Interesting information in the Government contracting sector
Selling to The Government, Myths and Facts
Selling to The Government, Myths and Facts Fact: There are roughly 800,000 companies trying to sell to the Government
Myth: Contracting officers will call you based upon your SAM Registration
Fact: Freedom of Information Act request do get a response
Myth: Lowest price wins. Price is important, but you must have qualifications and history in order to be considered real. In order to sell to the world’s largest buyer of goods and services you must do market research and go after the departments that are potential sales. Bidding by itself simply does not work!
6 6 6 Philosophy
What is 6 6 6? There are three parts to 6 6 6. If you go after 20 jobs by bidding, the chances are remote that you will get any contracts but narrow the focus and efforts. Try going after 6 of the below listed efforts.
Expiring contracts: Go after 6 accounts that expire over the next six months. If your firm is a small business or a set-a-side go after contracts that will expire in 4 to 6 months; pick the accounts that are not currently a set a side and try to get that future opportunity set-a-side. This will require you to contact not only the contracting officer but the end user. The issue is that purchasing agents do not return calls or emails unless there is a F.O.I.A. involved so write a FOIA request to get find out who the end user is.
Primes: the best and quickest way to get orders is via a Prime contractor- go after 6 Primes who might be suspects for your services and sell them on using a small business or a set-a-side but DO YOUR RESEARCH. Find out as much about the Prime as you can, for instance- cite the contracts you are interested in- when the contracts expire and even the contract numbers and agency sold. Be smart go after Primes in your area.
Teaming: In order to gain as much visibility as you can, go after a company that is a current contract holder with the agency you are trying to sell and use that contract to add your services. Popular companies would be 8A’s or Service-Disabled Veterans, WOB or HUB ZONE companies. Again, try to be as local as you can be.
Bidding- Go after some bids but do so in areas where you can develop a relationship with either the user or the contracting people. An example might be a company located in Minnesota who chases contracts all over the country and has two sales-people-They will not win contracts BUT how about this philosophy- go after just opportunities in Minnesota and chase only Primes and teaming companies also co-located in your State