By Barbara English
President, English Solutions
How well do you know your customer? What is it that your customer is looking for? You understand to be a part of government contracting you must understand who the agencies are and what it is that they purchase, and hopefully, it matches to what you are selling. You have completed your market analysis and know which agencies you are targeting … and more specifically, you know the buying centers. That’s a good start, but do you know the buyers?
You must understand that there is a person behind the agencies and buying centers, and a wise contractor learns who they are, what they are being taught, and what they need. What is the history of your buyer? How does your buyer learn about the WOSB program? Does this buyer participate in the WOSB program?
A good start for understanding your buyer is to watch the curriculum from which your contracting officer is being trained. What is it that they are taught to look for? How can you provide the missing pieces for them? The SBA has a few webinars posted on their website uniquely for contracting officers on the WOSB program:
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In addition to the curriculum noted above, contracting officers are also trained on procurement integrity. See the booklet issued by the Office of Government Ethics and FAR Part 3 as good examples
Contracting officers are taught not to favor one contractor over another and to be fair to all offerors. Of the hundreds of contracting rules out there, contracting officers pay the most attention to this one. Why? They do so because fairness in government contracting is important. More paramount though, is the penalty for not doing so or even appearing to do so. Contracting officers are taught over and over to be very careful about this.
Give Me 5: Strategies for Winning Contracts from a Contract Officer Perspective
This course will cover: - The most effective federal officials to engage with that are not well known but powerful. - How to determine the best agencies to contact based on your NAICS codes. - Strategies to ensure you land your second contract after the first one. - Tips on how to price government contracts. - How the "internal” source selection process works for Contracting Officers. - The best small business programs and certifications available for small businesses.
Course Instructor: Barbara English, President, English Solutions
Understanding the Government Buyer
www.wipp.org