11-14-2017 04:06 AM
I just became minority certified by a government agency.
I've really not looked at selling to the government save for a few opportunities with credit card orders.
I know there is a the bidding process but do you contact the decision maker before the bid goes out?
11-14-2017 05:58 AM
I work on a lot of government contracts. I'm happy to provide some guidance.
Depending on who your contact is and the procurement procedure they are following, it can be considered inappropriate and disqualify you if you contact the decision maker during the bid process
11-16-2017 08:30 AM
if they are already open for soliciation, you cannot contact them directly to discuss, even if you have not submitted your bid yet. If they have a pre-bid meeting or some sort of information session you can use that as an opportunity to speak, but odds are they will be very guarded in what they will discuss.
11-16-2017 09:21 AM
I have to learn this language moving forward. I can share with you my thoughts on selling to schools which I know you mentioned you were trying to get involved with at one point.
I know we are in two different sectors but I'm sure there are common areas when it comes to quotes and bids.
11-16-2017 12:01 PM
when you come into a position where an agency has an open solicitation for a service, you are at a disadvantage because they have already decided what they need, and whether they understand or not, they have already set expectations. A best-case-scenario is meeting with an agency BEFORE they have even realized they need you, and helping them to understand why they need to open for bids. in that situation, you are the established expert their bid will likely reflect information you have imparted.
the procurement agent is always overworked and underinformed as to what the agency needs (their focus is procedure), and if you can make them look good it will go a long way. The best way to look good is to give them exactly what they are asking for, and the best way to do that is to identify what they need before they do.
11-16-2017 01:30 PM
In a previous life, I did some work with government agencies, mostly in the power generation sector. I agree with Roy, you have to be able to influence the bid specification. So, you have to be in with the decision maker well ahead of time to "educate" them on what they need before they know that they need anything.
The second best case scenario is to have the bid spec written around your spec.
The absolute best case scenario is to be asked to write the bid spec for them. I've had this happen on several occasion with public utilities. If you do it right, you will be the only bidder that can exactly meet the bid spec and the customer can then discard all non-conforming bids, and accept yours.