Being successful in the Federal Marketplace requires time, expertise and effort. Because of the work that must be done on a week to week basis to see results in contracting, TargetGov recommends making your operation as efficient as possible. One way to accomplish this is by only targeting the agencies most likely to procure your products or services.
It is easy to become bogged down in responding to Requests for Proposals (RFPs) or Sources Sought Notices without taking into account your relationship with the agency, your past performance, and how informed you are about this particular procurement opportunity. Doing your homework is important to seeing success in the Federal Marketplace, and a large part of that homework entails determining which agencies you have the time to pursue.
Spending your procurement time wisely and effectively can mean the difference between success and failure, and if you’re not sure that what you’re doing is the best use of your time then you might want to start considering alternative strategies for seeing more efficiency. Understand and embrace the limitations of your business and wield what you have as a leverage for growth. If you only have one business development person that can spend time getting to know and learn an agency – then only target one agency. If you have an entire team of people that you can dedicate to procurement, then you’ll be able to target more agencies.
Procurement with the federal government is still relationship based and because of the risk-adverse nature of contracting officers they’re more likely to choose companies that have taken the time and effort to establish a relationship with them through some means.
How can you determine which agencies purchase your goods or services? The Federal Procurement Data System or USASpending.gov can be invaluable tools to help businesses with this exact question. You could also attend industry days that pertain to your business or see which government agencies have involvement with your industry’s associations.
What are some ways you’ve been able to determine which agency fits your business? If you’re having difficulty determining which agency might be the best fit for you, consider using the above free resources, or for speedy results, contacting TargetGov or looking to see what services we have to offer.