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Answer Upon - 4 Step Guide to Contracting Opportunities for the Disaster Relief and Reconstruction Process
Have you ever walked into a busy retail store, and heard a patron say, “this place must be making a fortune”? Obviously this analysis is simply based on the amount of people in the store at the time. Then maybe a year later, the same establishment closed. That very same patron might wonder what happened.Many people love to watch the game of hockey, why is that?They understand how the game works; enjoy evaluating and observing their favorite players in action. These fans will keep themselves up to date, go to the actual games, have long discussions with friends, watch the sport shows, and read the newspapers. Through these means they can study the players, know their stats, and can give an educated opinion on the game of hockey. Most of these types of dye hard fans are very passionate about the game, and some might agree with me when I use the term obsessed. If some of these fans would consider dedicating themselves the same way in business, they could be very successful!!!How does hockey relate to understanding business?• The player’s would be your employees. • Your fans are the loyal customers. • The referee’s is the governmental bodies who enforce the laws. • The stats are you
B. Use the information you have researched from the FPDC web site to detail the specific people who have purchased your products or services in the past. Add them to your contact manager.
C. Set up a schedule of contacts with these people. The contacts should include personal phone calls, emails, direct mail, visits during procurement conferences and all out-reach sessions. Try for at least 12 to 18 touches per year. Since active procurement projects are progress, step this up to every few weeks.
D. Long Term Action Item: As you build relationships with the Contracting Officers and Specialists, ask them for the names of the end users who are involved in the projects related to your products and services. Ideally, as you work with them you can begin to really understand the problems they experience and educate them how you can solve those problems. And perhaps become a preferred vendor.
E. Join the International Association of Emergency Managers: www.iaem.com
Step 4: Identify Business Development Processes Appropriate for Your Services and Products
If you want to develop both short and long term business opportunities involved in the disaster reconstruction process you must develop a strategy that utilizes a variety of tactics. These are the most effective:
Web site: Make sure it is specifically addresses the government’s purchasing best practices on your home page. Does your home page also note your GSA schedule and certifications?
Email: Is it professional? Do you use your business domain name? Or are you still using yahoo, hotmail or some non-business related address? It is very important to appear as professional as possible. Your business should be stable, reliable, established. Free or personal email accounts ma
In any business endeavor, an owner may encounter multiple sweaty-palmed experiences. Customers may engage in multi-tiered assaults ranging from vehement criticism of a product or service, censure for (the lack of) customer assistance, objection to time lag for delivering said product or service and the airing of numerous other grievances. Of course, an owner realizes that this comes with the precipitous territory of conducting business. However, it remains a humbling experience when interacting with a vociferous client -- an individual who will let everyone know from friends and relatives to the Better Business Bureau about the perceived shortcomings of the business.Perhaps the most daunting situation affecting an "it's not all what it's cracked up to be" business owner is a payment that is late or never arrives. Consider the private school owner who reminds a parent about the monthly fee only to receive this reply: "Just give me a few more days." Think of a construction company owner who rightfully seeks a periodic payment from the client and is dismissed with "I'll pay you when I can." Envision a gym owner who may have to do back flips just to collect on that monthly payment.Whether by choice or even nece
The disaster-related services and products needed in the Gulf states will cover every aspect of life, business and government in the affected areas. Savvy companies are working to fill the needs now. However, this is a long-term, multi-layered process. While initial contracts have already been secured, there will be many more contracts worth billions of dollars to come over the next 6-12-18 months and longer. Those firms that employ both short-term and long-term strategies will be the most successful.
Step 1: Identify the Agencies with the Budgets to Buy What You Sell
This is one of the advantages in doing business with the federal government. Unlike the corporate environment, you can find out what agencies have budgets projected for your products and services and when they are planning to spend it.
The Department of Commerce Hurricane Contracting Information Center (HCIC) will help U.S. businesses, especially minority and small businesses, participate in the Gulf Coast rebuilding efforts. The website www.rebuildingthegulfcoast.gov allows companies to register with government agencies that are providing contracts to rebuild the Gulf Coast. The website also provides basic information on doing business with the government, e-mail alerts regarding specific contracting opportunities, links to other government and local agencies, and information about minority business services.
The Department of Homeland Security (DHS) is constantly changing to best serve the nation’s requirements. The 22 agencies that initially made up the DHS originally maintained independent purchasing power. Now, the eight offices listed here are responsible for all procurement functions of the DHS.
