Where is the Needle in the Haystack of Federal Contract Opportunities?

The first step to winning federal business is to invest in an aggressive, direct federal sales program. Notice the word "direct." Resellers can sell some of your products but services have to be sold by you. Many companies that make the investment required have stars in their eyes and they try to shotgun the wide-ranging federal market. Companies need to narrow their focus and target legitimate contacts.  Otherwise, you will be spinning your wheels. 

Indefinite delivery/indefinite quantity (IDIQ) multi-award contracts are a good place to start because the agency end users will usually open up more freely to talk with the holders of their favorite IDIQ or, more importantly, their contracting officer's favorite IDIQ contract holders. Once you have convinced the proper parties that you have the solution to their problem, the awarded IDIQ gives them the mechanism to close the deal quickly and with very limited competition.  Furthermore, the end users are usually easier to find because the specific scope of the IDIQ will tell you who would be the logical user of the contract. For example, for IT IDIQs, the end users will likely be in the agency's Chief Information Officer's (CIO) office. And contact information for CIOs is readily available.   


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