Winning Federal Business Takes More Than A Registration at SAM.gov and a GSA Schedule

Many businesses are enticed to approach the federal government for business because they are told by the experts at the Small Business Administration, Procurement Technical Assistance Centers, Consultants, GSA, Agency Small Business Specialists and their local Politicians that they actually have a chance at opportunities because there are millions, if not billions of dollars in business in this marketplace.

And there is......BUT....You need certain puzzle pieces and the expertise to put it all together before you actually win a bid. That takes time, money and resources.

1. Proper Certifications and Registrations

2. Truthful Market Intelligence from the Contracting Database blended with Field Intelligence Gathered by the Team and  Deciphered by an Expert who Can Put it Into Plain English.

3. Training for the Entire Team on How to Win Federal Contracts

4. A Web Presence, Capabilities Statement and Capabilities Briefing

5. A Sales Team - Or - at Least A Sales Person with an Action Plan

6. A Proposal Team - Or at Least A Proposal Writer With a Strong Understanding of When to Bid - and When to Pass.

7. A Contracting Vehicle or Small Business Set Aside - or - Both

8. Several Teaming Partners

9. Strong Back-Office for Contract Management and Accounting

10. Outstanding Delivery and Professional Onsite Team Members

11. Reporting System to Track Opportunities and Manage Sales Intelligence

12. Open Communications and a Clear Understanding of the Company's Direction - In other words, someone putting the puzzle pieces together making sure everything fits.

If you've been approached by anyone who says it's easy to win federal business, they've never sold to the federal government. It takes 12-24 months to win your first substantial opportunity. 

If you do it right, however, the federal customer is the best customer you'll ever have and once you get your company's formula or puzzle solved, then you'll know what it takes to win again, and again and again.

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Eileen Kent is the Federal Sales Sherpa. For more information on her one-on-one services for companies ready to make a commitment of 12-24 months into the marketplace and to invest in the team's market intelligence, sales training with an action plan, she stands ready to serve at 312-636-5381.