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2012 WOSB National Council Summer Conference

Winston Churchill is famously quoted as having said He who fails to plan plans to fail. This is certainly true in the federal contracting space. The myriad rules and regulations are only a small part of the story. Each individual agency, and there are hundreds, have their own unique ways of doing business. For a firm to effectively compete, you must demonstrate a working knowledge of not just the federal landscape, but the unique aspects of the client you are targeting and how your services specifically meet their needs.
Following are 10 things to keep in mind when determining your strategy for establishing a competitive edge to win/keep a federal contract:

Insiders View: Understanding Agency Priorities to Access Contracts

Embassy Suites Washington DC August 1, 2012

Pivotal Practices Consulting LLC

Patrina M. Clark, President

http://pivotalpractices.com

Contact Us 301.927.2389 office 1.855.85.PIVOT toll-free & fax info@pivotalpractices.com

1. Know your target client. All federal agencies are not the same. In fact, they are very different. Research your prospective client one agency at a time. 2. Do not make cold calls/send blind emails/letters. Federal buyers are program managers and, they are usually SWAMPED! Find meaningful ways to connect. 3. Network in meaningful effective ways. Authenticity is a great differentiator. Attending events in which you have a genuine interest will increase the chances of making meaningful connections. 4. Be aware of your virtual presence. This includes your web presence, as well as the search results for your name (including Twitter feeds). 5. Have realistic expectations about the agency procurement meet and greet sessions. Its going to be tough to stand out at these events. They are a great opportunity to practice your marketing/professional speech and make other connections.

6. Keep your proposals and solicitations clear, concise, and correct. Federal employees with full-time jobs staff federal contracting panels. Your proposal can really stand out by saying less but more of the right things in the right way. 7. Ensure your proposal is targeted to the specific RFP. This extra effort can yield tremendous benefits proposal review panels are much more likely to read with interest a well-written, tight proposal that is clearly targeted to the specific need. 8. Be appropriately responsive, but do not be a pest The squeaky wheel will not get the oil it will just be an irritating squeak. 9. Under promise and over deliver. Make sure you do what you commit to doing or appropriately manage expectations when youre not able to honor a commitment. 10. Strive to consistently deliver excellence. Fairly or unfairly, your actions have a great likelihood of shaping the opinions of agency officials and contracting representatives about other women-owned firms.