Identifying What To Sell To The Federal Government
Dr. Curtis A. Merriweather, Jr. was named a game changer by the White House Policy Advisor for Innovation & Entrepreneurship in 2020. Dr. Curt is not just an academic authority with a Ph.D. in management; he’s a seasoned government contracting coach with over 27 years in the field. His mission is to accelerate your profitability in government contracting through advanced education and practical experience.
In his latest blog, Dr. Curt asks the daunting question many new to government contracting wrestle with: “What should I sell to the federal government?” With his characteristic clarity, Dr. Curt demystifies the process in five steps aimed at both novices and seasoned entrepreneurs eager to carve out their slice of government contracting.
Step 1: Assess Your Strengths
The first step is introspection. What are you good at? What skills and experiences can you offer? If you have previous federal agency work, that’s a goldmine. The capabilities and understandings of any partners should also be considered. This introspection is crucial in creating a compelling narrative around your corporate past performance, even if you’re new to government contracting.
Step 2: Understand the Codes
Next, it’s about understanding the language of government contracting. NAICS and PSC codes are your Rosetta Stone. NAICS codes categorize your business based on industry, while PSC codes focus on category management areas. Knowing these will refine your approach and target the right opportunities.
Step 3: Conduct Market Intelligence
With your strengths assessed and codes in hand, it’s time for research. Market intelligence is the key to understanding the demand for your offerings. You need to identify if there is a market for your products or services, who the buyers are, how much they purchase, and how often. This step ensures you don’t waste efforts on agencies that don’t need what you’re selling.
Step 4: Develop a Strategy
Strategy is where the rubber meets the road. Identify federal, state, or local agencies that buy what you sell. Understand their contract vehicles, purchase patterns, and payment methods. Does the target agency use GSA schedules, ID/IQ contracts, or others? This knowledge is crucial for crafting a go-to-market strategy that aligns with the buying patterns of your target customers.
Step 5: Implement and Execute
The final step is about action. Establish a robust bidding process and get into the rhythm of consistently bidding on contracts. Blend subcontracting with priming to build a track record and establish a direct relationship with agencies. Always aim for a high probability of winning; remember, wins translate to real dollars.
It’s not just about bidding; it’s about winning and thriving in government contracting. With Dr. Curt’s guidance, you’re not just learning but preparing to succeed. Explore his teaching platform, join the monthly information sessions, and engage with a community passionate about mastering government contracting.
Ready to elevate your government contracting journey? Enroll in Dr. Curt’s 8-Figure Government Contracting Course today and transform your approach to federal sales. Visit 8figuregovcon.com for exclusive insights and strategies that pave the way to lucrative government contracts.
Until next time, keep learning, bidding, and preparing to win with Dr. Curt.
Please reference: https://youtu.be/itRa7rkhKtg