DHS Acquisition Offices:
DHS Headquarters
Federal Emergency Management Agency (FEMA) Note: FEMA is the key agency responsible for the majority of disaster-related budgets
Customs and Border Protection (CBP)
Federal Law Enforcement Training Center (FLETC)
Immigration and Customs Enforcement (ICE)
Transportation Security Administration (TSA)
U.S. Secret Service (USSS)
U.S. Coast Guard Office of Procurement Management (USCG)
Check the DHS website for specific information regarding the disaster-related contracting opportunities: www.dhs.gov/openforbusiness
FedBizOpps is a federal government website that provides a central listing of most current federal contracts. Register at www.FedBizOpps.gov to receive the notices of bids and contracts that go through the normal contract advertising process. However, it has been noted on the FedBizOpps web site that many emergency contracts may not make it to this public forum. You may need to contact each agency to determine the specific opportunities available.
For past expenditures, check with the Federal Procurement Data Center (FPDC), part of the U.S. General Services Administration. The FPDC manages the Federal Procurement Data System (FPDS), which is the current central repository of historical information on Federal contracting. The system contains detailed information on contract actions over $2,500. The Executive departments and agencies award over $200 billion annually for goods and services. The system can identify who bought what, from whom, for how much, when and where.
Prime or General Contractors (GC) will be a source of sub-contracts for companies of all sizes. This disaster is of a magnitude that the US has never seen before and many contracting operations will be handled directly by Primes or GCs.
Action Items:
A. Check the agencies that have a history of purchasing your products and services. Go to www.fpdc.gov.
B. Use some sort of contact manager software like ACT! or Goldmine to build your own government procurement database and schedule regular follow-up.
C. New vendors: Get registered in the Central Contractor Registry: www.ccr.gov
Step 2: Find the Specific Offices in Your Targeted Agencies That are Most Likely to Purchase Your Products and Services
The DHS and US Army Corps of Engineers (USACE) have nationwide agencies and offices, as do Primes and GCs. Do you want to target areas that are geographically convenient to you? Do you have service, shipping or delivery issues that demand a local presence to your customers? How will this affect your bottom line? Can you effectively offer regional, national or international support? You will be most effective if you geographically prioritize the specific agencies, primes, GCs and offices to target.
Action Items:
A. Check the DHS open business opportunities that are listed on the Federal Business Opportunities web site: www.fedbizopps.gov/katrina.html. Go to each DHS agency link and click on “Offices” to identify offices geographically.
B. Contact the agencies to participate in their Vendor Outreach and one-on-one sessions.
C. Review the DHS Prime Contractors list on the DHS website for the top five that are your best matches. Contact the small business liaisons to schedule capabilities briefings.
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who are keys to your success and put them in your contact manager software:
--The Points of Contact (POC) for the US Army Corps of Engineers, DHS agencies, State agencies, Red Cross, etc.
--The Small Business Specialists
--Prime Contractor Small Business Liaisons
B. Use the information you have researched from the FPDC web site to detail the specific people who have purchased your products or services in the past. Add them to your contact manager.
C. Set up a schedule of contacts with these people. The contacts should include personal phone calls, emails, direct mail, visits during procurement conferences and all out-reach sessions. Try for at least 12 to 18 touches per year. Since active procurement projects are progress, step this up to every few weeks.
D. Long Term Action Item: As you build relationships with the Contracting Officers and Specialists, ask them for the names of the end users who are involved in the projects related to your products and services. Ideally, as you work with them you can begin to really understand the problems they experience and educate them how you can solve those problems. And perhaps become a preferred vendor.
E. Join the International Association of Emergency Managers: www.iaem.com
Step 4: Identify Business Development Processes Appropriate for Your Services and Products
If you want to develop both short and long term business opportunities involved in the disaster reconstruction process you must develop a strategy that utilizes a variety of tactics. These are the most effective:
Web site: Make sure it is specifically addresses the government’s purchasing best practices on your home page. Does your home page also note your GSA schedule and certifications?
