For those working with any governmental organization, some requirements must be understood and achieved. These include specific obligations, compliance standards, cost structuring and more. These are non-negotiable when it comes to creating a successful contract.
As a federal contractor, networking can be key to preparing a successful bid and contract. By partnering with a government contract services or consulting firm, you will be able to submit highly competitive bids, maintain compliance with federal regulations and significantly improve networking opportunities.
This article outlines some valuable information to keep in mind as you consider enlisting the expertise of a government contract services team to boost your success.
Branching Out Your Network
The most important element of networking is the variety included in the people and agencies you meet. As a prospective contractor, your reach should go further than the federal agencies. Branch out to any contact that could be a potential buyer, including large prime contractors.
Government buyers won’t always reach out to contractors, particularly those new to the industry; therefore, creating those opportunities is important. Attending events and speaking with contacts allows you to create those connections in ways that are effective and lasting.
When attending any networking event, check to see if the attendees’ list is being made available for review. Knowing who will be there in advance can give you a head start for knowing with whom to talk to during the event, maximizing the time you have with key individuals.
By using this list as an opportunity to research the attendees, you can better prepare for how to use your time, prioritizing the contacts you seek to make. Consider mapping out a plan to make the meeting valuable.
Researching these potential connections will do more than just give you the ability to create a plan. Consider also researching any expiring contracts, allowing you to place yours next in line.
By knowing in advance what their needs are, you can use this networking time to demonstrate to the agency or buyer that you can provide the best solution for them showing that you are well prepared.
Establishing and using the network while also delivering the perfect pitch, also requires the right closing. Following up with your contact after the meeting will demonstrate your dependability and willingness to cultivate a successful contractor relationship. The time allotted for making this connection was likely very limited; a follow-up with your contact will ensure that this networking opportunity is valuable.
Government buyers meet with many prospective contractors; you will likely have a limited timeframe in which to present your materials. The most important aspect to the government representative is that your business offers the contractual services they need.
Use this time efficiently to deliver a clear and concise view of your services and how they match the needs of the government.
Host an Event
If you are unable to attend scheduled events, consider hosting one yourself. If you are not able to host, sponsoring an event is another great opportunity. Not only is this a great way to promote your brand, but you can directly offer your services to attendees.
Build a Relationship
While these short meetings can be helpful, they do not always provide direct opportunities to connect. To create a long-term connection, the contact must be continuous. By making regular efforts to stay in touch and remind buyers of your services, the familiarity will create a stronger relationship over time.
Should your business discover a new solution for the buyer, or notice that their current contract may expire soon, this is a great opportunity to get in touch with your contact. Doing so will allow them to become better acquainted with you, making your business a ready resource for them when the opportunity is available.
Getting Contractual Services
Networking for government contract services is imperative to successfully compete. This can be overwhelming to those businesses new to the industry and require a significant amount of time for any contractor. Enlisting the experience and expertise of government contract services consultants can benefit those new and experienced in contracting with the federal government.
Outsourcing can also benefit in the areas of maintaining compliance, adhering to cost and pricing regulations, and helping your business create a far more extensive network for future opportunities. Government contract services consultants can assist in obtaining, negotiating and maintaining current and future contracts.
Diener & Associates follow all DCAA, DoD and other government agency guidelines which are essential to gaining and maintaining government contracts. For more information, call 703.386.7864 or schedule a consultation here.