One of the keys to increasing federal government business is a good self-examination. The reason is simple. The business to government market place is very different from business to business market place. As such, when approaching the federal market place, companies need to look at themselves very differently then they do in the commercial market place.
Here are the general weaknesses that we run across everyday with firms either entering the federal market place or trying to increase their market share.
Note that if one (1) or any number of these does not apply to you, think again, because every company, no matter who they are, can do better. And why not try? In the end, it will only lead to more federal government contracts.
1. The company and/or its people don't know what they don't know.
2. The company suffers from a massive exposure problem. More specifically, the government buyer doesn't know the company exists, have an idea about what it does, a way to reach it or even a way to buy from it.
3. The company and its assets are not distinguishable from the rest of the pack.
4. The company does not look like a government contractor. Its web site, marketing, and other collateral materials, though they may be first rate, do not look the way the government is used to seeing them, nor contain the information they need.
5. The company does not think, talk, behave, plan, or take action like a government contractor.
6. The company does not know who its potential customers are.
7. The company does not understand how its products or services are purchased by the government.
8. The company does not know who its real competitors are, let alone studied them.
9. The company does not understand the importance of past performance.
10. The company has not addressed its own weaknesses and learned to capitalize on them.
Here are the general weaknesses that we run across everyday with firms either entering the federal market place or trying to increase their market share.
Note that if one (1) or any number of these does not apply to you, think again, because every company, no matter who they are, can do better. And why not try? In the end, it will only lead to more federal government contracts.
1. The company and/or its people don't know what they don't know.
2. The company suffers from a massive exposure problem. More specifically, the government buyer doesn't know the company exists, have an idea about what it does, a way to reach it or even a way to buy from it.
3. The company and its assets are not distinguishable from the rest of the pack.
4. The company does not look like a government contractor. Its web site, marketing, and other collateral materials, though they may be first rate, do not look the way the government is used to seeing them, nor contain the information they need.
5. The company does not think, talk, behave, plan, or take action like a government contractor.
6. The company does not know who its potential customers are.
7. The company does not understand how its products or services are purchased by the government.
8. The company does not know who its real competitors are, let alone studied them.
9. The company does not understand the importance of past performance.
10. The company has not addressed its own weaknesses and learned to capitalize on them.
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