You know how hard Federal contracting is. You’ve had those weeks, those months: no signs of life anywhere. You turn over the rocks, you dig. Everything seems absolutely uninhabited. Nobody’s returning calls. No opportunities. Nothing. And yet. You know that Federal agency is spending money. In fact, your competitor is winning some of it, and […]
Hot, Dry, Barren: But…Signs of Life? Read More »
You know you have the superior solution for that Federal buyer…if only she would give you a chance. What’s the secret to winning work from a Federal buyer who’s already working with your competition? “We have to know you, like you, and trust you,” they say. But how do you build trust when you can’t even
How To Become The Vendor They Trust Read More »
One evening after I gave a presentation, someone asked me, “Where is the low-hanging fruit in Federal contracting?” Then, I told them confidently, “There’s no such thing.” I was so wrong! There is plenty of low-hanging fruit in the Federal market! Micro-purchases (up to $10,000), and simplified acquisitions (as much as $250,000 and sometimes even more),
How to Win Low-Hanging Fruit in Federal Contracting Read More »
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Whitelisting Summit Insight Emails Read More »
“I need more time,” you’re thinking as you pull another all-nighter slammed up against yet one more proposal deadline. “How does anybody get these things done in 30 days?” What you need most is a reality check. If you’re looking for the way to do the whole job, start-to-finish, in 30 days, stop what you’re
The 30-Day Proposal: What You Really Need Read More »
The “why” is obvious. A Contracting Officer has power that the President of the United States does not: the legal ability to bind a company to the federal government in a contract to provide goods or services. They need to know you, like you, trust you, and know how to get to you. Contracting Officers
Find The Contracting Officer: Where and How? Read More »
You’ve just seen that federal contract opportunity on FedBizOps. It looks perfect for you! But there’s not a lot of lead time. You want to give it your best effort to win! Should you submit that Federal bid? Or do they have someone else in mind? Here are ten things you need to look at!
Ten Ways To Tell If That Federal Contract Is Wired For Someone Else Read More »
One of the biggest mistakes in federal contracting is to set up a keyword on SAM.gov, wait for a Federal opportunity to land in your email inbox, and pounce on the one that makes you think, “This one is PERFECT for us!” If you don’t know the buyer, the incumbent, the budget, or the story,
What To Do With That "Perfect" Federal Opportunity You Found On SAM.gov Read More »
Is the clock ticking on your GSA Schedule? You’re nowhere near that $25,000 sales goal, and you’re facing cancellation of your contract within the next couple of months? That doesn’t have to happen to you. Here’s how you can buy some time to make good on your goals. First of all, GSA really doesn’t want
Three Simple Steps To Prevent GSA Schedule Cancellation Read More »
After studying trends among over 1,500 8(a) Business Development Program participants in Metro Washington, D.C., we discovered some common characteristics and best practices of those who leverage this federal contracting program. Here’s what the most successful companies do to grow their companies through the first four years of the developmental phase, and then the final
8 Success Factors for the 8(a) Business Development Program Read More »