Deciding to throw your hat into the government contracting ring can be a little bit intimidating. John Boulware, the Alexandria Small Business Development Center’s resident government contracting expert, has a few tips on how to develop Federal business:
- Know what you do well that the “Feds” buy and stick to your sweet spot
- Develop, maintain, and grow a network of individuals who can provide regular and useful information on Federal activities
- Identify 1 to 3 target agencies based on knowledge of requirements, funding, and resident access
- Identify 1 to 3 large firms as primes in the Federal space that you can work with and that will work with you
- Perform research on your target agencies and firms
- Tailor your correspondence, presentations, marketing approach, and collateral materials to your audience, the situation, and the opportunity
- Identify and focus on business opportunities that are real and winnable
- Conduct regular management reviews of your Federal business development activities to track effectiveness and return on investment
- Learn the fundamentals of good Federal proposal preparation and writing
- Join a relevant technical association and be “active”
If you’re interested in learning more about Federal business development, register for our workshop on Federal Subcontracting on Thursday, August 26th. If you need more customized information or would like to speak with one of our counselors on government contracting, Request a Counseling Session.