If you haven’t had an opportunity to read my previous GovCon Geek Squad blog, please check it out here. It will set the stage nicely for what’s about to come. 

Here’s the scene. Your company was just awarded a spot on a multiple-award contract vehicle. Welcome to the dance! You are now part of a community that’s earned the privilege of looking at, considering and responding to business opportunities. No one outside of your unique award cohort has this access. If they did not make “the cut” to arrive at this point, they are not direct contenders for requirements to be competed on the procurement vehicle you’ve been awarded. 

That’s awesome, right? Yep, but there is a catch. Hearing information presented in this way can instill a false sense of security. Why? If they were too big to compete, or didn’t meet the bar for whatever reason, but are eligible to participate as a subcontractor, trust me, they will. Their knowledge of the customer, the work, the pricing levels, the culture and more, makes them a welcome addition to any team with less in any of those areas. The point is, don’t count them out, and don’t lose track of them. 

The fact remains, you have earned an opportunity. Is it a GSA Schedule? A GWAC like STARS III or Alliant 2? Maybe it’s a Governmentwide Multiple-Award Indefinite Delivery Contract like OASIS or HCaTS, or an agency-specific one like VA VECTOR. It doesn’t matter which, make sure you do this first. Read it. Front to back. What are you looking for? All of the information that will set your expectations as to how this works. For example: 

This is just to whet your whistle. Beyond that, you need to find out who the customers are that intend to use the vehicle, or are likely to use it, based on a preponderance of evidence. On some contract vehicles, you might have a definitive list of targets, whereas others are open to the world. Either way, what’s your plan for establishing visibility? I’ve said lots of times, if customers can’t see you, they can’t buy from you. So how will you be seen?  

While you ponder this, let me offer another nugget for your consideration. This awesome and amazing opportunity, exclusively open to you and 5, 30 or 900 other companies, does not represent how an agency, or even a group of agencies will spend a lot or all the money allocated for the product or service you sell. Regardless of the height of the ceiling established, agencies buy using multiple methods and mechanisms. Yes, being seen is absolutely critical to your success but so is your ability to see the customers, their processes, the opportunities and the areas of opportunity, clearly and in context. 

Imagine having a contract vehicle awarded to you and ten other companies, for exactly what you sell. You know the competition, you have devised intelligence as to how the known customers plan to use it, and you are actively marketing them to establish or increase your visibility. What’s not to like?  

How about the fact you focused all of your energies on the one contracting office that processes orders for your contract, but ignored the other six within the same agency, or maybe the three not attached to the agency, making buys for your customers AWAY from the contract you were awarded. 

I have experienced this when I was still on the sell-side, and see it regularly with companies we support as GovCon Club.  

Companies need to develop a Department, Agency and Office-level understanding of who buys what you sell, and how they buy it. This will avail you to robust insights to use in growing your access, opportunities and organization.  

This approach is consistent with the tactics being employed by over 1,400 federal contractors, based on the results of the 2021 GAUGE Report co-authored by CohnReznick. 

They were asked “What are the top two approaches you are currently using to find new opportunities?” 

Their responses? 

The insights and visibility you need are empowered by your good processes, acquiring and using good and timely information, and proactively establishing and maintaining good relationships. 

This is the purpose of Ethical Stalking for Government Contractors®. 

Stay tuned for more. 

Peace, Health and Success,

Go-To-Guy