Saturday, May 07, 2016

Tips On Landing Government Contracts

Gloria Larkin (pictured) is president of marketing consulting company TargetGov and author of The Basic Guide to Government Contracting and The Veterans Business Guide: How to Build a Successful Government Contracting Business.  In addition, she is the past National Procurement Committee co-chairwoman for Women Impacting Public Policy.

Below Larkin shares two main points on how to land government contracts:
  1. One piece of paper can accomplish more than an expensive, glossy brochure by precisely pinpointing what a company’s abilities and offerings are and how they can benefit a customer.
  2. Capability statements (word-heavy documents) help create critical first impressions and define business strategy while appealing to three layers of decision-makers: Small-business representatives, contracting officers and program managers.
What not to do?  Larkin adds:
"Don’t use pretty pictures of people smiling, because they don’t say anything to your target."
Read the article:  Business owners soak up advice on landing government contracts

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