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Lack of Government Sales – The Cause and the Cure

October 26, 2023 | Government

Image taken from Canva In government contracting, many companies typically are embroiled in a seemingly endless cycle of frustration and disappointment. The problem isn't always the lack of effort or passion. The Problem: Blindly Responding to RFPs Falls Short A typical approach to government contracting often involves a brute force strategy of blindly responding to RFPs listed on SAM.gov. Companies dive headfirst into a sea of opportunities, hoping to secure contracts that will propel them to success. They meticulously prepare proposals, invest significant time and resources, and eagerly await a response. However, this approach often leads to frustration and disappointment as…

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Treat Everyone as Your Customer: An Organizational Paradigm Shift

October 11, 2023 | Business Development, Communication, Self Help

Image taken from Adobe stock The notion of treating everyone as a customer began with me in 2011. Our organization deployed an employee opinion survey, and the business segment results I led were not good. On a 1-5 scale, with five being excellent, our company (more like me) received a 3.8 for “work environment,” which addressed cleanliness, equipment maintenance, having the proper equipment to do their work, and physical conditions (light, climate, and appearance). Since I was directly responsible for all of these items, it sent me a message that I was not adequately giving our employees the environment needed to…

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The Truth About GSA Schedules and Winning Government Contracts

October 4, 2023 | Government

Image taken from Shutterstock For the past few years, I have pontificated about how getting a GSA schedule does not guarantee success in government contracts. When seasoned government contractors or companies new to the game tell me, “I need to get a GSA schedule. Can you help me get one?” My response is almost always a question, “Why?”. There are plenty of companies out there that would be delighted to provide any company with a GSA schedule and take your money. The problem is that many companies don’t share that GSA sales aren’t guaranteed or know how to create a…

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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.