Federal contractors got a trick and a treat from lawmakers the day before Halloween. To start with the treat: we are close to having an actual budget for the first time in years. This will enable businesses to make long-term plans based on concrete numbers.

The trick: Many contracts will likely still be held until the spring. This is because it takes time for funding to be distributed and for contractors to process and release the countless delayed requests for proposals to industry.

I've noticed the initial reaction to this news among small businesses tends to be a sigh and maybe an eye roll. After all, there are bills to be paid, employees to hire and products to develop, which can't be accomplished through statements by politicians. It can be frustrating when opportunities you've poured time and resources into are postponed. However, with the right strategy you can transform the extended time between opportunity identification and a RFP release from an aggravation into an advantage.

The most important thing you can do is get out of the office and meet with people. This is exactly what we are doing at The Meyers Group. In fact, I am on the road with a client right now. Here are some tips for maximum effectiveness.

  1. If a contract is now six months away instead of two, schedule follow-up meetings with your government points of contact. Remind them about your qualifications and find updates to keep your narrative fresh. If you haven’t already, seek out people involved with the contract not listed on sites like FedBizOpps.gov You may be surprised by the sway end-users and other influencers have on the award outcome.
  2. Attending conferences can be great avenues for meeting people if you plan ahead. This past weekend I was at the Air Lift Tanker Association convention and will be at the Federal Times’ CyberCon in November. Let government contacts know you’ll be attending beforehand. Touch base or meet at the conference, but be sure to have a follow up meeting or demonstration at a later date. Impressions are made at the conference and the work is done after.
  3. Relationships with other contractors are just as necessary as relationships with the government. Program Managers (PM) at large companies receive as many meeting requests as federal contract POCs. Stay in frequent contact if you want to be remembered for a certain contract. If an opportunity comes their way sometimes the company they partner with is whoever’s business card is on top of the stack. Relationships with fellow small businesses can often yield results faster than working with large primes. I’ve seen small businesses compete and win contracts against larger firms by pulling together their resources. This can also yield a faster pay schedule.
  4. Be sure to also prepare in-house for RFP releases. Get the company on board with plans for future pursuits. If you have a number of contracts you expect to be released in a short period of time streamline your proposal shop. Hammer out work-share agreements with teaming partners ahead of RFP releases will keep things simple and (mostly) lawyer-free.

I look forward to seeing you on the road.

George Meyers is a managing partner at The Meyers Group. 

Share:
In Other News
Load More