While I don’t agree with all of the authors points, statistics and statements, the general sentiment expressed in the article below, that relationship building is important to achieve success and to build trust in the government space makes this article worth the read. – Andrew Smith, GTPAC
Only 10% of what you see on SAM.gov is actually available for you to bid. This is because most businesses already have relationships with procurement officers before the opportunity goes online.
I didn’t know this as an entrepreneur. I pushed my business through this never-ending cycle of bidding on government applications with no results. I would apply to every opportunity that seemed to match my business services, only to be disheartened by an unresponsive agent. So I blamed it on the system, saying, “the government is slow.”
But there’s no denying how our country spends more than the amount of Sweden’s economy on contracts in one year. The sheer volume requires efficiency.
I figured I must’ve been doing something wrong. So, I met a business advisor who specializes in government procurements at the Small Business Administration. She helped me see my simple mistake: I wasn’t building relationships with government procurement officers.
She showed me how to identify and approach a list of ideal government buyers (IGBs). I’d like to share that guidance to help you increase your odds at landing a federal contract for your business.
Continue reading the article at: Medium.com (The Startup)