Establishing good contacts and following agency protocols are crucial to securing government contracts. Seek out those agencies that have a good match for the services and/or products that your company specializes in or supplies, and stay away from jobs that are too big for you to handle. It also pays to learn about the agencies and those who work within them in order to build good relationships. Then be sure to research the agencies’ previous contractors, keeping an open eye for anything that could help you when submitting a bid. When you do submit a proposal, pay strict attention to guidelines, and when you’re awarded a contract, follow through on all procedures to improve your chances of satisfying important stakeholders. After all, happy customers usually translate into repeat customers.
For more on working with government agencies, be sure to read Government Contracts for Small Businesses.