July 20, 2017
To win federal contracts, focus on the fundamentals (with related video)
Source: American City & County, Michael Keating, Government Product News, July 19, 2017
GPN reached out to Jane Dowgwillo to find out what strategies work in winning government business as the federal fiscal year 2017 draws to a close on Sept. 30. Dowgwillo is program manager of the Florida PTAC and president of the Association of Procurement Technical Assistance Centers (APTAC). Jane Dowgwillo’s views are below.
Much is made of the government’s fourth quarter spending spree, as federal agencies rush to “use” their appropriated funds before they “lose” them at the end of the fiscal year. Contractors hoping to capture some of these dollars would be wise to focus on fundamentals and leverage all the resources available to them — resources such as those offered by Procurement Technical Assistance Centers.
If you’re not familiar with the PTAC program, you’re missing out on a tremendous source of help, much of which is free of charge. PTACs are funded through cooperative agreements between the U.S. Department of Defense and state/local governments, educational institutions, or non-profits expressly for the purpose of helping local businesses succeed in government contracting. Your PTAC can help you determine if there are end of the year contract opportunities for your business—and how to pursue them.
Which brings us back to fundamentals. There are no tricks or shortcuts in government contracting; success comes from identifying a government buyer who needs what your company sells and demonstrating that you can provide the best product and price. READ MORE….
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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.