Mythbuster: 3 Federal Blow-Offs

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There are three major issues that I work with everyday to help break into the federal space.  The first, “I don’t know who to call”. That we solve with Market Essentials.  Second, “I can’t get through”. That we help with our Business Development services.  Third, “they tell me…”

  • We list everything on FBO.

BUSTED. Every year somewhere around 4.5 million contracts are executed and only about 130,000 “opportunities” actually hit FBO.  Where are the rest?

  1. Micro-purchases (Less than $3,500) never hit FBO.
  2. CO’s are only required to list opportunities that are budgeted for greater than $25k.
  3. GSA does not require listing on FBO (they use GSA eBuy)
  4. IDIQ task orders are not listed on FBO
  5. BPA calls are not listed on FBO
  6. Minimally competed or “Short Listed” opportunities often don’t hit FBO

Want to find some of these opportunities? isiFederal can help! Call 888-9-GET-isi.

  • We don’t maintain our own vendor database.

BUSTED.  If you are not “preferred” you get sent to FBO.  Most of what they buy comes from less than 5 companies within a specific industry.  They don’t need a database because they know the people who will be responding already and unless you are one of them, you get sent to FBO.

  • We don’t meet with vendors.

BUSTED.  They absolutely meet with vendors, they don’t meet with vendor just because you ask. Think about it, do you meet with everyone that asks?  Of course not. You need to have a good reason to meet with people and that is usually because they made a connection that piqued your interest.  If you are having problems getting meetings it is probably because you need to adjust your approach so you resonate quickly with your target audience. Join us this coming Tuesday and see how we pique the interest of contracting officers and how you can too!

These are typical and intentional blow-offs to weed out the riff-raff from the real qualified companies with dedicated people who really want to do federal business.  Many buyers want to make sure you are in it for the long haul.  They already have resources to buy from so you need to make sure they know you are serious and you understand what they need.  What they are really saying is “Get Serious or Stay Out”.  Are you serious?  Are you ready?  Join us this coming Tuesday and see if you have what it takes to make it in the federal market.

in Federal Contracting by Aisha H.
About the author: Aisha H.

Aisha has been working exclusively in the federal market space with isiFederal, providing research and finance expertise in addition to being the Business Process Manager and assistant to CEO. She's no stranger to unpredictable, demanding environments--her past work experience includes auditing, teaching English at the Berlitz School of Language, and working for the Grand Hyatt in Dubai.

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