By: Ben Souder
Published by: TargetGov

Contractors with the Federal Government should be aware of the three layers of decision makers that exist in the federal purchasing process. Knowing who these decision makers are and understanding how they can help your company throughout the procurement process is crucial in an already competitive market.

Each layer of decision makers has its own unique function within an agency and its own way of helping you. It is important to familiarize yourself with titles, roles, and what information each layer is interested in. This focus will improve your marketing efforts and allow you to build better relationships with the people who procure contracts.
 

Find out the three layers of decision makers here...

By: Mike Parkinson
Published by: Washington Technology

Mike Parkinson is an instructor for the Government Contracting Institute's Proposal Writing Tools for Success class

Is there one silver bullet that wins proposals? Yes (kinda). Trust is the closest factor I have found to being the silver bullet that wins proposals.

Our customer must trust that we can deliver the solution at the agreed-to price with little to no issues. (Do you make it a habit of buying from people or companies you do not trust?) No trust, no win.

Definitively, there is no one silver bullet factor that guarantees a win. There is no one thing that always works; nor is there one thing that offsets a sea of negative influencers (e.g., bad reputation, noncompliant or poorly executed proposal, lack of customer insight).

However, there are five silver bullet factors that greatly impact the likelihood of a win, and these factors require customer trust.
 

Read the rest of this article here...