FAQs
Welcome to the FAQs page. Check often because we are always hearing new questions!
How is TargetGov different from all the other web sites available for government contracting?
TargetGov is the only PEOPLE-oriented database focusing on procurement and purchasing. It is also the first database searchable by category of product or service in Federal, State and Local government agencies in MD-DC-VA. Other web sites such as FedBizOps are focused on bids, contracts and RFPs. They do a great job of posting the bids and solicitations over the $25,000 threshold, but they only show data relating to the bids, contracts and RFPs. The other web sites do not focus on the people involved in making the purchasing decisions.
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How often is the information updated?
This is a live database and we update the information constantly. We make changes and additions daily. People working in the government may move around frequently. For instance, we have been tracking personnel changes at the rate of 42% ever since 9/11; prior to that it was closer to 25%. By changes, this means retirement, moving to another position, changing offices, changing agencies, changing phone numbers, emails or other contact information. As a subscriber, if you get a bounced email or other indication of data that needs updating, we ask you to forward the information to us and we will find out what the update is and report back to you. No other directory or listing offers this personal service and follow-up.
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Why can't I get a CD or printed directory?
The day we would burn the CD or print the directory it would be outdated. The personnel changeover rate is so high (42%) that we have found you will have access to the most accurate information possible if we use a live database.
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How do you get your information? What are the sources?
We rely on our personal meetings at agency locations, personal phone contact, exhaustive research through the Internet, printed publications and personal contacts as the starting points. Even recently printed documents from government agencies are often inaccurate. We personally contact the people listed and ask them for updated information. Some participate and some do not. For those that do not, we list the information that we can verify. We have found that relentless follow-up is the only way to gain reliable information. The TargetGov Government Buyers Guide has icons next to each contact to indicate new or updated records. As we introduce this new updated version, all of the records show the icon. As the database grows you will see a mix of icon and non-icon tagged contacts.
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Can't I find this information myself for free?
With TargetGov, in 30 seconds you can find contacts for hundreds of agencies and offices. The question is how much is your time worth? Are you ready for an exercise in frustration by doing the research yourself? You could spend many hours on the Internet before finding a few names at one agency, then, you have to make countless phone calls to verify the accuracy of the information. Would you rather spend your time doing fruitless research or effectively contacting the people who buy what you sell?
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Doesn't the government give out this information?
There is no central source of this type of data sponsored, listed or hosted by any government agency. Some agencies may give you a list of web sites or other information, but it is still up to you to spend valuable time researching and tracking down the information.
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Can I search by SIC or NAICS code?
There is a big difference searching for people as opposed to searching for contracts or RFPs. People are not classified by SIC or NAICS codes. Plus, because many people involved in government purchasing are wearing multiple hats and are responsible for purchasing not just one, but many categories of services, listing them by codes would be cumbersome for them and you. We have listened to many contractors complain about the complicated multiple-coding system. We determined that asking the person to tell us the categories they are responsible for is the most effective way to gather accurate data for your use.
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Why do you use categories?
We saw that a number of states use categories to describe the areas of responsibility for their purchasing personnel. We asked the purchasing agents and contractors what is best for them and the answer was to make it simple - don't bury them in more numbers and paperwork. The categories were the result.
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Will the people in this Guide want to hear from me?
Professionals are always open to doing their job in the most effective manner. If you can help them be more effective, save money, offer a better service - the same things private sector purchasing personnel are looking for, then yes they want to hear from you.
This calls for a professional, effective approach on your part. Remember, the contracting personnel are usually working on many contracts in various stages. Be persistent, pleasantly persistent.
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Can you guarantee that we will get business?
We can guarantee that you can find the people with which to do business. It is still up to you to sell.
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We are already on every bidders list there is. Why do we need this?
Bidders lists are very good for bidding along with many of your competitors. Wouldn't you like to get in the door before the bid is written? Wouldn't you like to be able to go after the business that never goes through the bid process?
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Why not market to everyone in the Buyers Guide?
If you marketed to every person you would be wasting a lot of money, time and energy. The smart, successful contractor knows that he should target the specific agencies, offices and people who buy what he sells, not waste money with people who are not good prospects.
