Government Contracting Is Hard
Sep 09, 2024Selling to the government can feel like a slow process, and many people wonder how long it takes. The truth is, it’s not a quick or simple path. You won’t land a big contract in 30 or 60 days without the right preparation. Success starts with knowing your niche—whether it's a product, service, or technology—and learning how to sell it to the government.
Many large contracts can take months or even years to secure, just like in the commercial sector. The bigger the contract, the more persistence is needed. If you're already working with the government, reaching out to your current contacts is one of the fastest ways to secure new contracts. Ask if they need more of your services or if they can refer you to other departments.
Another way to speed things up is through programs like SBIR (Small Business Innovation Research) for tech solutions or OTA (Other Transaction Authority), which allows the government to buy from companies outside the usual federal acquisition process. This can cut down the time it takes to get on contract.
However, traditional government contracts often follow a much longer timeline. You might submit a proposal in July but not hear back until October, and even then, payments could take months. This is why building a pipeline of multiple opportunities is essential. While some opportunities may take longer, others can come through faster—especially when agencies need to use up their budget, often called "fallout funds."
In the end, government contracting requires patience and a long-term strategy. But when done right, it can be highly profitable. To learn more about government sales strategies and access free training, visit govclose.com. Good luck, and let’s close those contracts!
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