Washington Technology: Cultivating the Government Customer During the Summer Selling Season

  |  July 24, 2020

The ongoing COVID-19 pandemic has certainly created challenges for the government contracting community – though there may be a silver lining on the horizon.

With addressable funds being the highest in 10 years, many believe that federal spending for contractor services is accelerating. The pandemic has also created a backlog of RFPs that procurement professionals will be releasing throughout the rest of the summer.

As a result, contractors have a unique opportunity to work with government customers and prospects through this period of potential rapid procurement. This was the key theme from a recent Washington Technology guest article by Russell Smith, President of OCI.

“Now is the ideal time to consider developing systematic plans to both cultivate and educate government buyers – especially since the pandemic continues today and into the foreseeable future,” said Smith.

The article also highlights how incumbents will have an advantage when it comes to winning recompetes. It discusses how developing the right resources for winning new contracts or a recompete is vital.

This should include leveraging the right proposal teams that have subject-matter expertise, understanding the buyer agency, and including everything from writers to graphic artists to orals coaches.

Please click here to read this article. In addition, be sure to listen to our recent podcast interview with Aaron Heffron, President of Market Connections, which dives deeper into this topic.

Are you optimizing the summer selling season? Please reach out to OCI here to tap into our wide-range of federal proposal consultants for organizations of all sizes – from Top 10 Federal Contractors to rapidly growing small businesses.

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