Securing Government Bids Requires Patience
By Susan Billad on October 15, 2009
As the single largest purchaser of goods and services in the United States, the federal government is now focused on how its purchases will have an effect on the environment. More companies in the private sector are also manufacturing more products and providing more services that have fewer burdens on the environment. This is a great partnership, and a way for companies to be more effective in competing for government bids on new contracts. In the past, small and medium sized companies have had the most difficulty accessing the federal marketplace. The complex and archaic acquisition process as kept these companies out of the loop -until now.
Accessing the federal marketplace with environmental products and services requires having an understanding of how the federal government seeks to incorporate these into its purchasing decisions. Private companies also need to know how they can market and sell their products and services and win government bids. It is also valuable to know that there are resources available to small and medium businesses to make them more competitive by knowing who to contact within an agency regarding purchasing decisions.
Always Use the KISS Factor If your business uses complex language in your government bids, you will loose out on this opportunity. Your proposal must be simple and easy to follow, uncluttered with industry language not recognized by the government.
Don’t Risk Current Projects for Future Gain Greed is not good when you are submitting government bids. If you know that you do not have the current labor force to complete the project, do not take on more work. Additionally, know that you presently have the skills and resources required to finish a project, and are not dependent on hiring additional staff once the contract is secured.
When the time comes to sell the company, a government agency will increase the value of the business to potential buyers, primarily for the same reasons that the business has benefited you. This is also true if you need to apply for a business loan or line of credit.
Incorrect Pricing The most common mistake is pricing items in incorrect units. For example, do not submit a bid reflecting gallons when the government is soliciting quarts. Change the language to four quarts rather than one gallon.
Magnitude of Impact Not only must companies know the impact its product and service has within the United States, but it must also consider the global impact to the environment when used.
Applying for government bids requires patience. The contract process can be a long and arduous procedure, and your company must be willing to play by the rules and properly follow the procedures.
Not only is the process slow, but the sales cycle is slower than the capital markets and requires dedicated time and effort. However, once you have secured the contract, your business will appreciate the fruits of the labor.
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