It Takes Work to Get on the Radar of Government Buyers and Influencers

March 7, 2017

Small businesses need to stand out. Here’s how

Source: Washington Technology, Mark Amtower, February 17, 2017

Getting on the radar (in a positive way) of government buyers and influencers before you start bidding seems to be a daunting task for some.

When I speak at proposal and contracting events, a major complaint from small businesses that lose on bids is “the customer doesn’t know us.”

This is not a problem for the customer, the government agency. It is YOUR problem, and there are several ways to get on the radar of government buyers and influencers, before, during and after the bidding process.

The first method is to go to agency briefings, often held by the agency Office of Small & Disadvantaged Business Utilization, and get some face time with the small business office. Industry associations and publications often hold events where feds will speak, and this is another chance to briefly get in front of influencers.

The biggest problem with these methods is the company executive often does not know how to present him/her self and the company’s skill set. READ MORE….

Contact your nearest PTAC to learn about marketing your business to government buyers and government contracting.


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For help with Government Contracting: contact your nearest Procurement Technical Assistance Center (PTAC). Funded through Cooperative Agreements between the U.S. Department of Defense and state and local governments/institutions, PTACs provide free and low-cost assistance in virtually all areas of government contracting.