To call the effects of sequestration on federal agencies "uneven" is an understatement. But creative contractors can also spot opportunities in the confusion and uncertainty. Classic marketing advice is to look for your customer's pain points. Here's four kinds of pain that you might be able to turn into profit: Service levels, savings, meetings, and small business outreach.
Budget cuts driven by sequestration and Continuing Resolution have just made it tougher for Federal buyers to meet vendors in 2013. What's a business owner to do?
My conversations this week with major prime contractors reminded me of the risks business owners run when they don't stay on top of changes in federal budgets, priorities and regulations. In a market where change is now the only certainty, winners can't afford to get behind.
Did you notice? The Feds are piloting a new way to conduct small procurements faster and save buyers and sellers time and money.
Congress' most recent round of action and delaying tactics mean a continued federal fiscal squeeze in the face of uncertainty. Expect federal buyers to push contractors to the limit of risk and resources -- because buyers have no resources left to absorb the risks. There will be some sharp short term adjustments as many projects get cut. That uncertainty and pressure is making small business owners think hard about whether it's worth getting into the federal market. It's also driving others -- like an 18-year-old multi-million dollar firm with experience in over a dozen agencies -- to make major investments to sustain their federal success.
Want your company to be top of mind next time federal buyers are drafting their requirements? Federal procurement forecasts can lead you toward decision-makers you'll want to meet before the formal competition begins.