Our previous newsletters discussed the trend in the federal government towards the use of Indefinite Delivery Indefinite Quantity (IDIQ) contracts to speed up the federal buying process. Winning an IDIQ is a crucial first step in doing federal business but it is only step one.

As previously discussed, we don't suggest spreading your company too thin. Winning an IDIQ is not only expensive but, with too many in hand, you are in danger of losing focus. More importantly, you do not have a dollar of revenue until you win a task order.

Inexperienced federal contractors frequently miss the most critical step. You must sell using your IDIQ contract and use the contract as a way to close the sale within the rules (i.e., to limit or eliminate completion). And you can bet on the fact that the other companies holding the IDIQ will be selling aggressively. Furthermore, sales efforts must be direct rather than relying on others to assist you in making a sale.

Call me for a free session on contracting and procurement in the new federal market. 
Phone: 301.908.0546

Regards,
Richard White
President
Fedmarket
rwhite@fedmarket.com
301-908-0546 (cell)