Most businesses that we talk to on a regular basis about
their government sales have some kind of idea of the agencies that they want to
sell their products/services to and what other companies will be going after
the same opportunities. However, when we ask them where they came up with that information
it is mostly based on their commercial business. While this is a great start
there is a lot of information available that is specific to the government
market.
So, what type of information should you be looking at? To
start you want to have an idea of the following:
·
What agencies are really spending the most on
your products/services
o
Who in those agencies are purchasing it
o
Does that agency have anything forecasted in
your industry
o
How are they purchasing it i.e. GSA Schedule,
Sole Source, etc.
o
What type of set asides do they purchase from
·
Who are the contractors that are being awarded
the most contracts
o
Who are their largest buyers
o
Do they have any set asides
o
Do they hold any contracting vehicles i.e. GSA
Schedule, Blanket Purchase Agreement, etc.
Being able to answer the above listed questions will give
you a good idea of what agencies you should be targeting (along with why, how
and when) and who you will most likely be competing with when going after those
agencies opportunities.
There are a few sites that we would recommend visiting to
start gathering this information:
And if you have any questions or want a point in the right
direction you can take advantage of our free market research report to get
started. Just schedule an appointment: http://government-contract-services.reservio.com/
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