A huge problem that newcomers face when trying to enter the federal market place is that it is enormously difficult to find end users. A centralized database providing information on existing contracts would go a long way toward opening the competitive process. In September, 2006, Congress passed a new law which requires the creation of a public contract awards database. Ideally, the new database would (1) provide a summary of what was purchased, and (2) identify who the end users and official buyers are for each awarded contract. Provided the aforementioned elements are addressed, this new law would be the single biggest step ever taken to open the federal market to all.
GSA operates a similar database which is controlled by a contractor. The current database is virtually useless - - primarily because the data is not up-to-date and does not tell a vendor what product or service was purchased. Contract award data is useless to federal sales and business development people unless a description of what was purchased is part of the data. How can you determine who bought what you sell if this descriptive information is not available? The phrase "information technology equipment" is not enough descriptive information. It is not possible to determine whether a keyboard or a super computer was purchased. At present, the only place where meaningful information is published is at FedBizOpps, http://www.fedbizopps.gov. Interested parties should go to this web site and find the "solicitation" link to access such information.
The congressionally-mandated database will not be available for several years. So what does a vendor do in the meantime to access the necessary data to determine who is buying what you sell? In our view, don't waste time on the useless GSA database called the "Federal Procurement Data System." But then again, it's free so feel free to give it a try if you enjoy frustration and wasting time. From our perspective, you have two practical choices:
1. Search FedBizOpps and its solicitation data using keywords which describe your product or service. Then try to tie the resulting solicitations to the subsequent award record for the solicitation; or
2. Maximize your precious time and purchase our FedBuying Intelligence subscription service and make life easy.
The most powerful sales tool available to government contractors.
Fedbuying Intelligence (FBI) searches five years of public bid data and tells you "who bought what."
Contact data including telephone number and email address is provided for each buyer in a downloadable spreadsheet.
|
