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 beta.SAM.gov.”

BUSTED. Don’t believe it? Take the 90 Second Challenge and see, for yourself, on beta.SAM.gov that 124,359 solicitations were posted in 2019. You will also see, on beta.SAM.gov, that more than 10.7 Million contracts were awarded in 2019.  Where are the 10.6 Million?

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

Want to find the people behind these opportunities click here to join us for “Getting Ahead of RFPs” every 2nd Tuesday – Always Free!

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 beta.SAM.gov. Over 75% 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 beta.SAM.gov.

Want to get on the “short-list”? Join us for “Getting Ahead of RFPs” every 2nd Tuesday at 11AM Eastern.

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 (www.GovBrief.us) 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” 2nd Tuesday of the Month.

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 for the Getting ahead of RFPs webinar and see if you have what it takes to make it in the federal market.

in Federal Contracting by David Lowe Leave a comment
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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