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…

Read More »

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…

Read More »

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…

Read More »

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…

Read More »



[jetpack_subscription_form title="Subscribe to Blog"]

MYTH: Companies cannot do business with the federal government if they aren’t connected politically to the party in power.

FACT: The federal government’s procurement process is designed to be one of the most objective, transparent processes in the world of business. Contracting officers are forbidden to award federal contracts based on politics. Furthermore, elected officials are forbidden to interfere with the agency’s contracting process.

© 2023 Earnest Consulting Group