Although government contracts are awarded primarily in response to proposals submitted following Beta SAM announcements, pro-actively building personal relationships with key decision-makers is always a critical element of any successful marketing strategy for government contractors.
While there is extensive face-to-face contact between government agencies and prospective contractors, agencies are often reluctant to meet while an active request for proposal is officially underway. Therefore, most of the opportunities to build relationships frequently occur both before and after the formal acquisition phase of a specific procurement.
Attending industry conferences, meeting with buyers directly, or engaging in other general business development activities is an essential part of making buyers aware of your capabilities. While more in-person meetings are starting to be held, a great deal of these engagements are still held virtually. However, our experience shows virtual meetings can still be effective. These engagements are essential for even the most seasoned companies that do business with the Federal government.
MYTH: Providing goods and services to the government means you have to wait forever to get paid.
FACT: Many government contracts are subject to the Prompt Payment Act which was enacted to ensure the federal government makes timely payments. Bills are to be paid within 30 days after receipt and acceptance of goods/services or after receipt of an invoice whichever is last. If a timely payment is not made, interest should be automatically paid.