Email: Is it professional? Do you use your business domain name? Or are you still using yahoo, hotmail or some non-business related address? It is very important to appear as professional as possible. Your business should be stable, reliable, established. Free or personal email accounts mak
Are you using or planning to use an executive recruiter? Better know what’s in store for you!The first step to considering a recruiter is to understand how they function. You can save yourself a lot of worry and enhance your candidacy when you take the time to learn how to interact with these professionals.Recruiters get hundreds of resumes in response to an opening they’re looking to fill. Typically they narrow them down to 20. And eventually wind up with four or five who become the primary candidates. You can see from the numbers what your chance are of making it as a finalist.You should also understand that to make it to the finals you have to send an extraordinary resume. Most recruiters have three questions in mind when they review those resumes.1. Does this candidate have the skills, capabilities, assets and education to do the job? No one will call you until you pass muster. Initially recruiters spend about 50 seconds scanning your resume to see if you have those basic qualifications. If not, your resume is tossed. Otherwise you will get a longer, more intensive reading.2. Will we like working with you? A good recruiter is looking for someone with passion. He/she is i
DHS Acquisition Offices:
DHS Headquarters
Federal Emergency Management Agency (FEMA) Note: FEMA is the key agency responsible for the majority of disaster-related budgets
Customs and Border Protection (CBP)
Federal Law Enforcement Training Center (FLETC)
Immigration and Customs Enforcement (ICE)
Transportation Security Administration (TSA)
U.S. Secret Service (USSS)
U.S. Coast Guard Office of Procurement Management (USCG)
Check the DHS website for specific information regarding the disaster-related contracting opportunities: www.dhs.gov/openforbusiness
FedBizOpps is a federal government website that provides a central listing of most current federal contracts. Register at www.FedBizOpps.gov to receive the notices of bids and contracts that go through the normal contract advertising process. However, it has been noted on the FedBizOpps web site that many emergency contracts may not make it to this public forum. You may need to contact each agency to determine the specific opportunities available.
For past expenditures, check with the Federal Procurement Data Center (FPDC), part of the U.S. General Services Administration. The FPDC manages the Federal Procurement Data System (FPDS), which is the current central repository of historical information on Federal contracting. The system contains detailed information on contract actions over $2,500. The Executive departments and agencies award over $200 billion annually for goods and services. The system can identify who bought what, from whom, for how much, when and where.
Prime or General Contractors (GC) will be a source of sub-contracts for companies of all sizes. This disaster is of a magnitude that the US has never seen before and many contracting operations will be handled directly by Primes or GCs.
Action Items:
A. Check the agencies that have a history of purchasing your products and services. Go to www.fpdc.gov.
B. Use some sort of contact manager software like ACT! or Goldmine to build your own government procurement database and schedule regular follow-up.
C. New vendors: Get registered in the Central Contractor Registry: www.ccr.gov
Step 2: Find the Specific Offices in Your Targeted Agencies That are Most Likely to Purchase Your Products and Services
The DHS and US Army Corps of Engineers (USACE) have nationwide agencies and offices, as do Primes and GCs. Do you want to target areas that are geographically convenient to you? Do you have service, shipping or delivery issues that demand a local presence to your customers? How will this affect your bottom line? Can you effectively offer regional, national or international support? You will be most effective if you geographically prioritize the specific agencies, primes, GCs and offices to target.
Action Items:
A. Check the DHS open business opportunities that are listed on the Federal Business Opportunities web site: www.fedbizopps.gov/katrina.html. Go to each DHS agency link and click on “Offices” to identify offices geographically.
B. Contact the agencies to participate in their Vendor Outreach and one-on-one sessions.
C. Review the DHS Prime Contractors list on the DHS website for the top five that are your best matches. Contact the small business liaisons to schedule capabilities briefings.
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who are keys to your success and put them in your contact manager software:
--The Points of Contact (POC) for the US Army Corps of Engineers, DHS agencies, State agencies, Red Cross, etc.
--The Small Business Specialists
--Prime Contractor Small Business Liaisons
B. Use the information you have researched from the FPDC web site to detail the specific people who have purchased your products or services in the past. Add them to your contact manager.
C. Set up a schedule of contacts with these people. The contacts should include personal phone calls, emails, direct mail, visits during procurement conferences and all out-reach sessions. Try for at least 12 to 18 touches per year. Since active procurement projects are progress, step this up to every few weeks.
D. Long Term Action Item: As you build relationships with the Contracting Officers and Specialists, ask them for the names of the end users who are involved in the projects related to your products and services. Ideally, as you work with them you can begin to really understand the problems they experience and educate them how you can solve those problems. And perhaps become a preferred vendor.
E. Join the International Association of Emergency Managers: www.iaem.com
Step 4: Identify Business Development Processes Appropriate for Your Services and Products
If you want to develop both short and long term business opportunities involved in the disaster reconstruction process you must develop a strategy that utilizes a variety of tactics. These are the most effective:
Web site: Make sure it is specifically addresses the government’s purchasing best practices on your home page. Does your home page also note your GSA schedule and certifications?
