FedBiz’5 | Episode 9: Buyer Engagement – Be Prepared? Part 2

Buyer Engagement – Be Prepared?

Welcome to our podcast – FedBiz’5, where you get informed, get connected and get results. In our last episode we discussed what is an Engagement Strategy? (Listen to Previous Episode)

In this episode we are discussing the importance of Engagement Preparation, and the value of coaching to identify what the buyer’s needs are before speaking with contracting officials. 

Engagement strategy or “Coaching” is one-on-one consultation with our client to help further their efforts to form relationships with government buyers. It is all about preplanning and preparation.

Before contacting a contracting official, you need to have a plan and a position your business to meet the needs of the buyer.  Your positioning focus should be in parallel with what is important to that buyer.

Think of the ‘needs’ (products or services) of the audience that buyer serves, and that is what you focus your value proposition on. 

Next, what can make your business stand out compared to the competition?  Contracting officials get calls and emails every day.  How can you stand out compared to everyone else?

BE PAREPARED – Know Your Value Proposition.

Make sure your SAM and DSBS registrations are complete, compliant, and optimized, as well as having a professionally prepared and aesthetically appealing Capability Statement. 

These serve as your government calling card or resume, and you only get one opportunity to make a good first impression.

Succinctly address what you have to offer.  What you do, and what have you done in the past. 

Past performance, even in the commercial market, provides some level of assurance that you can fulfill the requirements of the award.  Explain what projects you have completed in the past and the scope of those projects. 

Do not lead your conversation with your socio-economic status but address it later in the conversation, especially when you are SBA certified for set-aside awards.  Your value proposition is more important to lead with than if you are woman-owned, veteran-owned, HUBZone, or some other category. 

While these categories are very important, do not start your conversation with, “Hello, I’m a HUBZone business (or whatever socio-economic category fits your profile). 

When making your initial introduction, focus on what you do and how you have done it well for others in the past.  Taylor your conversation to the needs of the buyer. 

Be prepared and practice explaining your value proposition, and what differentiates your business from the rest of the pack

The buyer can then make a good assessment of your business and keep you in their ‘active’ file for consideration when an award solicitation opens, or an award is under the $250,000 threshold for the simplified acquisition program for small businesses.

FedBiz Access offers Engagement Strategy sessions, as well as marketing packages to targeted buyers in the federal government with its Federal Connections Package and on the state, local, and education market with its Local Connections Package. 

In addition, FedBiz offers SBA Certifications and GSA Schedule fulfillment services through our experienced team of professional.

This podcast is sponsored by FedBiz Access – https://fedbizaccess.com.  For government contracting made simple, call (888) 299-4498.