By Judy Bradt, CEO Summit Insight: Time after time, I hear business owners saying, “I can never win at that Federal agency. The Contracting Officers (CO’s / KO’s) only want to work with HUBZone, 8(a), Veterans, or (soon) women-owned, businesses they can sole source to.” Don’t get … [Read more...]
Activating Your FY2015 Sales Plan (Part 4)
Reach out to potential partners who can help you access contract vehicles or set asides. Many competitors are potential partners, too – especially if they are eligible for set-aside program that are different from yours. Go back to www.USASpending.gov to see which companies are the top vendors in … [Read more...]
Where Are Your Buyers? 3 Ways To Build Essential Federal Connections (Part 3)
Next, it’s time to build or refresh your contact list for your fiscal 2015 federal effort. Successful federal contractors build many relationships inside each federal agency for every major sale. Whether your business is large or small, you’ll also need another deep set of diverse contacts among … [Read more...]
FY2015 Federal Success Launch (Part 2): Where To Get Intelligence.
Now is a great time to begin your prospecting plan. Start by looking back: the past contract awards on www.USASpending.gov reveal the big picture. What did your target agencies buy last year -- from your competitors as well as from you? Which contract vehicles did they use most? How will your … [Read more...]
Make FY2015 Your Best Ever (Part 1): Get Focused!
If you’re a federal contractor – or want to be -- here’s what you need know to get your fiscal 2015 off to a strong start. Federal contract awards may be even slower than usual in October through January. But that makes it the perfect time to do the essential groundwork that pays off in the … [Read more...]
Pinpoint Your Best Prospects: Sweet Spots Before Long Shots
Business owners understandably get frustrated and give up on the federal market when their efforts don’t bring results. The best clues to your top federal prospects can be right in front of you! As you develop your federal business plan for the year ahead, your answers to these questions will … [Read more...]
Government Contracts Made Easier
One of our contributors, Judy Bradt, brings you the secrets to winning US government contracts in her book, Government Contracts made Easier. Whether you're taking your first steps, or expanding your footprint in pursuit of the world's largest buyer. Her book is loaded with resources that seasoned … [Read more...]
Federal Acquisition Regulations by Judy Bradt
Judy Bradt wrote a series of blog posts covering the Federal Acquisition Regulations (FARS). FARS are as important to understand when selling to the government as are laws governing our roads when driving down the road. Not understanding the regulations in either case can be costly and potentially … [Read more...]