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 company access those contract vehicles? Which contracts will be coming up for recompetition in the next six to twelve months?
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 spring.
First step: Get focused. Here's what to do.
If you already have federal clients: Let your top past performance open doors to your best prospects. Reach out to your top federal clients, and ask them two things: “If you were me, who else in your agency would I be calling? And which one person in another agency should I be calling on?”
If this is the year you’ve decided to get started in federal contracting...
What's in store for small business -- and ALL business -- in FY2015? It's not getting easier...but it's not all bad. Continuing resolutions, new problems, old struggles, surprising twists, dark horses and unlikely outcomes! Get the full picture in my blog post at the Washington Business Journal.
What one change would make a difference for you in the year to come, and why?
Here, I'm working with Lynn Drake, President of Compass Commercial to ramp up her outstanding value proposition for federal buyers in a great session I presented at the Women's Business Enterprise Council - Great Lakes recent conference in Novi, Michigan. Lynn's company just won a big Michigan government contract. How could she talk about that in ways to attract new business?