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How You Can Become Procurement Ready: It’s Not What You Think
June 21, 2023 | Business Development, Government
In this post, we will explore the essential strategies and steps you need to take to become procurement ready. With the right approach, you can position yourself to win government contracts and propel your business to new heights. Let's get started by addressing a common misconception. People think being “procurement ready” means registering your business on all the appropriate websites and having the right socioeconomic certification. While these are essential first steps, they’re usually insufficient to win a government contract and aren’t sufficient long term. Here’s what to focus on to establish a truly robust government sales strategy: Business Classification…
Clearing the Hurdles: Six Common Barriers to Entry in Government Sales and How to Overcome Them
June 14, 2023 | Business Development, Government
Government contracts represent a tremendous opportunity for both small and large businesses. As I have mentioned in previous articles, the U.S. government is the largest buyer of goods and services in the world. If you sell it, the government has most likely bought it at some point. Yet this space remains a challenging frontier for many businesses, primarily due to the significant barriers to entry. This article will discuss these barriers, along with practical solutions to overcome them. 1. Complex Bidding Process One of the most daunting barriers is the intricate nature of the government procurement process. With numerous forms…
Employee Engagement Surveys, Part 3: What to do with the information
May 31, 2023 | Business Development, Government
This is the final post in a three-part series about employee engagement--and we saved the most important recommendation for last: Do not conduct an employee engagement survey if you do not plan to act on the results. Obviously, you cannot act on every issue, but you need to at least discuss them so your employees know they were heard. When you ask your employees their opinions and then disregard them, morale will most likely go down. You would be better off to not conduct a survey rather than conduct it and then fail to act. In terms of how you…
Employee Engagement Surveys, Part 2: Best Practices
May 24, 2023 | Business Development, Government
As discussed last week, an employee engagement survey goes beyond mere employee satisfaction to learn how committed your team is to your company and those you serve. Today, I’ll discuss best practices to ensure that your survey captures the right information and gets the desired response from your employees. First, let’s look at how the survey should be structured. You can create your survey in-house or hire a vendor to conduct it for you. My experience has been that outsourcing is the better choice, since vendors will guide you through the process, ask the right questions, and provide you with…
Employee Engagement Surveys, Part 1: Why They Matter
May 17, 2023 | Business Development, Government
A recent ResumeBuilder survey found approximately one fourth of employees do the bare minimum at work due to burnout--a phenomenon described as “quiet quitting.” As this reveals, even when employees are technically “at work,” they may not be intellectually or emotionally present. The distinction is a matter of employee engagement--which I’ll focus on in a new three-part series beginning today. Employee engagement is different from what organizations typically measure. Traditionally, employers have looked at employee satisfaction as a litmus test of how their employees feel about their work. However, this is very limiting, since “satisfied” employees are merely those who…
Avoid the Trap of “Resting On Your Laurels”
May 10, 2023 | Business Development, Government
Our last article discussed why we need to celebrate our wins even if only in small ways. Even an old-fashioned fist bump can be a great way to celebrate at the moment. However, as with most everything in life, we must seek balance. It’s important to guard against resting on your laurels and celebrating the past too much. The bottom line is that very few people care about what you’ve done; they care more about what you’re currently doing. The phrase "resting on your laurels" comes from ancient Greek mythology, where the victors of athletic competitions were crowned with laurel…
Stop and Smell The Roses: A Must for Government Contractors
May 3, 2023 | Business Development, Government
Photo by Andrea Piacquadio on Pexels Celebrating success is an essential aspect of personal and professional growth. Whether it's achieving a goal, landing a new job, or completing a project, it's worth taking the time to acknowledge your accomplishments and recognize the effort you put into achieving them. In the areas of government contracting, we often get laser-focused on winning bids, the contract startup period, and the ongoing fulfillment of services. However, taking time to celebrate success can provide several long-term benefits: Boosts Motivation and Confidence: When we…
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…
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…
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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