Government Contracting continues to be a tremendous opportunity for many companies but it also continues to become more sophisticated. The bar for entering, achieving a position and protecting that position in this marketplace, rises every day. All too often, companies are not prepared to execute in a way that maximizes their efforts and the likelihood of finding and winning opportunities.
Not having a strategy is one of the top self-imposed obstacles for companies of all sizes in government contracting, especially small business concerns. Having a plan in place based on tangible insights and intelligence developed through market assessment is key to establishing direction and targets. It’s something that needs to be refreshed often when adding new customers or product and service offerings. It also needs to be checked frequently because this marketplace is rapidly ever-changing. Seeing what sticks to the wall is costly and demoralizing and companies invoking this approach typically end up as nothing more than “another chalk outline on the sidewalk of the government market” as cited by my friend and colleague Mark Amtower in his 2010 book Selling to the Government.
What’s stopping you from establishing an informed plan of attack for your company’s growth?
About the Author
‘Go-To-Guy’ Timberlake is Chief Visionary Officer of The American Small Business Coalition and is a 30-year veteran of government contracting with operational experience, knowledge and relationships acquired supporting civilian, defense and intelligence agency programs. He is the creator of Ethical Stalking for Government Contractors™, GovCon Geek Squad™ and GovCon Wingman™, and is considered an expert in federal sector business development and competitive intelligence.
Guy is a devoted husband and father who loves being the head chef for homemade pizza and stir-fry nights with family and friends. ‘Go-To-Guy’ is the nickname given to him by defense customers who knew him, liked him and trusted him to get the job done.