Government Contracting Tips: Maximizing Your Chances of Success

Navigating the world of government contracts can be quite a challenge. Those who triumph in this realm must combine their business acumen with patience, thorough research, and an abundance of endurance.

Did we mention patience?

The government sales cycle is a waiting game in itself, but before you even get a chance to participate, there are a few essential steps to take. The first and foremost is registering as a government contractor on SAM.gov. However, that's just the beginning; the subsequent efforts require aligning your business capabilities with the needs of your target customers. Let's take a high-level overview of what you can anticipate during your journey to secure government contracts.

Craft a Capability Statement

When creating your capability statement, keep three Government contracting tips in mind. Firstly, keep it concise and limit it to one page. Secondly, explain your business capabilities using clear language that highlights your competitive advantages. Lastly, enhance your statement by incorporating business information that attracts potential customers. Focus on the following five sections: core capabilities, differentiators, past performance, company data, and contact information. Though it may seem daunting, our guide to crafting a clear and concise capability statement will simplify the process.

There are other important Government contracting tips that may seem obvious but are sometimes overlooked. For instance, when preparing your document, be sure to include the title "capability statement" so that the government procurement team can easily file it away for future reference. Keep it brief, as contracting officers use capability statements to quickly assess whether your company warrants further market research. Award decisions are made later in the process, once you've identified a solicitation you wish to pursue. Lastly, don't hesitate to customize your base capability statement to align with the customer's specific requirements or the particular product and service lines you aim to promote.

Thoroughly Review Government Opportunities

Before deciding to pursue a government contract, thoroughly review the agency's requirements regarding technical scope, past performance, price, and specified delivery schedules in open government opportunities. Read as many relevant opportunities as possible to gain insights into how buyers in your target market make purchasing decisions and what they value in an offer. In some cases, you may realize that you are unable to meet the requested capabilities of certain agencies or industries. In such instances, it's best to move on to the next opportunity rather than wasting time drafting a proposal.

When you determine that you can present an offer that aligns with the customer's requirements, closely review the government's solicitation documents to develop a differentiated strategy from your competitors. It's time to dive in and start writing!

Identify Your Target Market

During the market research phase with Government contracting tips of the acquisition lifecycle, the government begins connecting potential solutions with companies. This allows contracting officials to gain a better understanding of industry capabilities, business lines, product/service development, prices, and costs. They reach out to the industry by posting requests for information, requests for quotation, and sometimes source sought notices through platforms such as Beta.Sam.gov, GSA Advantage, and eBuy. It is crucial for companies seeking government contracts to actively participate in the market research phase. By doing so, you can help shape the upcoming solicitation. If you're not involved in the market research, it's likely that another company is influencing the solicitation in their favor.

Suppliers should also recognize the importance of establishing business relationships with program and contracting professionals. Attending meetings like industry days or pre-award conferences, and engaging in communication through phone calls or email, enables you to establish your brand with the customer and gain a better understanding of their market niche. While none of this guarantees winning contracts with Government contracting tips, it provides critical insights into the goods/services the agency procures and how they go about it. Participating in the market research phase allows you to gradually narrow down the list of open government opportunities, enabling you to focus your limited time on solicitations where you have the best chance of success.

Develop a Social Profile

There are free market research databases that connect buyers and suppliers in the public sector. Creating a free supplier profile puts you in front of thousands of government professionals who visit public sector forums for early market research. This can help you discover business opportunities at the federal, state, and local government levels. By purchasing a subscription, you'll be matched with active contract opportunities and solicitations through machine learning algorithms, gaining access to Public Spend Forum's open global community.