When I started selling to the government, I thought it made sense to see where all of the opportunities were being posted. I found a great spot online: Fedbizopps.gov. I could simply search by word, agency, procurement type, dollar amount, location. This was a dream come true for the sales executives! Equal bidding opportunities worth at least $25K right online.

Then I responded to one...and another...and another. I never heard a word. I was shooting in the dark. I started to think that maybe, just maybe, I was being lost in the paperwork. Wasn’t anyone reading my beautiful proposals with full-color photographs and simple solutions? Weren’t they considering my company, the best in its class? Why wasn’t I getting the follow-up calls or the opportunity to get to the presentation stage? I started to think my hard work was going into the black hole of the US Government.

In my case, there are only three other competitors doing business with the government and I was not winning the bids.

Then, in 2002, I took a class by Richard White, owner of Fedmarket.   He said the magic words, "Do not bid on public RFPs (Request for Proposals) on Fedbizopps.gov unless you have insider intelligence that you are one of the finalists on the bid."

How can that be? What Happened to Full and Open Competition?

The government contracting officer has to go to public RFP only as a last resort. The rules say they must first look at small and local businesses, then GSA schedule holders and then seek "open market" companies if they can’t find suppliers through their current contracting sources. Even then, they will do everything they can to set the criteria to look fair and open, but it is obvious that it is written in such a way that the organization they know and trust will win.

Have you ever seen the statement, "You must have prior performance with this agency" or something close to that? You might as well send a congratulatory note to the incumbent right now.

Here is a good filter to use for the "bid, no-bid" decision before spending a week or two of your time on an RFP:

1. Do we know the contracting officer listed on the RFP?

2. Do we know the end user(s) utilizing our product/service?
3. Did we help create the needs analysis before the RPF was sent out?
4. Do we know the real "story" behind the RFP?
5. 5-Did we receive a call by the customer letting us know the RFP is up online?
6. 6-Are we invited to the table to bid on this opportunity?
7. Is our product/service specifically listed in the RFP or was it our competitor’s product specification, capabilities, etc.?
8. Is the RFP due in less than 7 days? Is the delivery due in less than 30 days?
9. Do the Best Values listed in the RFP fit our company? IE: Small, 8a, Women- owned, Disabled Veteran, Security Clearance, Warranty, etc.
10. Is this RFP the first time we’ve heard about this opportunity?
11. Do we know the competitors or primes bidding on this deal?
12. Is this a highly publicized opportunity?
13. Do we know the win-themes of this RFP? IE: the embedded intelligence on who they really want for the job and what do they really think about us?
14. Is this our deal to lose?
15. Can we fulfill every requirement and make money if we win this opportunity?

I find it so simple to read myself into an RFP. I always say, "Oh, this is a perfect opportunity for my company." Don’t let your ego get in the way of reason. Utilize these fifteen filters. If you say "yes" to all of them, go for it. If you say "no" to more than half, don’t waste your time.

So you’re too late - now what?

So what if you find a great opportunity online and you’re too late? Call the "POC" or point of contact anyway. Say, "I don’t know if you’re the right person, but maybe you can point me in the right direction?"

They’ll say, "What are you looking for?" Tell them your story - maybe you saw this opportunity and you know it is already too late, but you want to learn more about doing business with their agency.

"Who is the department who typically purchases my product and services in your agency? Who is the decision maker there? Do you happen to have their number?" can be some great follow up questions. If you are a small business, let them know that you need help getting into the agency, and you want to follow this public procurement and learn from it for future opportunities. Maybe they’ll give you their perspective as a case study along the way.

The key here is to become a government decision maker’s "pet project" and ask for help. Let them know you just want to follow Proper Protocol and they’ll hold your hand along the way - right into the gates of future success.