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We provide valuable insights and advice for businesses, especially those interested in government procurement. Learn how to navigate the complexities of government contracts and position your business for success.

Starting Your Business: Government Procurement Insights

If you’re starting a business with the goal of winning government contracts, there are key insights that can save you time and effort. Avoid common pitfalls and position yourself for success with these expert tips:

  1. Nail Your Administrative Readiness: Register in SAM.gov, get your UEI, and match your NAICS codes to your target market.
  2. Target Opportunities Strategically: Focus on 2-3 agencies, learn their procurement habits, and study past awards on USAspending.gov or FPDS.
  3. Understand Evaluation: Prioritize technical compliance and read the evaluation criteria in Section M of the solicitation first.
  4. Use Relationships: Network with small business offices, program managers, and primes to open doors to subcontracts and set-asides.
  5. Start Small, Scale Smart: Build past performance with smaller subcontracts before competing for prime contracts.
  6. Consider Professional Help: A consultant can assist with compliance, pricing, and proposal writing for your first bids.

Government procurement rewards prepared, focused, and compliant businesses. Start with the right registrations, research, and relationships to win faster and more profitably.

Common Mistakes in Government Contracting

Avoid these common pitfalls when pursuing government contracts:

  1. Bidding on Anything and Everything: Focus on core competencies and target agencies. Use NAICS research and past award data to narrow your scope.
  2. Ignoring Compliance Details: Ensure meticulous compliance with all requirements. Create a compliance matrix and have it double-checked.
  3. Underestimating Time: Start proposals early and break the work into milestones.
  4. Pricing Without Strategy: Price competitively and strategically, balancing profitability and competitiveness.
  5. Not Leveraging Relationships: Build relationships with government contacts and prime contractors.
  6. Ignoring Past Performance: Build relevant past performance before pursuing large prime contracts.
  7. Using Generic Proposals: Tailor proposals to address the specific needs and evaluation criteria of each solicitation.

Winning government contracts requires targeted pursuit, airtight compliance, and strategic relationship building.

Success Story: Turning Losses into a $2.4M Win

Client: IT services firm

Challenge: 7 failed bids in 18 months due to compliance errors, high pricing, and generic proposals.

Our Solution:

  • Focus Targeting: Chose 2 agencies with set-aside opportunities under $3M.
  • Compliance Fix: Built a proposal compliance matrix.
  • Smart Pricing: Used past award data to align rates and add value justification.
  • Relationship Building: Connected with small business specialists & attended pre-bid events.

Result: Awarded a 3-year, $2.4M contract on the very next bid.

Targeted bidding + airtight compliance + strategic networking = faster wins.

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Ready to take your government procurement strategy to the next level? Contact Hollingsworth Consulting today for expert guidance and support. Let us help you achieve faster and more profitable wins!