I was truly inspired yesterday after attending the NYC Procurement Fair as Mayor DeBlasio and members of the MWBE team shared their deep connections to entrepreneurship and diversity. I am always energized and grateful for the opportunity to connect with government buyers, gather information and network with other MWBEs – these activities literally feed my soul and inspire me to find ways to turn those opportunities into contracts for me and my clients. I thought I’d share my top strategies for following up.
- Review Moving Your Business Forward handout that was distributed to each attendee. All the information you need to target your marketing efforts are contained in the document. Here is a summary of information contained in the brochure:
- What each agency is purchasing by category.
- Identifies other successful MWBEs and Award recipients.
- Resources, phone numbers, and websites for Selling to NYC.
- Provides information where you can request technical assistance, take classes and request One-on-One Coaching.
- Review buyer information requirements: each exhibitor provided very detailed information about how to do business with them. For example, the Department of Education provided a detailed list outlining Requests for Bids, Requests for Proposals and Multiple Task Award Contracts as well as detailed instructions for how to obtain bids and become a vendor with DOE. It is absolutely critical that you review and follow all agency instructions before making contact with buyers.
- Connect with Key Contacts within 24 hours: even if that means leaving a telephone message, or sending an email thanking them for their time and letting them know that you’ll be following up to either send a capability statement or schedule an appointment. Your key contacts should include buyers, facilitators and other MWBEs. Who can you team with, who can you partner with? Is there anyone at SBS or PTAC that you need update on your latest projects? Is there anything you need to be more competitive?
- Review Capability Statements/Bidder’s List and Vendor Registrations: your capability statement should be updated reflecting latest core competences, references, key milestones, differentiators and success. Carefully check bidder’s lists ensuring that your contact information, references and NIGP codes are accurate.
- Create a strategy for consistent communication: let’s face it, the possibility of closing a deal after sending a capability statement and making one or two phone calls are slim to none. You need to think about how you will consistently stay in touch with your target audience. We recommend creating a program for at least six months that includes various touch points.
If you find this information helpful, please sign up for my newsletter to gain access to upcoming free webinars, tele classes and workshops on MWBE Marketing and Government Contracting.
Happy Hunting!
