So, you've worked hard to get your GSA schedule contract (or the attention of a prospective government agency as a customer who will be soon issuing a solicitation) and you're ready to bid. But are you really ready? Have you done your homework?

Gathering intelligence is the step contractors should take before investing time and resources in the competitive bid process. I've seen many companies fail before they even get started. They just don't take the time to get to know their potential customers. The upfront work takes time, but it's worth it. Some very large companies start cultivating relationships with government agencies and procurement officers they want to do business with as early as one to two years in advance of an RFP being issued. This is necessary to learn and understand firsthand the agency's wants, desires for the procurement, hurts and needs. If they have an itch, you need to know what and how to scratch it before you bid.

If you work it right, you may even be the company they turn to for help in writing the RFP so it reflects your industry's best practices and some of your discriminators. Here are four steps I believe can ensure your shot at government business is successful:

1. Start by researching the government agencies you want to do business with and make an appointment to introduce your company to members of the response team and/or the program officer. Meet them, develop relationships with them, and help them become familiar with your skills and competencies. He/she might not be on the RFP review team when you bid, but when the team compares equally qualified respondents his/her knowledge of your company could be the deciding factor in bringing home the business. If you haven't met the government agency issuing an RFP - don't even bother bidding. You'll have a limited chance to win the bid regardless of what your proposal says unless they know you and are familiar with your company.


2. Get in there at least two times before an RFP is issued: it's too late after the procurement process begins and they probably won't meet with you anyway. Find out the hot buttons for the agency. What are their biases? What are they looking for in a new contractor? Are they open to a new contractor or are they re-competing the contract with the current vendor? And most importantly, what are they interested in achieving as a result of this competitive procurement?


3. Make sure you have the qualifications to meet the proposal requirements. Be honest with yourself. Do you have a good shot at winning the business? Ask yourself some questions: Does my company have the skill set to meet customer expectations and requirements? Do I have the right talent in place to do the job and prepare the proposal? Have we done this type of work previously and can I show appropriate and relevant past performance? You may decide you need to partner with another company to meet the technical expertise and past performance requirements. This takes time and careful negotiations.
   
   You may even consider enticing competitors to be on your team so that you're more viable when bidding on a contract. Consider partnering with small/minority-owned businesses as most agencies have a small/minority-owned business requirements and goals they need to meet. Your team could be more powerful if together you demonstrate you have a collection of resources that is unique and sets you apart from the competition, plus you'll have the small business/minority card to play.


4. Decide whether you even want to bid on the proposal and whether it's worth it to your company. The time and resources you may need to invest could outweigh your chances of winning or the contract value if you do win. Putting proposals together can be very expensive and time consuming – in most cases a combination of both. Whether you use internal resources or hire outside consultants to prepare your response, weigh the costs and benefits before jumping into the bidding process.

It's not enough just to have your GSA schedule contract or an opportunity that seems to be made "just for you". You need to begin identifying agencies that previously solicited products or services similar to yours and start meeting with them right away – at least a month or two in advance of an RFP being released. From the moment you decide to go after government business, you should be leveling the playing field by building a solid database of information about your prospects, competitors and customers. It works.

About the Author: Joe Nocerino | About Century Planning Associations, Inc.

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