Jennifer Schaus provides insight on State & Local Government Contracting.
Full Story: http://www.inspirest.com/resource/dc-md-and-va-government-contracting-opportunities/
JENNIFER SCHAUS: The title makes me laugh – How to Find State & Local Contracts – as though the are “missing” or as though the State/Local, even Feds are “handing them out” at a lemonade stand. Really!
Sure, you can register in the State Vendor Databases, enter your SIC or NAICS codes and sign up for alerts that match your criteria and respond day after day, year after year. As Tim Brett mentions, you are “too late” if these solicitations have been posted (unless it is a sources sought).
I’d suggest some real live human interaction, involving a handshake, some due diligence on your part to understand what the agencys goals are – and obstacles, how your solution fits, understand who the end-users are, who the decision makers are, how the budget works, etc. Trade shows, conferences, associations related to govt contracting are all good places to start. Educating yourself on the market should be a priority.
Firms like Tactical Insight, Input (now Deltek), Fed Sources, Carroll Publishing, Leadership Directories can sell you marketing list of key contacts and their details. Call these people. Set a meeting and customize your “pitch” to meet their needs. Your time investment in this part of the sales process is 100 x more valuable that spinning your wheels looking at and responding to RFP’s. Eventually, with a quality solution, competitive price and strong past performance, these RFP’s will have your name on it.
Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
GSA SCHEDS & GOVT RELATIONS
Full Story: http://www.inspirest.com/resource/dc-md-and-va-government-contracting-opportunities/
JENNIFER SCHAUS: The title makes me laugh – How to Find State & Local Contracts – as though the are “missing” or as though the State/Local, even Feds are “handing them out” at a lemonade stand. Really!
Sure, you can register in the State Vendor Databases, enter your SIC or NAICS codes and sign up for alerts that match your criteria and respond day after day, year after year. As Tim Brett mentions, you are “too late” if these solicitations have been posted (unless it is a sources sought).
I’d suggest some real live human interaction, involving a handshake, some due diligence on your part to understand what the agencys goals are – and obstacles, how your solution fits, understand who the end-users are, who the decision makers are, how the budget works, etc. Trade shows, conferences, associations related to govt contracting are all good places to start. Educating yourself on the market should be a priority.
Firms like Tactical Insight, Input (now Deltek), Fed Sources, Carroll Publishing, Leadership Directories can sell you marketing list of key contacts and their details. Call these people. Set a meeting and customize your “pitch” to meet their needs. Your time investment in this part of the sales process is 100 x more valuable that spinning your wheels looking at and responding to RFP’s. Eventually, with a quality solution, competitive price and strong past performance, these RFP’s will have your name on it.
Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
GSA SCHEDS & GOVT RELATIONS
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