Government Business Blueprint
We know that having a well thought out plan better ensures success when executing a successful plan. While it is tempting to just begin responding to bids, it makes better sense to figure out who purchases the goods or services you sell and attempting to build relationships with them. Before you begin figuring that out, it makes sense to find out if indeed the government buys what you sell and, if so, will they buy what you sell at the prices you currently charge. Figuring these facts out before you attempt to sell to the US Government can save a lot of time and resources. ECG can assist you in finding this information which includes:
- Discovering Buying Patterns
- Obtaining Award History
- Uncovering Marketing Strategies
- Revealing Competitive Intelligence
- Identifying Opportunities
- Creating Forecasts
- Developing Pricing Strategies
- Expanding Teaming Partners
Determining who buys what you sell, if they buy the specific brand or type of service, and establishing how much they often pay for such products or services can help determine how a company would move forward with their plan.
MYTH: Doing business with the government does not rely on relationships and does not require any marketing. All that is required finding opportunities on web sites and responding with quotes/proposals.
FACT: Having great relationships with government end users can provide more opportunities beyond RFQs/RFPs posted to government web sites. Some opportunities do not even require the government put it out for a competitive bid process so knowing someone could present more chances to do business. Furthermore, relationships also help build positive past performance history which is critical to winning future opportunities.