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When should you protest a government award?

April 27, 2022 | Business Development, Government

When my company first started pursuing government contracts, I took a different approach to protesting government awards. I was impatient, impetuous, and had a little larger chip on my shoulder--and as a result, I did some things that I should have done.  While I’m not an attorney, I’ve learned some things along the way about when it’s worth issuing a protest and when it’s better to walk away. Here is some advice that I now follow--and recommend to my clients. Don’t protest only because you’re angry. If you’re at all competitive, you will occasionally get angry when you don’t win.…

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Learning from Our Mistakes

April 20, 2022 | Business Development, Government

One of the benefits of experience is that you learn not just what works, but what no longer works all that well. I’ve seen this in my work helping businesses develop and implement their government business plans. Our clients often use techniques and approaches that we used successfully in the past in securing our own government contracts. However, some of the methods we once used now go against everything we teach. Here are a few examples--and the lessons we now share with our clients as a result: Undervaluing our services. We got into government contracting because our local economy was…

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MYTH: Government agencies only do business with large businesses.

FACT: Each government agency sets goals each year on how much money they will spend with small business concerns (traditional small business, woman owned small business, minority owned small business, veteran owned small business, hubzone etc). Some agencies have set their goal to award 30% of their dollars spent to some type of small business concern.

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