Building Trust to Earn Government Small Business Contracts
Government small business contracting is a competitive marketplace. The keys to success are knowing the market you want to serve with your products or services, building relationships with those who buy what you sell, and not wasting time chasing open solicitations.
Federal, state, and local governments are not single entities. They are made up of hundreds of departments and agencies, which employ thousands of buyers issuing government small business contracts every day. That’s why it is important to focus your energy on knowing exactly what you want to sell, who you want to sell it to, and building relationships with the individuals behind the government offices you’re targeting.
Contrary to popular belief, the government isn’t your customer. Your customers are the individuals working within those government offices who hold the decision-making power. Taking the time to understand and connect with these people can significantly increase your chances of winning government small business contracts.
While government contracting may seem different from commercial work, it’s the same human interactions that play a role in developing relationships. The primary distinction lies in the sheer size and number of people involved in the government small business contracting process.
Importance of Trust with Government Decision-Makers
To win a contract award, you must be known and trusted by the government contracting officials and buyers. These are the individuals who make the day-to-day decisions and can help you be successful or become a roadblock.
The good news is that, unlike in commercial work, you can easily identify and engage with these decision-makers if you know where to look. The government provides free databases to help you search, including the System for Award Management (SAM), Dynamic Small Business Search (DSBS), and Federal Procurement Data System (FPDS), to name a few. There are also commercial databases that aggregate this data and make it much easier to search and receive daily alerts.
An important thing to remember is that contracting officials and government buyers are risk-averse. They don’t want to do anything to jeopardize their job just to give some unknown a shot with a government small business contract.
Establishing Trust: Reliability and Commitment in Government Contracting
You have to build trust by developing a relationship and showing them you have the capability to complete the required tasks or supply the required goods in a timely manner. A professionally prepared capability statement is a good first step. Your capability statement should show not only your capabilities, but also your core competencies and past performance.
Consider every interaction with government officials as a trust-building opportunity. If someone at a networking event requests your capability statement, don’t dismiss it as a casual remark – send it promptly. If they ask you to email them in 30 days, adhere to that timeline precisely. Following instructions demonstrates your reliability and commitment, essential qualities for a company entrusted with a government small business contract. By consistently proving yourself, you are steadily moving ahead of the competition.
Most businesses neglect this and assume that looking for open solicitations and submitting proposals is their direct path to government small business contracting. However, winning government contracts is not just about showcasing your capabilities on paper; it’s about instilling confidence in the decision-makers that you are the right choice for the job.
In conclusion, if you are eyeing government small business contracts, you must recognize success hinges on building relationships and earning the trust of contracting officials and government buyers. By prioritizing the development of meaningful connections with decision-makers, you elevate your chances of securing government small business contracts. Remember, in government contracting, it’s not just about what you can offer on paper – it’s about proving that you are a partner they can trust with their critical missions.
