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10 Steps Toward Marketing to the
Government:
from "Win Government Contracts for
Your Small Business: by John DiGiacomo & James Kleckner
Step 1 - Think Like the Government:
Start thinking about your business the way the government does - as
the provider of an end product.
Step 2 - Identify your Customers: The
buying offices of the federal government don't know you're out
there, but you can find them if you know where to look.
Step 3 - Get Registered: Before you
can start bidding on contracts, the government needs to know who you
are and what you do. CCR and PRO-Net puts you in the loop.
Step 4 - Find Bid Leads: The
government is required by law to inform all potential contractors of
what they're looking for - make sure you are listening!
Step 5 - Get the Bid Package: You've
got the lead, now you need to get your hands on the specifics.
Find out how to get the bid package and how to understand it.
Step 6 - Review the Bid: The
solicitation you have just received has the potential to be a
binding contract. Know what to read and how to maximize your
chances of success.
Step 7 - Get Technical Data: To
successfully complete your bid, you'll need to learn what types of
specs may apply and how to get the correct data to comply with the
order.
Step 8 - Price it Out: In a
competitive bidding process, price is the determining factor.
If your bid is accepted, it will literally make or break your
company - so know what factors to consider.
Step 9 - Write Your Proposal: This is
a formal process that must be completed exactly.
Step 10 - Submit Your Bid: Submission
of your bid is the final step in the contracting process full of
fine print. Know the best ways to keep your bid from being
kicked out at the last second.
Click
Government Contracting Assistance
for information on services provided by PTAC organizations.
Copyright ©
2008, ASBDC. All rights reserved.
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