Email: Is it professional? Do you use your business domain name? Or are you still using yahoo, hotmail or some non-business related address? It is very important to appear as professional as possible. Your business should be stable, reliable, established. Free or personal email accounts ma
Ah, the business trip meeting. The stale coffee. The room full of strangers. The overwhelming smell of hotel lotion on your shirt collar. A business trip meeting may seem a lot like a flat mattress, no matter how much you toss and turn, you just can’t get comfortable. Still, business trip meetings aren’t an end all be all to comfort, there is a way to make them feel more like a productive session and less like a root canal. You simply need to keep yourself competent, confident, and poised with the ability to transition smoothly.Dress to impressIt may be hard to know what to wear to a business meeting. Is it casual? Is it black tie? Is it somewhere in between? Most likely, you won’t no for sure…there is no business trip meeting invitation that tells you what to wear. Dressing on the side of caution, and being over dressed rather than under, is the safest route. You will likely want to stay away from evening gowns and tuxedos, but wearing a business suit while everyone else is wearing jeans will go over much easier than wearing jeans while everyone else is wearing a suit.Don’t Show OffBusinessmen and women, when thrown into a conference room, sometimes adopt canine instincts: th
Prime or General Contractors (GC) will be a source of sub-contracts for companies of all sizes. This disaster is of a magnitude that the US has never seen before and many contracting operations will be handled directly by Primes or GCs.
Action Items:
A. Check the agencies that have a history of purchasing your products and services. Go to www.fpdc.gov.
B. Use some sort of contact manager software like ACT! or Goldmine to build your own government procurement database and schedule regular follow-up.
C. New vendors: Get registered in the Central Contractor Registry: www.ccr.gov
Step 2: Find the Specific Offices in Your Targeted Agencies That are Most Likely to Purchase Your Products and Services
The DHS and US Army Corps of Engineers (USACE) have nationwide agencies and offices, as do Primes and GCs. Do you want to target areas that are geographically convenient to you? Do you have service, shipping or delivery issues that demand a local presence to your customers? How will this affect your bottom line? Can you effectively offer regional, national or international support? You will be most effective if you geographically prioritize the specific agencies, primes, GCs and offices to target.
Action Items:
A. Check the DHS open business opportunities that are listed on the Federal Business Opportunities web site: www.fedbizopps.gov/katrina.html. Go to each DHS agency link and click on “Offices” to identify offices geographically.
B. Contact the agencies to participate in their Vendor Outreach and one-on-one sessions.
C. Review the DHS Prime Contractors list on the DHS website for the top five that are your best matches. Contact the small business liaisons to schedule capabilities briefings.
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who are keys to your success and put them in your contact manager software:
--The Points of Contact (POC) for the US Army Corps of Engineers, DHS agencies, State agencies, Red Cross, etc.
--The Small Business Specialists
--Prime Contractor Small Business Liaisons
B. Use the information you have researched from the FPDC web site to detail the specific people who have purchased your products or services in the past. Add them to your contact manager.
C. Set up a schedule of contacts with these people. The contacts should include personal phone calls, emails, direct mail, visits during procurement conferences and all out-reach sessions. Try for at least 12 to 18 touches per year. Since active procurement projects are progress, step this up to every few weeks.
D. Long Term Action Item: As you build relationships with the Contracting Officers and Specialists, ask them for the names of the end users who are involved in the projects related to your products and services. Ideally, as you work with them you can begin to really understand the problems they experience and educate them how you can solve those problems. And perhaps become a preferred vendor.
E. Join the International Association of Emergency Managers: www.iaem.com
Step 4: Identify Business Development Processes Appropriate for Your Services and Products
If you want to develop both short and long term business opportunities involved in the disaster reconstruction process you must develop a strategy that utilizes a variety of tactics. These are the most effective:
Web site: Make sure it is specifically addresses the government’s purchasing best practices on your home page. Does your home page also note your GSA schedule and certifications?
Email: Is it professional? Do you use your business domain name? Or are you still using yahoo, hotmail or some non-business related address? It is very important to appear as professional as possible. Your business should be stable, reliable, established. Free or personal email accounts ma
Income in and expenses out being recorded into their proper accounts is the essential tasks of bookkeeping. However, each type of business needs special treatments of these items. And the art business has its own unique requirements. If you are an artist then I apologize for being so blunt, but the fact is when you are considering your financial records, you are manufacturer of a product to be sold. And such your “product” is treated as any other manufactured item would be. This means that each of your creations is entered into an inventory account until sold. This is the accounting theory that says you must match expenses with the appropriate revenue.Both the manufacturing and construction industries use job costing to track the expenses incurred for each product assembled or built. An artist’s bookkeeper can take advantage of the job costing tool as well. In the cost of a piece of art work the costs of materials, such as paint, paper, ink, brushes, and miscellaneous small tools should be considered. But if you are using many colors and other items creating your piece than just how do you determine the cost of one piece of art? And what do you do if you go through several pieces of canvas or paper to cr
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who are keys to your success and put them in your contact manager software:
--The Points of Contact (POC) for the US Army Corps of Engineers, DHS agencies, State agencies, Red Cross, etc.
