7 Ways to Get Federal Contracts

Contracting with local, state, or federal government agencies can be lucrative for small companies. Particularly valuable in uncertain economic times, government contracts can provide you with stable customers, prompt payment, and—often—a pipeline of repeat business. Some common tips for getting federal contracts may include:

Find a Counselor. They can help you break into the federal contracting business, and usually their services are free.

Be Proactive. Don’t wait for the government to come to you, because they never will. Know where to search for government contracts and bid for them. You can use databases to research contracts up for bid.

Know Your Stuff. Knowing the ins and outs of your own business and knowing your strengths will help set you apart from your competitors. You should know your competitors too, and how to reach overhead to grab attention. Know all the paperwork. Don’t lose bids because you forgot to sign a page or didn’t fax the right requests. You should always be familiar with any administrative paperwork you are handling so that you win your contracts, have everything documented correctly, and get paid for the work you do.

Network and Build Relationships. It certainly helps to know the right people–who to ask for more information, where to get insider information, who to track down when something goes wrong. Networking with the right people can be strategic for your business and help you win more contracts, but building relationships will also help improve your business reputation. Having recommendations from specific people can boost your credibility and visibility. Beware, though, building relationships with the wrong people can be detrimental.

This quick video reveals EXACTLY the ways Doug Reitmeyer used these tips to build his own empire to bid and negotiate more than 1,000 federal contracts, over $1 Billion worth of them.
If you are serious about profitable growth, pick up the phone and call Doug at 512-750-2677.  Ask how you can get your fair share of this $300 Billion/year market. He’s in the business of helping you get it.

10 Questions Designed To MOTIVATE You to Become a National Federal Contractor

natfedcontIt’s a fact that the most prosperous U. S. construction companies grew with highly profitable federal contracts.  Each of them, without exception, brought in “experts” to teach them the “insider secrets”, the rules and the “exceptions” to the rules, that gave them the competitive advantage that they needed to trounce the competition.

Now, for a limited time, you can get access to the same “superior knowledge” that is not available anywhere else.  Look over the attachments, including the handwritten “after Workshop” reviews from our last event, read the following questions and draw your own conclusions.  This will help you make the right decision . . .

1. Did you know the U.S. gov’t owns and maintains 900,000+ buildings?

2. Have you considered that our gov’t spends more than $300 Billion in repairs and replacement of tens of thousands of roofs, HVAC and Electrical Systems and other construction services every year?

3. Were you aware 98.7% of specialty contractors have not registered at www.SAM.gov and are therefore not qualified to get federal contracts?

4. Did you know that 97.3% of general contractors are not registered or qualified to get federal contracts and that most of those that are registered, do not really know how to bid or get the projects available?

5. Have you read “Show me the Money” as published in Commercial Construction Magazine?

www.gcexperts.com/showmoney

6. Are you aware that in the next 120 days, over $87 Billion of federal contracts will be awarded to repair and replace roofs, HVAC, electrical and other construction services in the U.S.?

7. Have you considered that less than 2% of the licensed contractors will be bidding on that $87 Billion worth of construction services?

8. Will you get the best federal construction expert to teach your team how to get highly profitable federal contracts before your competitors do?

9. Do you understand that the fastest way to increase profits is to get more highly profitable contracts from the organization that makes construction payments monthly, and by law, within 14 days of receipt of approved invoice?

10. Are you willing to make a “no risk” investment and get a 100% guaranteed ROI and increase your market share of the federal roofing, electrical, HVAC and construction services business?

Details on the next 3-day Advanced Federal Contracting LIVE EVENT:  www.gcexperts.com/workshops

(there are only three tickets available, so if this is important, call today)

If you are serious about profitable growth, pick up the phone and call Doug at 512-750-2677.  Ask how you can get your fair share of this $300 Billion/year market. He’s in the business of helping you get it.

PS – See what ENR Magazine Bond Columnist and AGC member/trainer Mike Hill said about the Advanced Federal Contracting Workshop:

http://www.gcexperts.com/vid7

Communicating to Win

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The most successful construction businesses carefully script their strategies and tactics the same as the best football coaches skillfully plan the moves their players will be making on the field.

Results follow the planning and execution.  If you are not winning all the contracts you want, consider seriously diving into studying business systems, marketing, strategies, tactics and then adjust the scripts that you and your employees are using to communicate each part of your game plan.

To start with, your business should have three separate systems that need to function together to continuously win new business for your company:

1)  The Opening Move – ADVERTISING AND MARKETING

How you present your business in the market will determine the type of clients that you’ll be attracting. If you are known as the “cheapest game in town”, be prepared to have to cut corners and explain why it may be taking longer to ‘get the job done’ or why they are not getting the best end product. When selling ‘cheap’, your scripts and messages will necessarily be designed to equate value with a low price. If you’re focus is on the high end of the market, aka the “Rolls Royce” model, plan on delivering to a very sophisticated and demanding clientele. When selling ‘highest quality and speed of completion’, your messages and scripts will be trying to convey that value is related to quality and timeliness.

In the opening game, you’ll first follow up with ‘suspects’ – the people that are in your target market. With ‘suspects’, the message is designed to get them to visit with you or your team or come by and meet at your facility. Suspects that become ‘prospects’ are the people who have clearly indicated that they have a need and may even have an interest in doing business with you.

2)  The Middle Game – GETTING THE CONTRACT AND DELIVERY

Here’s where you are getting signed contracts, aka “closing deals” and delivering what you promised in your opening move. There are a lot of selling and negotiating training systems and scripts that will help in getting contracts. The more you study and practice using them, the more profitable deals you’ll close.

It’s been said that people ‘buy emotionally’ and justify their purchases intellectually.  Like in a powerfully emotional scene in a movie, the scripts that you learn to use will be your tools to close your deals.

Ongoing project testimonials can be powerfully effective for both marketing and closing. Use lots of photographs and videos showing a clean and safe jobsite and tell your successful project stories on your website and in any printed materials such as brochures.

You’re using these as tools to convey the message that your business has systems that provide a superior delivery process that is exceeding customer expectations.

3)  The End Game – SHOWING RESULTS

When putting proposals together to get federal contracts, you’ll need to list recent and relevant, similar completed projects.  Government evaluators will be using references from those and other resources to determine how you will rank in their system of determining who is going to get a contract award.

After each project you’ve completed, be able to demonstrate that your business met or exceeded your customer’s level of expectation. Then use that as a new tool to develop new business with them and/or as a nurturing tool get referrals.

At the end of each of your projects, you’ll want clients that will be roving ambassadors that will endorse the high value that you delivered to them.

Each of these three parts of your business planning should include multiple forms of follow up to be sure that you are getting the results you desire.  For each of these, you’ll want to continuously refine the scripts that will psychologically shift any potential client into believing that your business is the one that they want to have doing their next project.

Do this for each of these parts of your business and you’ll be richly rewarded with more business and higher margin contracts!

Over my 35+ year career of completing more than a thousand federal contracts, many of them were without competition. Sometimes it was because I was the only bidder and others resulted from the customer predetermining that I was the one that they wanted. Nothing is preventing you from doing the same.