Guidelines for Bidding on Government Contracts

There are some guidelines to follow that will help an Antares vending operator gain a competitive advantage when it comes to bidding on government contracts.

First step: opportunity analysis

The first step in the process is to identify the scenarios that best apply to your offering and only pursue those opportunities that fit best. Those opportunities should be ranked and a strategic plan will need to be developed – especially in the state and local government (SLG) marketplace.

Utilize market intelligence services

If you don’t have the time and resources to dedicate to this, there are strategic market intelligence companies that provide this type of information. They specialize in helping businesses develop relationships with government entities. You can use them for your Antares Corp. vending business.

Know the customers

It is important to study and understand that primary drivers initiating the procurement. You will need to know who the decision makers and influencers are. State and local procurements tend to be much more influenced by elected officials and staffers than federal agencies. Be sure to develop a political plan that does not violate any anti-lobbying laws.

Know the competitive landscape

You will need to determine which competitors are likely to bid on the same opportunities, and how they compare. Winning government requests for proposals would require you to develop a winning strategy. A good strategy will provide the customer with compelling reasons why your Antares vending operation should be selected over all other vendors.

Validate your message

This process would involve you “deciphering” the message of your Antares Corporation vending business. For example, if you say that you offer healthy products, what exactly does that mean? You must validate this message. You can accomplish this by stating the nutritional contents of the products you provide, along with an explanation of why those nutritional contents constitute “healthy” offerings. In doing this, you validate that what you are saying in writing is going to meet the customer’s objectives. Practice, preparation, research and execution are key components to winning.