--The Small Business Specialists
--Prime Contractor Small Business Liaisons
B. Use the information you have researched from the FPDC web site to detail the specific people who have purchased your products or services in the past. Add them to your contact manager.
C. Set up a schedule of contacts with these people. The contacts should include personal phone calls, emails, direct mail, visits during procurement conferences and all out-reach sessions. Try for at least 12 to 18 touches per year. Since active procurement projects are progress, step this up to every few weeks.
D. Long Term Action Item: As you build relationships with the Contracting Officers and Specialists, ask them for the names of the end users who are involved in the projects related to your products and services. Ideally, as you work with them you can begin to really understand the problems they experience and educate them how you can solve those problems. And perhaps become a preferred vendor.
E. Join the International Association of Emergency Managers: www.iaem.com
Step 4: Identify Business Development Processes Appropriate for Your Services and Products
If you want to develop both short and long term business opportunities involved in the disaster reconstruction process you must develop a strategy that utilizes a variety of tactics. These are the most effective:
Web site: Make sure it is specifically addresses the government’s purchasing best practices on your home page. Does your home page also note your GSA schedule and certifications?
Email: Is it professional? Do you use your business domain name? Or are you still using yahoo, hotmail or some non-business related address? It is very important to appear as professional as possible. Your business should be stable, reliable, established. Free or personal email accounts ma
Each time you pick up the phone to execute a collections call, arm yourself with a positive attitude. The energy you portray in your voice will unconditionally dictate the results you receive. Keep a smile on your face, although the person you’re speaking with may not be able to see it, they will inevitably hear it in the tone of your voice.Give the debtor your undivided attention, refrain from putting them on hold if you get a call on another line, this is considered bad phone etiquette, and with good reason. The last thing you want to imply is that the debtors time is less than valuable. Allow the answering machine to retrieve the other call, you can always return the other persons call as soon as you are finished. A prompt reply to a phone message leaves a good impression. Consider how it makes you feel when you are put on hold.Timing is everything, take into consideration what time of day the person you’re calling starts their day. If the office opens at 9:00 give them a little time to settle in, have their first cup of coffee, check their messages etc. Consider calling about 9:30 or shortly there after. Making calls during a typical lunch hour should be avoided, its likely you’re not going to reach any
B. Use the information you have researched from the FPDC web site to detail the specific people who have purchased your products or services in the past. Add them to your contact manager.
C. Set up a schedule of contacts with these people. The contacts should include personal phone calls, emails, direct mail, visits during procurement conferences and all out-reach sessions. Try for at least 12 to 18 touches per year. Since active procurement projects are progress, step this up to every few weeks.
D. Long Term Action Item: As you build relationships with the Contracting Officers and Specialists, ask them for the names of the end users who are involved in the projects related to your products and services. Ideally, as you work with them you can begin to really understand the problems they experience and educate them how you can solve those problems. And perhaps become a preferred vendor.
E. Join the International Association of Emergency Managers: www.iaem.com
Step 4: Identify Business Development Processes Appropriate for Your Services and Products
If you want to develop both short and long term business opportunities involved in the disaster reconstruction process you must develop a strategy that utilizes a variety of tactics. These are the most effective:
Web site: Make sure it is specifically addresses the government’s purchasing best practices on your home page. Does your home page also note your GSA schedule and certifications?
Email: Is it professional? Do you use your business domain name? Or are you still using yahoo, hotmail or some non-business related address? It is very important to appear as professional as possible. Your business should be stable, reliable, established. Free or personal email accounts make you appear fly-by-night or non-professional.
Do you accept government purchase cards? This is mandatory in the government contracting environment. And it also works to your advantage by speeding up payments.
Action Items:
A. Take a critical look at your business development tools to determine if they meet the specific needs of your government prospects and clients. Give your website TOP PRIORITY.
B. Identify the companies that could be good teaming partners. Add them to your contact manager and start the relationship building process.
C. Schedule a pro-active contact process with all targeted contacts and assign specific tasks to specific people in your firm.
If you use these specific tactics and strategies you will find that you will have better opportunities for government contracts in both the short and long term.
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