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Government Contracting
Winning government contracts means understanding complex rules and regulations. If you are already a government contractor and want to win more government contracts, you must perfect your techniques for finding government contract RFPs and for winning government proposals. Business development and marketing for government contracts is very different from doing business in the private sector. There are also differences between federal contracting, state contracting, and local contracting. Here are some articles to help you become a government contractor and win more contracts.-
Contracting can be a strange business. Someone you work with today, could be working for a competitor tomorrow. And vice versa. Large procurements are often pursued by a team of companies, with each member bringing something to the table. As a whole, the team has more to offer than as individuals. -
Companies that have never done business with the Federal Government before are at an inherent disadvantage because of past performance evaluations. Find out how to win anyway.
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The government has moved away from maximized competition and lowest responsible, responsive pricing to Best Value Procurements. -
It makes sense that a proposal debrief after a loss is a way to understand what you could have done better, but it may seem unnecessary to ask for a debrief when you won. Obviously, they loved your proposal and chose you, so what more could you ask for? Besides getting a reassurance that you got things right, there are a important reasons you should ask for a debrief.
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Find out how the Federal Government announces contract opportunities and what you need to win them. -
When the economy goes down, doing business with the Government starts to look more attractive. But for an "outsider," figuring out how become a "Government Contractor" can be difficult, even intimidating. It's a big subject to cover in a single article, but here is what you need to get started.
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Many companies are intimidated by the regulatory hurdles inherent in doing business with the Federal Government. Yet they see many other companies profiting from working with the Government. Here's a bird's eye view on what's involved in doing business with Uncle Sam. -
"I could satisfy the government, but I couldn't give managers the information they needed to do their jobs," says Shannon Winston, Controller for Apex Environmental, of the legacy system they wanted to replace.
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Find out how to get the most out of it, when the customer agrees to debrief you on how they evaluated your proposal. You need to come prepared with the right questions because you won't get a second chance. Your future proposals are depending on it. See our list of debrief questions. -
There are many different ways you can charge the customer, and there are different contract types for each. Here is an introduction to them.
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The difference is not about the dollar value or who the buying entity is nor the kind of work being done. The difference is subtle but important... -
Proposals submitted to the Government can be very different from proposals submitted to other companies.
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Even though commercial proposals may not comply with Government requirements, there is a lot to learn from the private sector that can improve Government proposals. -
Even though a company doing business in the private sector isn't bound by the same regulations as those that do business with the Government, there is a lot they can learn from how Government proposals are prepared.
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The Most Favored Customer clause is based on the premise that the government deserves similar or better discounts than the best discount you offer to a particular customer category. When you apply for a GSA schedule, the government will generally negotiate a discount that is equal to, or better than, the discount given the MFC. -
A widely held belief among people doing federal business is that a protest costs far too much and is not good business because the agency will retaliate. Find out why the author of this article rejects both claims.
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The average sales person does not spend enough time analyzing Section M when completing a proposal. Not to grasp all of this key section is to do business at your own peril. -
A lot of effort goes into finding out who is going to release a suitable RFP. If you are not focused, you end up responding after RFPs are released instead of anticipating and preparing for their release ahead of time. Segmenting the marketplace can help you gain the focus you need to win.
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