Making Decisions in GovCon BD (GovCon Geek Squad on LI)
Generally, one system prevails as the industry standard for how business development is done in Government Contracting. When it comes to answering the spectrum of questions beginning with “Who buys what we sell?” and concluding with “Bid or No-Bid?”, there is no single source of information to turn to for making the ever-important good decision.
Yet, we keep chasing that elusive silver bullet.
Think about it. The subculture of Federal and Defense Contracting consists of folks and companies proficient at ensuring your company is compliant with things like the Federal Acquisition Regulations, DCAA, CMMC and more. It also includes the fast-moving and still growing segment that is the purveyors of reconstituted information. These are the organizations that capture information from various sources, most of those sources hosted by government agencies, and dress it up to make it visibly more appealing and easier to interact with. There is value to be had with aesthetically pleasing interfaces and economies of scale. No punchline, it’s a fact.
The question to ask is, “How close to the finish line do we get relying somewhat or greatly on one system, or even two?”
I’ve used many of these systems over the years. I’ve trained people who work for and lead some of these companies, and they are good and smart executives and professionals. As The American Small Business Coalition first, and now as GovCon Club, our team has trained thousands of other leaders and professionals (Government and Industry) who use these systems. They too are good and smart people. None of the Industry folks has ever told me they could use one or two of those systems from target market selection to contract award exclusively. We’ve asked in the past and we still ask today.
Here’s the point. There are hundreds of publicly accessible data sources unique to Federal Contracting that account for thousands of data elements, representing hundreds of billions of dollars each fiscal year. Not one of these reconstituted information purveyors, or ten of them joined together, taps into all those sources, or captures all the information.
We created Ethical Stalking for Government Contractors® more than a decade ago to help companies understand how to complete the decision picture they were painting, using these other sources.
The contributions we and others make to this newsletter are focused on creating clarity for those responsible for “connecting the dots” during the business development life cycle. We’ll discuss what dots are, who uses them, what they mean and where they are, one interactive conversation at a time. For our GovCon Club members, you’ll get the same information PLUS the DYKGovCon content that plays this information out in real-time on video.
Let’s do some Ethical Stalking for Government Contractors® to help companies win!