GOVERNMENT CONTRACTING: WHO YOU NEED TO KNOW - Part 2 of 3

By Gary Beckert
GM Beckert & Associates, Inc.

A BLOG about Government Contracting? OMG
But then again, it's what I do, both as a business consultant and a government vendor. I have helped hundreds of businesses as a certified business analyst with the SBA supported Small Business Development Center (SBDC).

This is Part 2: of Who You Need to Know...All about the "Buyer". Whether it’s GSA or traditional government contracting, most organizations (government agencies and prime contractors) have subcontracting personnel with defined roles. To save time and marketing expenses, you need to understand who these people are, and how they relate to your business goals. In the following few blogs, I'll talk about these important people:

Part 1: Small Business Liaison Officer (SBLO)
Part 2: Buyer
Part 3: Manager, User, and Contract Specialist

Let me explain how the buyer may be one of the most valuable "human" aspects of government sales.

Last time I talked about the Small Business Liaison Officer (SBLO). Remember, these folks are very busy, and if they don't get back to you right away, be patient. In the ideal world, the SBLO will give you the name(s) of the buyers and even get you in contact with them. If the SBLO tells you they don't buy your stuff, then ask if they know any other SBLOs that might be buying.

Don’t forget that SBLOs are not usually buyers, and that typically, buyers do not work for SBLOs. They are simply members of the same team.

Finally, one of many duties of the SBLO is to manage "subcontracting goals", where reliable disadvantaged, women, veteran-owned, service-disabled veteran-owned, and HUBZone businesses are allowed a competitive advantage. This is a big subject that you need to understand, and I'll have more to say in future BLOGs.

BUYER

What does the buyer do? Duh. But it will help you if you understand their environment and how they play the game.

An organization may have one or hundreds of buyers. Buyers are very busy, and have many vendors trying to get their attention. On top of all that, the SBLO is always asking about subcontracting goals, and management influences buying decisions.

Your goal is the get the buyer to contact you for a quote or bid. Remember, they usually have plenty of vendors to choose from.

Commodities are typically based solely on cost. But when services and support are required, awards are based on trust – just like it has been for thousands of years. The most successful government vendors have established relationships with buyers. I’m not talking about anything unethical (it happens for sure), just simple trust. If you had a trusted supplier, where the costs are good and value high, would you go somewhere else? And no, they do not “rotate” lists of suppliers when any additional risk is involved.

Clearly, you need to establish and maintain polite professional contact. How you do this is up to your style, but I can tell you this: 1) Never, ever, show up without an appointment; 2) Never complain, no matter how angry you are; and 3) Never ask for more than 15 minutes of their time – you will get more time if they are interested.

Your goal is to build relationships and become a trusted supplier - a member of the inner circle who gets that first call. Yes, someone is in the inner circle at the moment, but things change, buyers move around, and if a vendor becomes unreliable, they will be replaced.

How buyers find new vendors… they use the Central Contractor Registry (CCR). Period. None that I know (of many) use any printed or on-line “buyers guides”, which are incomplete by definition, bulky, and outdated immediately.

The buyer opens CCR, enters the criteria, and then gets a (huge) list of registered vendors. The buyer’s job is then to “weed out” vendors until there are a very few for final consideration. Your CCR Profile must be optimized or you will never get the call, and worse, you will never know that you missed out.

Use the following link to access CCR. Then select “Dynamic Small Business Search”. Look at all the criteria a buyer can select. Try a Keyword in your specialty, and view the list of vendors. In another BLOG I’ll explain CCR in much more detail… or, contact me and I’ll be happy to answer any questions.

Central Contractor Registry: http://www.ccr.gov/

Using FedBizOpps to find Buyers... Finally, another way for you to locate buyers is to look at the solicitations on "FedBizOpps". Buy law, federal agencies must publish a solicitation for most larger acquisitions. This solicitation is a document available on the FedBizOpps web site (see below). You can type in Keywords and search around.

There is a lot more to this topic for a future BLOG. But for now, just download and go the end of a solicition (in your field) and find the name of the "contract specialist". This person is directly involved with buying the stuff you sell and now you have a name and a phone number. It can't get much more targeted.

FedBizzOpps: http://www.fbo.gov/

Be nice to the buyers! Make them your friends! Build Trust!

Stay tuned for the next BLOG about “Managers, Users, and Contract Specialists” – other key components of the acquisition team. Best wishes to all! GB

GOVERNMENT CONTRACTING: WHO YOU NEED TO KNOW - Part 1 of 3

By Gary Beckert
GM Beckert & Associates, Inc.

A BLOG about Government Contracting? OMG

But then again, it's what I do, both as a business consultant and a government vendor. I have helped hundreds of businesses as a certified business analyst with the SBA supported Small Business Development Center (SBDC). Many SBDC clients have succeeded, and I have helped win contracts and personally sold products worth over $2B to Uncle Sam. If I can't make it exciting, I will at least try to make it worth your while!

Who you need to know...Whether it’s GSA or traditional government contracting, most organizations (government agencies and prime contractors) have subcontracting personnel with defined roles. To save time and marketing expenses, you need to understand who these people are, and how they relate to your business goals.
In the following few blogs, I'll talk about these important people:

• Small Business Liaison Officer (SBLO)
• Buyer
• Manager
• User
• Contract Specialist

Today is all about the Small Business Liaison Officer (SBLO). Some folks will disagree with me because they say trying to get assistance from an SBLO is a waste of time. Yes, a very few SBLOs do not seem to enjoy their work, but every SBLO I know loves to help small businesses - it's their job. The SBLO is essentially the gatekeeper to the buyer, the person you really want to know.

SMALL BUSINESS LIAISON OFFICER (SBLO)

Talk to the SBLO first. They can let you know if their organization buys what you sell. If they buy your stuff, then the SBLO can get you registered and tell you who the buyers are. Look for them at trade shows and other events. Every military base, government agency, and prime contractor has a Small Business Office.

You might want to start by finding the SBLOs for the military Branches. Go to these web sites and look around. Your mission: find the SBLOs so you can contact them when you are ready*:

Marines: http://www.marcorsyscom.usmc.mil/syscomorg/
Navy: http://www.donhq.navy.mil/OSBP/
Air Force: http://www.selltoairforce.org/
Army: http://www.sellingtoarmy.info/

To find the SBLOs for prime contactors:

1. Go to www.sba.gov/gc

2. Select “Contacts & Representatives”

3. Select Option 1. “Subcontract Opportunities”

4. Click on a state to see the list

Had enough? Maybe for now, but stay tuned for my next BLOG: "THE GOVERNMENT BUYER".

* Don't contact the SBLO until you are ready! Stay tuned for details!

Best of luck, and good hunting!
GB Gary@GMBeckert.com