Identifying and Researching Your Government Customer
Does the government buy what I'm selling?
Seriously, I don't even know what you sell but the answer is yes, I mean the government is allowed to buy heroine and fighter jets, who else gets to do that?
And believe me they buy everything in between.
So I Guess I'm Selling to the Government
No one sells to THE GOVERNMENT, not even Lockheed Martin, the biggest kid on this block. The government may seem like one organization from the outside but it is actually hundreds of buying offices that together releases about 1.5 million contracts a year worth a total of 450 billion dollars...
That is not a misprint, HALF A TRILLION freaking dollars, that's about 3% of the US' Gross Domestic Product, or about the same amount as the GLOBAL software market.
So yeah, someone in there is buying what you are selling, but if you just start showing up at informational events and calling the small business reps you can spend years and never find the people inside the bureaucracy that are buying what you are selling.
Is This Course Worth It?
What's this course worth? Well, its free, but your time isn't so here's how I look at it, you could go out there and just start hustling but this class will take you about eight hours to complete (most of that is doing research that you will need to do no matter how you approach the market), so if this class saves you from going to three happy hours, or two industry days that turn out to be a bad match for you then it just paid for itself, and let me assure you this class will save you MUCH more time than that.
There are two basic parts to this course. Part 1 is all about identifying your customer and Part 2 is researching the customers that you've found and building a workplan that will show you everything you need to build inside your company, and everything you need to do to win your first work.
Part 1 (Customer Identification): Because the government market is so big I recommend analyzing the government's spending data to see who is buying a lot of what you are selling, and buying it in a way that is accessible to a new contractor.
Class 1 (Identifying Key Words): Identifying the key words that the government uses when buying what you are considering selling
Class 2 (Collecting Data): Using those key words to collect government spending data
Class 3 (Analyze the Data): Parsing and analyzing that data to figure out who is putting out a lot of contracts that you have a chance of winning
Class 4 (Customer Down Select): Heat mapping the different customers out there to determine which offices are buying the most of what you are selling.
Class 5 (Product/Service Analysis): Assuming you are considering selling a couple different products and services I recommend looking for customers that are buying multilple things to make it easier for you to grow
Part 2 (Customer Research): In this part we will begin to research our prospective customer to help us refine and build a really crisp value proposition and identify the current community of contractors that you can work with.
Class 6 (Collecting RFPs): Identify and collect relevant RFPs that have been put out in the past to help us learn how the government buys your product or service.
Class 7 (RFP Analysis): Parse and analyse the RFPs to identify how the government bundles requirements and identify where you shine.
Class 8 (Set-Asides): We will identify how our prospective customers are doing on their set-aside targets
Class 9 (Vehicles): We will identify which contracting vehicles our customers use and what we need to do to get on those vehicles
Class 8 (Relationship Analysis): Identify the key players at our prospective customers and the companies that are already selling to our customer
Class 9 (Building the Workplan): Use the information collected and our recommended steps to build a workplan to your first win
Interviews: At the end of each class watch interviews with three of Eastern Foundry's most successful, open and insightful CEOs talking about what it was like for them when they were starting their businesses.