And on to our next bit of advice. As we discussed in our previous articles no one person or company can be everything to everyone. If your company has a particular product or service that it specializes in focus on that. Finding the agencies that need what you have makes a sales pitch go smoother and more successfully. Agencies will also have more confidence in a company that is the subject matter expert on something they don’t know much about.
However, this doesn’t mean that you can’t team up with another vendor who specializes in something else. Maybe you know another small business or individual trying to break into government contracting and they are the subject matter expert on their own product or service.
Now image you’re working together to land more contracts and find new opportunities. You want to choose someone who’s business is compatible with your own and can work well with. Doing so spreads out the risk for both of you and gives both of you more experience and a deeper bench of talent to pull from.
In the past government agencies didn’t work with teamed contracts, they preferred to work with one contractor at a time for each thing that they needed. But this method is cumbersome and time-consuming even for them to deal with and in later years they have accepted more and more team contracts. They are choosing the contracts with the best teams and the best candidates for the projects they’re working on.
This is your opportunity to take advantage of this. Once you’ve chosen a business or contractor you want to team with sit down and figure out how you two can best coordinate and work together. You want to know each other’s business just as well as you know your own. Know the selling points so when you make a pitch you win it.
Now go forth and team up!