MythBusting Federal Buyers

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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 introductions and GovBrief marketing campaigns. Third, when you actually reach people they tell you…

Myth 1) “We list everything on FBO.”

BUSTED. According to the Federal Procurement Data System in Fiscal Year 2018 4,701,543 contracts were executed yet only 204,061 solicitations actually hit FBO. Where are the rest?

a) CO’s are only required to list opportunities that are budgeted for greater than $25k.
b) GSA does not require listing on FBO
c) IDIQ task orders are not listed on FBO
d) BPA calls are not listed on FBO
e) Minimally competed “choice of two” or “Short Listed” opportunities don’t hit FBO
f) Simplified Acquisitions (now $250k) do not have to be listed on FBO
g) Micro purchases (now $10k) do not post on FBO

Want to find the people behind these opportunities click here to join us for “Getting Ahead of RFPs” Tuesday November 13th at 11AM.

Myth 2) “We don’t maintain our own vendor database.”

1/2 BUSTED. True, they don’t maintain a database – they just simply have “short-listed” vendor relationships. If you are not “short-listed” you get sent to FBO. Over 80% of what they buy is competed between from less than 5 preferred companies. They don’t need a database because they already know the people who will be responding already and unless you are one of them, you get sent to FBO.

Want to get on the “short-list”? Join us for “Getting Ahead of RFPs” Tuesday November 13th at 11AM.

Myth 3) We don’t meet with vendors.

BUSTED. Buyers and program managers absolutely meet with vendors BUT 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. If you need help with this check out GovBrief ( and see if you being a Subject Matter Expert (SME) will help you get meetings with key decision makers.

Want to get meetings with decision makers? Join us for “Getting Ahead of RFPs” Tuesday December 11th at 11AM.

What you can do…

These are typical and intentional blow-offs to weed out the riff-raff from the 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 Tuesday November s13th and see if you have what it takes to make it in the federal market.

in Federal Contracting by Aisha H. Leave a comment
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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