“SMALLTOFEDS” By Ken Larson
“As a volunteer counselor over the last 14 years, I have noted common traits among the most successful small business federal government contractors. Here are the most prominent traits and tips on how successful small companies developed them.”
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“Willingness to concede there were things they did not know and seeking advice early. You may download the book, SmallBusiness Federal Government Contracting and its supplement from the “Box” in the right margin of this site. You may also benefit from the free “Reference Materials”. Contract agreements, incorporation instructions for all the US states, guidance on marketing and business planning are also included.
Recognition of the value in industry teaming.
Synergism is paramount in teaming with any size company, whether in a lead or subcontracting role. There should be technical, management and market segment similarities between you and any company with whom you are considering teaming. Your prospective team member ideally will not be a direct competitor; rather a business in a related field with whom you share a mutual need for each other’s contributions in pursuing large-scale projects.
Strong capability statement (CAPE) development, networked prudently among government agencies and large government contractors.
Your CAPE targets contracting officers and prime contractor buyers who are seeking to fulfill their small business buying goals. It is a way to get you in the door and speak to, or correspond with, the management and technical personnel who are the decision makers in sourcing small business buys. A good quality CAPE is the spearhead of your marketing campaign and your visual image; focused and direct, it must be informative, concise and a snapshot of the very best you can offer
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