Why Profitable Authorities Contractors By no means “Put on Flip-Flops”
A photograph of Northwestern College’s nationwide championship ladies’s lacrosse group, taken through the athletes’ latest go to to the White Home, exhibits a lot of the 9 ladies within the entrance row carrying flip-flop sandals together with their attire and skirts. This created a flip-flop flap.
The complete flip-flop flap is predicated upon presenting oneself within the acceptable method to go well with the viewers. Sure, the younger ladies had been inexperienced in dressing to fulfill the President, however their mistake was in utilizing their very own judgment based mostly upon acceptable costume in conditions they usually expertise. They failed to have a look at the suitable costume from the purpose of getting an viewers with the President of the US on the White Home.
What can flip-flops (the footwear, not the political posturing) presumably need to do with authorities procurement contracting practices? And the way do they relate to failure at procurement contracting?
On a regular basis, companies giant and small, well-established and model new, attempt to open the door to doing enterprise with the federal government, however they’re in actuality “carrying flip-flops.” The profitable contractors have understood what is suitable and what’s not. When authorities procurement personnel and end-users see how the corporate presents itself, they make a snap resolution to open or shut the door, actually and figuratively.
What are a few of the particular conditions that may slam the door proper in your face?
Let’s check out frequent conditions and the way they fee within the flip-flop score system under. Whereas it is a light-hearted look, the message can’t be extra critical. Concentrate or danger closing the door on your self!
The worst you are able to do. Primarily ensures you failure at authorities contracting.
Claiming ignorance is not any excuse, you should react rapidly to show this round.
Irritating however forgivable.
three Flip-flops: The worst you are able to do. Primarily ensures you failure at authorities contracting.
You don’t have any web page.
Your web page is “underneath building”.
Your e mail is @hotmail, gmail or another free service.
You don’t clearly perceive how the company’s mission is said to your services or products.
Your Functionality Assertion or Assertion of Core Competencies is 30 pages of self-congratulations.
Your bid package deal or proposal is on time however incomplete.
You suppose the contracting officer doesn’t know the most effective resolution, so you plan one thing outdoors the scope of the bid.
You ship unsolicited faxes.
You ship out mass emails to bought lists.
You count on the procurement officer to offer you particular consideration or data.
You full the bid package deal after the due date.
You make demanding telephone calls.
You ship “free samples” or different objects to your prospects exceeding the accepted greenback worth.
2 flip-flops: Claiming ignorance is not any excuse, you should react rapidly to show this round.
Your web page has no point out of your authorities contracting experience or focus.
Your web page has flash animation on the house web page.
Your e mail identify shouldn’t be business-oriented. Ex: [email protected] thing.com or [email protected].
Your e mail is at a non-business area (@comcast, @netscape, @earthlink).
Your area identify bears no relation to your small business identify.
Your Functionality Assertion shouldn’t be particularly geared towards the businesses particular wants.
Your Functionality Assertion contains outdated data.
You could have an AOL e mail account, interval.
You count on the Small or Minority Enterprise Liaison to do your give you the results you want.
You count on respect and belief straight away, with out taking the effort and time to construct a relationship based mostly on expertise and dedication.
You bid low in an effort to get the work whereas hoping to make up for it on different jobs.
Now that you’ve got the certification (8a, SDVOB, and so forth) you count on enterprise to fall into your lap.
Now that you’ve got a GSA Schedule, you count on prompt contracts.
You push your “certification” earlier than establishing the truth that you may assist that purchaser or company with their mission.
1 flip-flop: Irritating however forgivable
Your web page one and solely web page may be very, very lengthy.
Your web page makes use of American flags and different symbols inappropriately.
You permit repeated telephone calls, exhibiting your irritation when you don’t get a direct name again.
You soar proper right into a pitch as quickly as a stay particular person solutions the telephone with out asking if they’re the particular person to whom you ought to be talking.
You ship one unsolicited mail piece to a lot of folks and count on to get instant orders.
You apply the identical processes used within the company market to the federal government market.
When you see your self committing any of those errors, you may mitigate the injury by making instant modifications to your present methods. Be taught out of your errors, flip them round and plan for future contracting success.