Tuesday, April 21, 2009

Easy Tips For Pre-RFP Marketing

Where Key Relationships Begin

Marketing Calls

A vendor who targets her most promising buyers and build relationships with them over time has a distinct advantage. She gets to know the program managers and end users of her product or service. By keeping your target customers informed about the leading edge developments of your products and services through personal contact, you can build their interest in working with you. That can influence the specifications for the solicitation that ends up in FedBizOpps.

Who are The Five People You Need To Meet?
(Find that out HERE.)

When calling on government officials, identify yourself and your company, and the procurement or requirement that you’d like to talk about. Ask whether the person you’re speaking with can discuss the requirement, and whether there are limitations on what you can discuss. If you or your contact is uncertain about that, get answers before going further. Making those connections opens the door for your selection. People first turn to people they know when they're developing requirements -- even if the rules say they have to consider every offer. And you want to meet those people before you start responding to RFP's.

What About Requests for Information (RFI), Sources Sought, Draft RFP's?

Aha! While these are procurement activities, they don't promise any purchase or intent to purchase. They ARE some of the ways government buyers find out things like:
  • Whether enough small businesses can meet the requirement to merit a set-aside!
  • Where is the leading edge of available technology; and
  • Whether industry can meet a complex requirement at all.
Rules for participation are fairly simple (check the Federal Acquisition Regulations).

You can't complain there's no set aside for you if you didn't speak up to say you can do the work!

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