Building Trust to Win Government Small Business Contracts
Securing a government small business contract is very competitive. To be effective, you some extent you have to know your market, network with those agencies, and get away from your current process of chasing every opportunity listed.
Government agencies are made up of many departments, each with its own set of buyers who issue contracts. So, it’s important to focus on what you’re selling and to whom. Building connections with the right people is key to increasing your chances of winning contracts.
Your Real Customers Are the Decision-Makers
Many think the government itself is the customer, but that’s not the case. Your real customers are the people working in government offices who make purchasing decisions. Building trust and connections with these individuals is crucial. Understanding who they are and what they need will give you an advantage in securing contracts.
Why Trust Matters in Government Contracting
Building trust with government officials is critical. These people are careful and don’t want to risk giving contracts to companies they don’t know or trust. Establishing a relationship shows them that you can deliver what they need and meet deadlines.
To find these decision-makers, you can use free resources like the System for Award Management (SAM), Dynamic Small Business Search (DSBS), and Federal Procurement Data System (FPDS). These databases can help you find the right people to connect with. Some paid services make it even easier by providing daily alerts.
How to Build Trust?
The first step should be submitting a polished capability statement. This document should be full of your mastery, your activities, and the projects that you have done earlier. The key element in the governmental buyers’ TRA model means that every opportunity for communication is an opportunity to establish trust. For instance, when they ask for your capability statement or to follow with a reminder in 30 days, ensure you meet the exact instructions. Firstly, one must be reliable and obey the instructions in order to prove that they‘re committed and useful.
Potentially puzzled, many businesses resort just to searching for open contracts and then submitting proposals. Of course, it’s always good to demonstrate proficiency; however, the key always lies in establishing rapport with individuals who make decisions. Successful contracts do not unfold on paper- they are secured by proving you are a reputable business partner.
In Conclusion
To garner government small business contracts the primary contender must emphasize relationship marketing. More often than not, success is not defined by having a better product or delivering a superior service to your competitor; it is about demonstrating to clients that you are trustworthy. In essence, by focusing on issues of trust and connections, then it becomes easy to secure a contract and expand your business.
