So, I am sitting in front of a new client who is telling me about his company’s marketing efforts to the federal government and as he is explaining to me how he came about getting his GSA contract and his dismay of lack of sales. All I could think about is the commercial with the lady showing her friends her “wall” and explaining how it helps her communicate quicker with her friends. In the commercial a woman (a friend) stands up, rather frustrated, and says “That’s not how it works”, “That’s not how any of this works”.
I could not help but have that same feeling listening to my new client.
There always seems to be some confusion at the beginning for most federal contractors. Whether it is they believe that a SAM registration is the key to federal contracting officers finding them or perhaps that if they are registered as a small business with the SBA the government will reach out to them because they were told the government needs to spend at least 23 percent of all federal funds with small businesses.
My thought on this is to simply do your homework, find out who your customer is, research their buying habits, develop a great capability statement and make sure you market your organization to the right agencies.