority-owned business, it is always smart to get certified by a state or national entity (for example, through the National Association of Women Business Owners or the National Minority Supplier Council).
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9
Be realistic about your capabilities. The government relies on past performance when deciding to award a contract. If small businesses get in over their heads on their first government contract, then chances of repeat work are slim. Start with a smaller project you know you can do well and prove yourself.
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10
Do your homework. The surefire way to get a foot in the door at a federal agency is to identify a product or service the agency needs--but that it doesn't know it needs and which you sell.
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11
Lastly visit http://www.entrepreneur.com/article/64072 for my tips on winning a government contract
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