5 Tips to Grow Your Government Business in FY2014
The government shutdown which occurred on October 1, 2013 has left many businesses wondering how to approach the upcoming Fiscal Year 2014. Many government contracts were placed on halt during the shutdown and numerous were also terminated. The economy and many commercial businesses have suffered, and as a result they are looking for a solution to create a more prosperous year.
Before a commercial company wins a government contract, there is much research and preparation to be done first. The research and planning phase begins with careful consideration and recognizing the strengths in your product and/or service. Many businesses aren’t aware that the resources for doing business with the government are readily available online. Websites such as USAGov and U.S. Government Blue Pages can be very instrumental in your research. Another important consideration is recognizing what category your business falls into, which reflects back to your strengths. Knowing where your business falls in the small or large business spectrum can effectively help you identify which government departments to market towards and contact for possible contracting engagements.
Many commercial businesses still fail to understand how to expand their business within government agencies. Here are 5 tips for growing your business with the government:
- Develop a Government Sales & Marketing Plan – Review the Agency’s Mission, procurement forecast and budget, this will allow you to target the right agencies.
- Find Who the Decision Makers Are and Talk with Them – Talking to the right person can make a world of difference in the time it takes to close a deal.
- Analyze How You Currently Market to the Government – Market to the government just like a commercial client by raising your federal brand awareness.
- Find Your Government Competition – Knowing your competition can help you understand the market and where to go after opportunities.
- Find Teaming Partners – Government agencies encourage teaming and partnering among companies competing for government contracts. This partnership builds past performance while building a relationship with the government agency.
Following these 5 tips will help to ensure your company’s success in government contracting and increase your revenue over the next fiscal year.
To learn more on this topic, we encourage business leaders and GSA Schedule contractors to watch this webinar, “Growing your Government Business during the FY2014 Crisis.”
You can also watch this and other government contracting webinars on Winvale’s YouTube channel.