Category Archives: Research & Government Business Intelligence

Use Government Research Proactively

Working in a niche market has its advantages. Having fewer competitors means a niche business can spend less time protecting its market share and more time discovering new sales opportunities. On the other hand, niche companies are often frustrated when demand for their products or services doesn’t match their revenue goals. The government market has an enormous amount of potential for new revenue sources. However, moving into the government arena requires a solid understanding of the government market – the best ways to maximize opportunities may not always be the same in the public sector as your private-sector strategy. Read more…

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Hands-On Contracting Assistance from PTACs

Business intelligence from a government information company can help contractors get the information they need to compete for contracts, but doing the work to win the contract is still up to the contractor. Opening up a business to government contract work is a large and sometimes overwhelming task. It can be hard to know whether you’re taking all the necessary steps, and with no feedback on whether they are doing it right, some contractors choose to give up on public-sector work altogether. This is a shame, since government agencies make up a large portion of the contract landscape and are reliable customers. Contractors who are just getting started in government contracting often find their local Procurement Technical Assistance Center to be a wonderful resource. Read more…

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The Government Contractor Certificate Program

The National Institute of Governmental Purchasing (NIGP) is a non-profit organization that supports government buyers and other public sector professionals. Through a combination of research, consulting, and advocacy, the NIGP strives to support and improve the government procurement process.

While most of the NIGP’s services are focused on government agencies, they do offer a course for government contractors: The Government Contractor Certificate (GCC) Program. I often recommend that my products and services staff complete the GCC program as an overview of the procurement process. If you’re just getting started as a government contractor, getting your GCC certificate will give you a world of insight into the laws, policies and best practices of public sector contracting. Read more…

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Government Contacts are the Key to More Contract Awards

I recently came across a survey that uncovered some interesting data I’d like to share with you.

The survey polled architecture and engineering professionals on their use of online lead sources such as FedBizOpps and Onvia. 74.1% of survey participants said that they regularly went to FedBizOpps to look for government sales opportunities. As FedBizOpps is a free site and directly affiliated with the federal government, most government contractors check the site as part of their contracting research efforts. However, a common complaint against FedBizOpps is that the leads are usually not published in enough time for contractors to realistically compete for the contract, and contracts below $25,000 or that are at the state or local level are not published on the site. For these reasons, many are turning to government business intelligence companies such as Onvia for additional government sales information. In fact, 51.9% of those surveyed said they use Onvia as a source for government opportunities. Read more…

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Stay Competitive with Bid Results Lists

Let’s say you’re a government contractor with a few awarded government contracts under your belt. You’ve taken the time to build relationships with key decision-makers at government agencies, you’ve honed your RFP and proposal writing skills, and you’re confident that you can be the lowest bidder for the next RFP that comes out for your services. This doesn’t mean it’s time to rest on your laurels. The government marketplace is extremely competitive, and in addition to continuing to seek new contracting opportunities, you should ask yourself: are you getting the most out of your existing government contract opportunities? Read more…

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