To Propose or Not to Propose? Resource ROI is the Question.
Did you know that by the time a solicitation gets posted in SAM.gov Contract Opportunities, the Government team usually has a pretty good idea who can do the work and what it should cost?
AND
The door is basically closed to you influencing the solution except through the Questions and Answer process.
Depending on the complexity of the program, the Federal Agency has typically spent months (maybe years) determining what’s available in the marketplace, who can do it, how much might it cost, and how to acquire it.
How can Industry develop a strategic advantage?
Always be in marketing mode!
Commonly referred to as Business Development (BD), it is not just for the BD or Marketing Teams. Everyone at the Company can, and should, participate in this strategy. It is your chance to convince the Government to buy from YOU.
By consistently investing your resources pre-solicitation, you will spend less time, energy, and money “pushing the proverbial rock up the hill” with your proposal efforts. Result:
Reduced overhead and increased profitably through improved Win Rates.
Use your resources [time, energy, and money] to learn what each Agency’s requirements actually are or will be. Find out what problems they need solved. Be curious. Listen generously. Communicate early and often with the Government’s Team(s); inform and educate them on your company and its solutions.
5 Easy Steps to Implement
Keep your Website, and Company LinkedIn profile, up to date and focused on the solutions you provide and problems you solve. Make it easy for the Government to “Get It”, to understand who you are, what you do, how you do it, and most importantly, why you are the best solution.
Attend Trade Shows, Conferences, and Industry Days where the Government will be present. Don’t attend every one. Target one (1) per quarter.
Use the Search function of SAM.gov Contract Opportunities for Requests for Information (RFI) in your technical sweet spot and reply to them.
Submit responses to Draft Solicitations for your NAICS Code.
And the Number 1 thing you can do -
Build and Nurture Relationships.
Schedule One-on-One’s; these meetings are the best time to learn and exchange information.
Allocating your resources [time, energy, money] before solicitations “hit the street” IS investment that will improve the quality AND quantity of your Company's business.
Start Now!
Build time into your weekly schedule for relationship building.
As little as an hour a week can positively impact your bottom-line.
For more Federal Contracting Strategies and Solutions, and information on building relationships including a list of questions to ask, contact adimmick@opes360.com.
About the Author
Angelique brings over 20 years of cradle-to-grave federal contracting experience.
“Bridging the gap between the often drab administration and the allure of scientific exploration to make way for innovation is what I do best. Strategically guiding my clients through creative conversations allows them to develop the streamlined systems and power partnerships required to achieve optimal results.”
~ Angelique S. Dimmick, Founder and Strategist
