7 Ways To Tap Inta FED GOV Contracts Without Having Ta Be In Ub... By senniter Schaus, March 20 2 Doing business withthe US FED GOV was. ithe pasta great way for companies t diversify their client prtalia and mitigate risk - should the economy callapse. Now it seams tobe the aly marketplace that every business large and small wens to sel to, This wilincrease the already competitive BZG market end give the government ‘more choices at even greater price discounts. However. it is nat impossible to play in this vertical ~ it just takes time anda lang-term desire to succeed There are multiple ways to sell tothe US FED GOV successfully without having to mave your business ta Washington, |. Mast US FED BOV purchasing actual takes place outside of Washington wich may bea surprise to some ll Federal agencies have ofices al araund the US ~and the world, These ffices have needs that range fram buying computers to facilities maintenance. WHAT YOU CAN DO NOW: Obtain ist of he government offices in your area based on your offering, make yaur sales call seta meeting and make your pitch. RECOMMENDED: Tactical Insight Inc. in VA is a small business helping ather small businesses with market and competitive analysis as well as contact info an the decision makers. 2. Having a presence in Ds stl important and necessary to keep a pulse on decisions and legislation that may impact your firm or industry in general. There are ample lobbyist and associations WHAT YOU CAN DD NOM: Join the association related to your industry to start bilng a network of people that have similar business abjectves. RECOMMENDED: The ASBC - The American Smell Business Coalition, focused on educating and helping ‘government contractors. 3.In addition to associations, itis important to also have a presence tat is looking out for your specific campany not just your industry. Washington DC is packed with 826 sales/merketing experts who can learn your business and make the C sales calls for you, WHAT YOU CAN DO NOW: Know your tp 3 target agencies and hire a rep who has existing strang relationships within those organizations. RECOMMENED: Keith R Scott Associate - This DC meta frm knaws the process and can accelerate your sales pracess by working “inside the beltway” For you4, Selling to the US FEO GOV can be complicated, cumbersome and drawn-out. The FED GOV knows this and has placed PTAC offices around the country to help companies learn abaut how to sell to the FED GOV. WHAT YOU CAN DO NOW: Visit your local PTAC office and attend seminars to learn about the process. An educated government contractor makes a better and more profitable contractor. RECOMMENDED: Attend the seminars and also work Ll with an advisor. 5. Many small businesses fel there isan unfair advantage by large firms, called Prime Contractors We know their names and se their commercials on TV Mast ofthese firms have a presence in OC and are obligated to sub-contract to small business. They typically have a person ar division dedicated to finding compatible small businesses, \WHAT YOU CAN DO HOVE: Register on their website and fallw-up witha cal RECOMMENDED: Align yoursof withthe top 3 Primes who afer similar or compatible service. 6 Again, many small businesses fel they arena big enaugh to compte inthis marketplace. The US Government has “set-aside” contracts specifically for small, minority owned, veteran owned, HUBzong et. firms. WHAT YOU CAN DO NOME: Visit the SBA website ta determine if you are a smal business o have any other advantages. Small business sizes vary by industry.) RECOMMENDED: Contact Mite Veve at Lasa, Monriog and Veve wha can help complete the formal SBA small businass (Ba) proposal on your beh 7a not underestimate the power of social media, Many sites are popping up that are industry specific. Even the FED GOV agencies are using social media to communicate and lacate potential vendors. There are many dedicated tu government contracting where you can read, participate, ask questions, post answers and find teaming & sub- con opportunites. You are not restricted by geagraphy when it comes to the web. WHAT YOU CAN 00 NOW: Join Likedln's groups related to FED GOV. RECOMMENDED: TFCN.us GovLoop com and GovlN In conclusion there are ways to market and sell to any vertical market. The US FED GOV market seems daunting and can be due tothe red-tape and on-going paperwork. Although ther is no “slvr bullet” ta sales in any rmerketplace these resources can help firms both outside and inside the DC metro area to get a start an compete for and potentially winning contracts. nla eh ras ai ovr ansliog fi Msn OC eed on sess development wd maki ears far caractrs Far mor infrmaton pase vi wn ouerSohaxs.cm