Navigating the New Landscape of Federal Contracting

As federal contractors, staying informed about changes in government procurement policies is crucial for your business. The recent announcement of the Better Contracting Initiative (BCI) by the Biden-Harris Administration marks a significant shift in federal contracting, aiming to enhance efficiency and cost-effectiveness. This article delves into what the BCI means for you as a federal contractor and how you can align your strategies with these new developments.

Some of our most effective small business clients succeeded in federal contracting by adopting a multifaceted approach that combines working with prime contractors and having their own contracts, such as GSA multiple award schedules (MAS). This strategy allows small businesses to diversify their revenue streams and increase their chances of winning federal contracts.

The Federal Buyer’s Journey

Many contractors face the challenges of determining their place in the federal market and identifying how to pursue business. An important step in figuring this out is:

Government Sales Falling Short?

Doing all the right things but without results?

Do the sentiments in this email haunt you too?

TurboGSA has been analyzing GSA sales information for some time now … trying to better understand which contractors are succeeding, and more importantly, what do differently from those who fail to generate contract revenues. We look for tactics and strategies that work for effective GSA contractors.

Due to the vast diversity of industries, products, services and competitors, this is a challenge to say the least. Strategies and tactics that work for one schedule may not work for others.  For example, sales and marketing tactics used to sell products under the Hardware Superstore are quite different than the approach business developers might take in selling management services under MOBIS Schedule 874.

While looking at the data, we wondered how many contractors actually understood how successful they are compared to their competitors. So for this whiteboard, we present GSA contract revenue data in tiers so you might better understand if you were doing well, or if there were opportunities to improve.