Myth: There is too much competition in the federal market

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Well, if you are only considering the 4.5% of opportunities that hit FedBizOpps, you are correct. However, the rest of the 2.6 million contracts tell a significantly different story…

Take a moment to view the video and download these samples:

Market Intelligence Overview Video- 3 Min 44 Sec

STEALTH Tactical Intelligence – SAMPLE EXCEL.xlsx

STEALTH Tactical Intelligence – SAMPLE.pdf

Take a look at page 5 of the PDF file above. You will see that 78% of all of the contracts were competed between 5 companies. That means nearly $8.5 Billion of tactical sales only had 4 competitors. In fact, nearly half – 47% had no competition at all (see page 28) and $6.5 Billion went to companies who enjoyed NO competition at all.   Take a look at this intelligence sample for tactical gear. Nearly 15,000 contracts in that specific market alone. Over $10 Billion in total sales. How does this happen? Who is responsible for these 15,000 contracts? That is the real question. Take a look at the sample intelligence surrounding these contracts and the 700 contacts responsible for executing most of the $10 Billion in tactical gear sales.   This is typical throughout the federal marketplace. With the exception of certain types of construction, competition for most opportunities is less than 5 companies.

Competition Myth: BUSTED

in Bidding Basics, Developing Your Federal Strategy, Federal Contracting, Reaching Your Buyers, Understanding Your Market by David Lowe
About the author: David Lowe

Dave works with companies by incorporating best-in-class business practices like targeting your best customer (customer segmentation intelligence), “Top-Down” sales training and sales management. He builds his practice on the principle of doing the right thing for others--all the time. Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).

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