Baker’s Dozen: Your Federal Contracting “To Do List” after you register at SAM.gov

1. Commit to Managing Your Sam.gov Record Yourself – OWN IT

  • There’s complimentary help from your local Procurement Technical Assistance Center
  • Keep Entity Active and Up-To-Date
  • Keep An Eye Out for NAICS Codes & PSC Codes You Need to Add
  • Tell the Truth and Nothing But the Truth in Your Sam Record
  • This is FREE – Manage and Own It Yourself

2. Write only WINNING Bids

  • Know Your Customers’ Needs, Preferences, Solutions
  • Build a Fail-Safe Bid/No Bid Process
  • Have a Strong Win Theme
  • Do It Right or Don’t Do It At All

3. Hit the Field and Call on Agencies Who Buy What You Sell

  • Train Your Team to Sell
  • Train Your Onsite Team to Pay Attention to Opportunities in Front of Them
  • Perform a Deep Dive Competitive Analysis of Contracting Data Available
  • Have Someone Build You a Custom Federal Sales Action Plan Around the Agencies Who Buy What You Sell – And Execute It
  • Lead with You Capabilities and Close with Your Contract Vehicles and Set-Asides

4. Make Sure Your Federal Clients Use GSA Schedule Multiple Award Contract Vehicles BEFORE You Invest In The Application Process

  • If You Don’t Sell $25,000 in the First 24 Months – They May Cancel Your Contract for Lack of Sales
  • Maybe You Need to Be On a Different Contract Vehicle Instead? IE: NASA’s SEWP, Navy’s Seaport NxG, DHHS’ CIO SP3, GSA’s OASIS, Alliant, 8aStars2, Vets2, VA’s T4NG or Formulary…

5. Only Partner with Primes Who are Winning at the Agencies who Buy what You Sell.

  • Do Your Homework
  • Ask Around
  • Interview THEM
  • Meet Multiple Times Before You Sign the Bottom Line

6. When Hiring a Consultant – Ask Around.

  • There are Good Consultants – and – There are Great Consultants
  • There are Many Price Points Available
  • Call The Consultant’s References
  • Ask Experts on Social Sites and Privately
  • Perform a Thorough Background Check – Before You Write that Check

7. Ask for a Debriefing and Turn it into a Chance to Sell.

  • “We’re Happy to Be the Backup”
  • “Anything Else Coming Down the Pipeline?”
  • NEVER Protest

8. Respect the Agreement with Your Prime at the Agencies where You’re Working Together.

  • Don’t “Go Around” the Prime – Unless the Prime Asks YOU to be the Prime Next Time.

9. Talking Politics-Posting Politics-Will Hurt Your Federal Business So DON’T Discuss Politics-Ever.

  • Create a Culture of Neutrality at Your Business and Remind Your Staff – and Your Teaming Partners to Do the Same.

10. Under Promise and Over Deliver – Every. Single. Time.

  • Honesty is the ONLY Policy in Federal Contracting.

12. Get Your Marketing Material Together

  • Make Sure You’re on DSBS at the SBA Site
  • Build a Government Page on Your Business Website
  • Beef Up Your Social Media Profiles
  • Have Your Capabilities Statement Downloadable from Your Website
  • Build a Strong Capabilities Statement – A One to Two-Page Document Featuring Your Capabilities and Best Values
  • Build a Strong Capabilities Briefing PPT Ready to Perform Anytime – As a Webinar and In Front of a Group

13. Know Your Customer – Personally – Their Hopes Dreams, Desires, and PAIN – Know the CO, the End User, the Stakeholder, and the Prime.

  • Become their “Go To” Vendor who “Gets It” and Gets Them
  • Know the Rules
  • Follow the Rules
  • Make Them Look Good
  • Give them All The Credit
  • Deliver On Time, Every Time

Rinse and Repeat!

Author: Eileen Kent is known as “The Federal Sales Sherpa” and helps companies with Federal Sales Training, Proposal Training, A Competitive Analysis, and a Federal Sales Action Plan. She also hand-picks clients who have been through her “Three Step Program” and works with companies weekly in her elite and custom “Sherpa for A Year” program.  As a GovFlex registered consultant, Eileen and her company are available to provide services via the GovFlex platform.

The views expressed in GovFlex blog postings are solely those of the author.

Join the Gig Economy. Create Your Free Consultant Profile Now
2019-06-20T13:11:31+00:00