America evidently wants change -- and that could mean business for you, as post-election giddiness has faded fast to focus government leaders on the pile of urgent priorities.
Good news: you don’t have to be a corporate giant to win government contracts. If you run a healthy business and are already selling successfully, government buyers could represent an untapped market. Imagine finding new clients in places your competitors aren’t even looking! If reliable new customers are important to you, a small investment in learning how US government buys can bring you new business.
Pursuing those opportunities could bring your company long term growth...or waste valuable corporate resources. Five tips suggest whether you’re ready to take on the world’s biggest buyer.
- Strong Performance Today & Determination For Tomorrow.
Successful suppliers realize the investment they’ll need to make in order to pursue, win, and perform government business. You never hear them say, “Sure, we’d open an office and expand if we won a big contract. 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.
- 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 create online content and literature to focus on issues and challenges that government buyers face. They can articulate in the buyers’ language how their offering stands apart from the alternative options the buyers have.
- 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 well – even when they have to follow complicated rules to do that. Winners have genuine passion for helping their clients solve problems. They build their own formal networks, like creating a corporate board of advisers that includes former government employees. They are active contributors to industry networks. And they are alert to the casual perfect connection that a friend or neighbor can bring.
- Focus on the Details.
While relationships are essential to attract the business, governments operate under 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. Government contracts carry legal obligations that can include workplace regulations and contract administration as well as product specifications or service performance standards.
- Get Some Know-Who, not Just Know-How!
Spend smart, but don't skimp. Winners seek top insider connections and know the value of specialized help. 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 know how they’re superior to their competitors in every way. They shop around and check references to hire the best insider experts they can: people who can help them target the best opportunities, connect them with the right partners and buyers, and plan for critical marketing activities and expenses.
Find out more! Contact Judy Bradt at (703) 627 1074.