Strategies for Winning Government Contracts: Building Strong Relationships with Manufacturers and Collaborating for Better Margins and Payment Terms

April 26, 2023 | Business Development, Government

Last week, we covered a common mistake government contractors make: chasing bids proposing the brand name before building a relationship with the manufacturer. This week, we’ll discuss some strategies to win opportunities with better margins and potentially better payment terms. Brand Name Or Equal One of the keys to this strategy is to better understand the FAR’s Brand Name or Equal clause (BNOE). A BNOE is a provision found in federal contracts that allows bidders to offer products or services either identical to the brand name specified in the solicitation, or equal in quality, features, and performance. The purpose of…

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A Common Mistake New Contractors Make On LPTA Bids

April 19, 2023 | Business Development, Government

Let’s imagine that you’ve registered with SAM and been awarded a socioeconomic certification like SDVOSB, 8(a), Woman Owned or HUBZone. You see a bid for widgets. It’s LPTA (Low Price Technically Acceptable) and includes the “Brand Name or Equal” clause. You don’t sell widgets as part of your core offerings, and don’t really want to start, but it is set-aside--and you have an SDVOSB certification. You may think, “I could get a quote for this from the specified manufacturer and--if I’m smart--win my first bid.”  There are several reasons why you shouldn’t take a grasp-at-straws approach like this, but I…

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The Three Biggest Brick Walls in Prospecting–and How to Overcome Them

April 12, 2023 | Business Development, Government

When you’re launching a government contracting business, finding new prospects can be a daunting task. With a complex procurement process and a vast pool of potential customers, it can be challenging to identify and reach out to the right decision-makers. However, your success depends on your ability to prospect effectively. With this in mind, here are some of the most significant barriers you will face--and how to overcome them.  Not doing enough research. Many prospective government contractors take a “ready, fire, aim” approach--and often miss the best opportunities as a result. To be efficient in prospecting, it’s important to consider…

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Discovering Who Buys What You Sell Using SAM’s Databank – The Webinar!

April 5, 2023 | Business Development, Government

In order to have a successful sales strategy, your company needs to know who buys what you sell. And companies in the government sector have an advantage, since this information is often publicly available. The key is knowing how to use the tools available to you. That’s the inspiration behind a new, free webinar I’m offering: “Discovering Who Buys What You Sell Using SAM's Databank.” On Thursday, April 27, join me at 1 PM EDT, where I’ll present an overview of using pivot tables, to mine SAMs Databank and find out: Who Buys What You Sell When Did They Buy…

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MYTH: Since the amount of goods and services the government buys is not affected by a economic downturn as private industry, the best time to begin selling to the government is during a recession.

FACT: Developing an effective government business development strategy usually takes years. Waiting until the economy is in recession to pull the trigger on a plan can doom it from the start as this strategy takes time and resources to develop….items that seem to be more scarce when the economy is in a downturn.