Winning Government Business After You Have a GSA Contract or Federal Supply Schedule

So you and your company have invested significant time and money into achieving a GSA Contract or Federal Supply Schedule (FSS). This process likely took upwards of a year, and now it's time to grow your business. But where do you start? Here's a comprehensive strategy to help you capitalize on your hard-earned contract and maximize your opportunities in the government sector.

1. Resource Sources Sought

Once you have your GSA Contract or FSS, the next step is to resource Sources Sought notices. These notices are issued by government agencies to identify potential suppliers before they release a Request for Proposal (RFP). By responding to these notices, you can position your company as a capable and interested supplier early in the procurement process. This proactive approach increases your visibility and can lead to invitations to bid on contracts that align with your offerings.

2. Conduct Market Research

Thorough market research is crucial in targeting the right government customers. Understanding the specific needs, budgets, and purchasing behaviors of various government agencies can help you tailor your offerings and marketing efforts. Utilize tools like the Federal Procurement Data System (FPDS) and USAspending.gov to analyze spending patterns and identify potential opportunities. Knowing which agencies are most likely to need your products or services allows you to focus your efforts effectively.

3. Build Relationships

Building strong relationships with your government target market is essential. This involves not only connecting with procurement officers and decision-makers but also networking with other contractors and industry partners. Attend industry conferences, trade shows, and networking events to establish these connections. Relationships built on trust and reliability can lead to repeat business and referrals.

4. Know the Right Call Points

Ensuring your sales team knows the right call points is critical to maximizing their probability of success. Train your sales team to identify and reach out to the key decision-makers within government agencies. These can include procurement officers, contracting officers, program managers, and other influential stakeholders. Understanding the hierarchy and procurement processes of each agency can significantly enhance your sales team's effectiveness.

5. Align Your Resources

Growing your government business requires the alignment of your company's resources. This involves synchronizing your sales, sales operations, and marketing teams to work towards common goals. Your sales team should be well-versed in the government procurement process, while your marketing efforts should highlight your GSA or FSS status and the benefits of your products or services to government buyers. Sales operations should ensure that your processes are efficient and compliant with government requirements.

6. Serve War Fighters, Veterans, and Their Families

Having a product that the government can use to serve war fighters, veterans, and their families is not only beneficial for your business but also a way of giving back to the community. This sense of purpose can be a powerful motivator for your team and a compelling selling point for your products. Highlight how your offerings contribute to the well-being of these groups in your marketing and sales pitches.

7. Develop a Short-Term and Long-Term Strategy

A well-rounded strategy should include both short-term and long-term goals. Short-term strategies might involve targeting quick wins by responding to immediate RFPs and building a pipeline of potential contracts. Long-term strategies should focus on establishing a strong presence in the government market, nurturing relationships, and continually adapting to changing government needs and procurement practices.

8. Seek Expert Coaching

Navigating the complexities of government procurement can be challenging. Coaching with a resource knowledgeable about the government market can fine-tune your efforts and maximize your opportunity. Expert coaches can provide insights into best practices, help you avoid common pitfalls, and offer guidance on compliance and strategic planning.

Conclusion

The opportunity to grow your business with a GSA Contract or Federal Supply Schedule is immense. If you have achieved this milestone, I applaud your hard work—it’s not an easy feat. Now, the real work begins. By resourcing Sources Sought, conducting targeted market research, building relationships, knowing the right call points, aligning your resources, and having a strategic plan, you can unlock the full potential of your government contract. Remember, having a trusted coach can make all the difference in fine-tuning your approach and ensuring long-term success.

Let's grow your business together. The future is bright, and the opportunities are vast. Are you ready to take the next step?