3 Fastest Ways To Win a Government Contract
Jul 16, 2024How long does it take to win a government contract? I'm Rick, a former government procurement officer with the US Air Force. I now coach companies on selling to the US government. Typically, it can take anywhere from six months to two years to secure a contract, but there are ways to speed up the process.
1. Leverage Existing Relationships
If you’re already selling to the government, you can potentially close a deal in 30 to 60 days. Reach out to your current government customers, check if they need more of your solution, or introduce them to your new products and services. Always ask for referrals to other departments that might benefit from what you offer.
2. Explore SBIR Opportunities
The Small Business Innovation Research (SBIR) program is a faster route if you have an innovative product or technology. Visit sbir.gov to explore current topics and apply. The process from application to award can be quicker, but it still requires effort.
3. Use Other Transaction Authority (OTA)
OTA allows the government to purchase outside of the traditional federal acquisition regulations, speeding up the process. Google "Other Transaction Authority" and "OTA consortiums" to find relevant opportunities that fit your offerings. This method was originally developed during the Space Race for its speed and flexibility.
Traditional Contracting Methods
Typically, government contracts involve responding to a Request for Proposal (RFP), which can be a lengthy process. It’s crucial to engage with opportunities early, before the official solicitation is released, to influence the purchase process.
Building a Sustainable Pipeline
To succeed, build a pipeline with multiple opportunities. This allows you to stay flexible and capitalize on good news, like end-of-year funding surpluses, also known as Fallout funds, where agencies rush to spend remaining budgets.
Get Support
If you need help navigating government contracting, visit our Academy at govclose.com. We offer free training, coaching, and a CRM system to help you win contracts.
Let me know what specific advice you need, whether it’s about industry-specific strategies or how small businesses can thrive in government contracting. Good luck, and let’s go close some contracts!
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