There is no shortage of bid opportunities for security guard firms. That said, the bid process can be an arduous undertaking for a small firm, it does require planning, resources and a certain level of expertise. Here are five tips to help you increase your win rates.
- Capacity: it’s important to determine right up front what type of opportunity is the best fit for your firm. What can your company realistically win based on your experience, past performance and resources. All too often I see business owners that are willing to “take a shot” on bids that are not a good fit for their companies. It’s almost as if they feel like if they keep bidding, they will eventually win something. That is the wrong approach. The right approach is laser sharp focus.
- Identify & Market to Your Target Audience: sitting behind your desk and waiting for bid opportunities will not produce significant results. You need to consistently engage your target audience through a pointed communication strategy. Buyers are more likely to take a chance on your company if they know who you are. Take a look at the larger global security guard companies – they make a significant investment in marketing, branding and public relations. As a small business, it’s important to understand the importance of marketing.
- Increase Experience & Past Performance: with projects that do not go out for bid. Many government agencies have opportunities for micro and small purchases that are procured through a simple acquisition process. This is a great way to fill your pipeline and minimize the exposure and risk that is typically associated with larger bids.
- Teaming/Subcontracting: if you are new to government contracting, I strongly encourage you to seek out an experienced vendor to pursue contracts that have subcontracting goals for small, minority and women owned business. Subcontracting goals for small businesses can be as high as 45%. Many larger companies are actively looking for good quality small businesses to partner with. A good prime/sub-contracting relationship is absolute must for growing your small business.
- Best Value: identify your secret sauce. I often tell my clients that any security company can put a guard on post – that is the easy part. When responding to request for proposals, bidders have an opportunity to focus on what value they bring to the table. Buyers will often include clauses in their documents asking bidders demonstrate their value proposition. There are lots of opportunities for small businesses to add value through a hands on and focused approach. Some examples include; technology, customized training, bi-lingual officers, accurate payroll/billing – just to name a few.
