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Strategies for Winning Government Contracts

Learn the top ways to secure government contracts successfully with insights on pricing, deadlines, marketing, competition, and the importance of value beyond just price. Government contracts can be lucrative if approached strategically.

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Strategies for Winning Government Contracts

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  1. Five Ways to Win A Government Contract NOT Fausto Molinet Matrix Internationale www.matrix-consult.com

  2. Inflate Your Price • The Government is the ultimate “Flush” Customer • They manage money poorly • They have an unlimited supply of the stuff • They buy $600 toilet seats for goodness sake • Not really true • For every spectacular “FEMA” debacle there are 100 tightly managed efforts • An inflated price may mean they can’t fully fund your proposal and put you off until a future round • The toilet seat example did not mean they were willing to pay Kohler $600. Matrix Internationale www.matrix-consult.com

  3. What Due Date? • That date on the solicitation is only approximate • None of my other customers care if I am late. • FedEx always gets there in time • I’ll just whip it up at the last minute • Absolutely Wrong • Philosophy comes from the military side • Think “Castaway” – Have a backup • An example: Matrix Internationale www.matrix-consult.com

  4. They’ll Never Understand it Anyway • It doesn’t matter what we say • The evaluators are “hacks” with little education • They won't put any time into reading it. • They do go to a great deal of trouble to be thorough • Most DoD acquisitions people have an MS and are backed up by PhD FCRCs • Even the low level support stuff gets considerable thought • Evaluation teams have high priority and tools Matrix Internationale www.matrix-consult.com

  5. Why Bother with Marketing? • I‘ll just wait until it shows up on FedBizOps • No one else will bother to talk to them in advance • Government rules prohibit favoritism • TOO LATE!!! • FedBizOps is a history lesson • The government will write a solicitation to a new idea if they hear about it (not “wired”) Matrix Internationale www.matrix-consult.com

  6. Forget the Competition • This Proposal is “Wired for Me” • I have the only solution • My price is so good they won’t care about anything else • Can you afford to be the next headline? • Most entrepreneurs think they have the best idea • There are other factors than price (VALUE?) Matrix Internationale www.matrix-consult.com

  7. Summary • Government business is a good way to earn money, but it’s not a give-away • “Lean and Mean” will win bids • Great performance will open up additional opportunity Matrix Internationale www.matrix-consult.com

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