Welcome 2013- and hello opportunities!!!! If you haven’t already mapped out your marketing program for next year, or at least the next six months, I encourage you to do so NOW! Here are some tips and resources to help you successfully identify your target audience.
- Make sure buyers can find you; government buyers use several sources to find vendors including www.sam.gov; www.thomasnet.com; and Google. Take the time now to make sure that your profiles are up to date on government databases and contain the most accurate information about your firm. Review references, capacity, phone numbers, email addresses and point of contact information. Refresh your website.
- Develop federal government procurement forecast utilizing https://www.acquisition.gov/comp/procurement_forecasts/index.html. Each agency has posted their plans for doing business in 2013 and beyond. This website is an excellent resource for locating government buyers, and it’s a MUST DO for the beginning of the year. By utilizing this website, you can develop your pipeline for new business opportunities for the entire year. No more waiting for bids!
- Prime Contractors seeking sub-contractors. The SBA publishes a database of prime contractors who are actively seeking small business partners for sub-contracting opportunities. http://www.sba.gov/category/navigation-structure/contracting/contracting-opportunities/sub-contracting/subcontracting-o
- Many federal agencies have an Office of Small Disadvantaged Business. The OSDBU is tasked with ensuring that each Federal agency and their large prime vendors comply with federal laws, regulations, and policies to include small business concerns as sources for goods and services as prime contractors and subcontractors. The goal of the OSBDU is to advocate for and manage the small business utilization programs for their organization. The OSDBU is a great place for you to find buyers and market your business.
- Private Sector Corporations with a commitment to diversity. The Diversity Inc. publishes an annual list of the Top 50 firms for diversity that includes links to corporate websites along with instructions on their supplier diversity programs and how to do business with them. http://www.diversityinc.com/the-diversityinc-top-50-companies-for-diversity-2012/
I hope you find this information helpful, and know that in order to get to the next level you’ll need a well thought out communication plan that not only disseminates your firm’s capabilities but addresses buyer’s needs. Best wishes for a great 2013!