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We are on the GSA Schedule. Isn't that all we need?
The GSA Schedule is a very helpful purchasing vehicle for many Federal agencies. It basically gives you a pre-approved list of services or products to offer at specified prices. It also helps you to get paid faster, but it does nothing to help you get in front of the agencies, offices and people who buy what you sell. It is still your responsibility to market yourself.
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I am listed in the CCR. Won't that help me get business?
It is vital to be listed in the CCR. If you are not, you will have a tough time getting paid. But is does nothing to help you market and sell your products and services. You still must market your company.
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Why is marketing important for government business?
People who buy for the government want to find the best value for the money. They want to know that the contractor they are choosing can do the job for the stated price, on time and within budget. If they do not know who you are, or anything about you other than what they read in the RFP or bid reply, they have a tough time feeling confident in choosing you. It is up to you to make the effort to build a relationship with them.
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What does that mean, "build a relationship"?
Think about how you make purchasing decisions, especially big ones. You usually feel best about making an informed decision if you know something about the vendor, if they have a good track record, if the price is reasonable and if they have done any work for anyone you know.
It is similar with government relationships. You must spend the time and effort to find the right office and person within that office. They need to take the time to get to know who you are, what your company offers and where you have worked in the past. They are responsible for making very expensive decisions with a lot of complicated legal processes. The easier you make it for them, the better chance you have of getting hired.
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Should I send them gifts and special offers?
No. The government has very strict laws regarding gifts, meals, travel and other expenses. If you cross the line, even inadvertently, and send the procurement officer any item you risk causing them problems and legal issues of your own. When in doubt, don't.
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Isn't it impossible to break into government business?
Actually, it is getting easier. The purchase card (like a government credit card) has made it easier to get paid. Agency Directors are setting standards for government employees to open the door to vendors, and the Internet is making the process more streamlined by using electronic bid and payment processes. Prime contractors are looking to hire subcontractors to help meet small business goals. All in all, it is getting easier, that is, if you know who the people are to contact. top
What is meant by "Threshold"?
Small Purchase Threshold: $25,000
Over the past few years, federal civilian and DoD government agencies generally have loosened their procedures for making small purchases (those under $25,000). They can now be made with three informal quotes obtained by telephone, fax, email or regular mail. Payment is made with a credit card or purchase order. The quotes themselves make up the purchase documentation so a buyer can act quickly and efficiently.
Official buyers or contracting officers often make small purchases for program managers or end users. Since the end users may or may not provide buyers with preferred suppliers it is your challenge to market your company to all the people who may be making these decisions. They cannot mention your company as a preferred vendor if they do not know who you are. top
Is it worth pursuing that business?
Every level of government has their own thresholds. For example, Montgomery County in Maryland did over $64 million in non-bid business that was under their threshold. This is legitimate, less complicated business that you will never get unless you know who the people are who make those decisions. top
Is there enough business at the county and city levels to make the effort worthwhile?
Absolutely! Local government business might also be less complicated than federal government business. Local government spends billions of dollars every year, why walk away from that possible business?
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Can I use the fax to contact prospective customers in the government?
New federal law requires that any person in the US get written authorization before faxing anyone in the US. If you fax without that authorization you risk incurring a $15,000 fine PER PAGE. This legislation was stuck onto the Do Not Call legislation and passed without input from the business community. The SBA Office of Advocacy wants to hear from businesses that are negatively impacted by this law. If you wish to contact them, you can click here to reach the SBA Office of Advocacy or call them at 202-205-6533.
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Are emails a good contact method?
In this age of ever-increasing spam, you must make a decision to be very judicious in your email use, or risk being black-listed as a spammer. If you send out hundreds or thousands of bulk emails to your list, you will probably alienate more people than find business opportunities. It is best to ask for permission to send the email and have a specific, brief message.
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Direct mail seems to be so old fashioned, is it worthwhile?
Yes, but again, only if it is sent to the correct people. Many government mailrooms have the authority to dispose of bulk mailing of 50 or more pieces to one office in one day. This means if you blanket mail an office in the hope of hitting the correct people, you run the risk of your expensive pieces being thrown in the trash and never getting to anyone. top
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