Contractors: Don't Depend on FedBizOpps and Ebuy
Many companies make the mistake of depending on FedBizOpps and General Services Administration eBuy to find all of their government opportunities. This strategy is problematic, in ways other than the obvious limitation of utilizing only two government procurement databases for your search. It is not incorrect to use GSA eBuy, however it only displays opportunities associated with the categories you have be awarded.
FedBizOpps (FBO) is even less organized. There are over 26,000 opportunities, all in various stages, listed on FBO. The main problem is that majority of these opportunities are already expected for a competitor. So why do so many contractors fall into the trap?
Because these are the two easiest and most talked about bid boards in the marketplace. However, successful government contractors utilize a variety of approaches when looking for opportunities to grow government sales. Thus, they should consider the following when looking to venture into unknown methods for finding potential government business.
Government contractors should utilize the agency-specific procurement forecast when looking to find additional opportunities within the government. The government is committed to ensuring that small, very small, small disadvantaged, 8(a), women-owned, HUBZone and veteran-owned businesses participate fully in departmental contracting activities. The publication of the procurement forecast will assist the small business community by providing advanced notice of agencies’ procurement plans for the upcoming fiscal year. The document is intended to be dynamic, subject to changes in line with changing priorities; however it will be updated periodically.
Reviewing the agency-specific budgets can provide a lot of insight into an agency’s future. The budget will not only tell you whether it will increase or decrease, overall, but how specific programs and departments are being affected. It will also provide additional information into what the agency is planning throughout the coming year.
Partnering and Teaming
The government encourages partnering and teaming when it comes to government contracts. This is because it not only helps to ensure small business have ample time to play for the billions that the government spends annually, but also because the government is in search of a total, complete solution. You, as a government contractor, should know which other, major contractors have been awarded, as well as which contractors are coming up for recompete. This will enable your organization to leverage another companies past performance and build a relationship within a new agency.
There are multiple methods a government contractor can utilize when looking for government opportunities, and successful contractors use them all. Companies that fall into practice of depending solely on bid boards such as FedBizOpps and eBuy, thus becoming reactive, not proactive, will not find the success they are looking for, and will end of wasting valuable resources for minimal ROI.
About Kevin Lancaster
Kevin Lancaster leads Winvale’s corporate growth strategies in both the commercial and government markets. He develops and drives solutions to meet Winvale’s business goals while enabling an operating model to help staff identify and respond to emerging trends that affect both Winvale and the clients it serves. He is integrally involved in all aspects of managing the firm’s operations and workforce, leading efforts to improve productivity, profitability, and customer satisfaction.