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Business Development

Government Business Blueprint  |  Opportunity Tracking and Competitive Intelligence  |  Proposal Management

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.

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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.

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