Government Contracting Tips to Filter out Opportunities

If you are chasing government tenders only to get rejected, it’s time you rethink your strategies. But first you need to know why you are lagging behind your competitors. Is it always the money matter? Are you quoting higher than your competitors? Absolutely not, because, the federal buyers operate on set budget range,  where the bidders do not have much scope to compete. Perhaps, the reason behind your lower success rate is that you are not pitching your business the way you should. Check out these government contracting tips to win public projects and ensure your long term income.



Prime Reasons of Losing Contracts

Precisely, the reasons of losing public contracts can be all or any three of the following.

1.       Poor quality of bids

2.       Pitching to the buyers who are not apt for your business

3.       You have not nurtured your relationship with the buyer

The easiest of these to fix is checking the actionable government contracting tips. Alongside, make sure that you are a opting for the government contracts that you feel are good fit to your company profile and capabilities.

Here are four tips on how to filter your opportunities:

1. Value of opportunity against your annual turnover

Is the contract value per year more than 25% of your annual turnover? If your answer is yes that is a red flag, or no-bid signal, because in most cases you will be ruled out as a potential supplier by the financial risk appraisal. Look for opportunities where the contract value is no more than 25 percent of your annual turnover.

2. Appropriate track record

Can you point to at least two and ideally three previous clients/projects over the past three years where you delivered a similar service of the same or a larger scale, to that being tendered? If you cannot answer yes to this question then the fit is probably not good enough and another bidder will more than likely pip you to the winning post. Check out government contracting tips and opportunities where the requirement is similar to projects and contracts you are currently working on or have recently completed.



3. Level of sub-contracting required

Are you able to deliver at least 80 % of the client's requirement in-house without needing to sub-contract work? According to the leading governmentcontract consultants, if you cannot answer yes to this question, depending on the type or service and industry you are in, this may be a no bid signal. A high level of sub contracts is seen as a greater risk by the buyer and may indicate that you are not tendering to deliver something within your core capabilities. Look for contracts where you can deliver at least 80 percent of the requirement.

 

4. Previous relationship with the buyer

 If you are not sure or the answer is no, even though they cannot use this as a selection criteria, it does have a bearing on your chances of success. It might be that you do the tender anyway and use that as a relationship building opportunity. You need to have a relationship building strategy in place if you seriously want to win public sector and government tenders.

Final Thoughts

There are many small businesses that keep on chasing government projects only to face rejection. So, instead of wasting time, you can check out these government contracting tips and put some efforts to win projects.

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