CPR For US Federal Government Contractors (04/30/2018)
April 30, 2018 - The US Federal Government contracting sector is competitive. Hundreds and thousands of businesses are submitting proposals (mostly) as a knee-jerk reaction to FBO.gov rather than being on offense and having a strategic capture plan.
If your business needs some "new life" or CPR, it's important to focus on 3 things:
(1) C - Capabilities - narrow your offering and have a core expertise. Do that "one or two things" really well! Don't try to be everything to everybody.
(2) P - Past Performance - the Federal Government is risk adverse. Build trust & credibility by demonstrating that your firm has successfully worked in this capacity for many years.
(3) R - Relationships - again, the Federal Government is risk adverse. Submitting a compliant proposal is only part of the game. Build trust by strengthening relationships with buyers, partners and Primes. Bring something to the table (ie. an opportunity).
Check out our Resources Section for more information to help fuel your strategy.