WIPP's myContracting Magazine July 2014 | Page 25

MaryScheetz's Tip:

"We have found that patience and persistence are two essential ingredients in government contracting. It can be a challenge to strike that delicate balance of periodically sharing information and reaching out to CO’s and teaming partners for future opportunities that may be up to 18 months away.

· Build relationships in both public and private sector – your competitor may be your partner on the next deal

· Don’t try to do it all yourself – utilize your network and those who have gone before you

· Dot your I’s and cross your T’s – know the gov’t rules and regulations

· Leverage your certifications and past performance

· Follow up Follow up Follow up"

Courtney Fairchild's Tip:

"Not all federal agencies buy the same way.  Understand how your potential customers prefer to purchase.  Ensure you secure the right contract vehicle(s) for the target agency or identify potential teaming partners that already have them."

Mary Scheetz

Principal/CEO, Contact Center Innovations, LLC

Kuppusamy Bhaskar's Tip:

"Many businesses focus on selling and not on serving. Find ways to demonstrate to your potential clients how you have added business value elsewhere. This does not necessarily mean pro-bono work. Find time with key decision makers, share your experiences on how you've implemented a solution or service. Understand their needs and challenges better and respond to them. Use your websites, testimonials intelligently to demonstrate your company's capabilities."

Kuppusamy Bhaskar

Managing Partner, Aikya Incorporated Incorporated

www.wipp.org

Courtney Fairchild

President/CEO, Global Services Corporation

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