3 THINGS TO FOCUS ON NOW: ASSISTED ACQUISITIONS, DIRECT CLIENT ENGAGEMENT, & RECOMMENDING INNOVATIVE ACQUISITION METHODS
All federal agencies either have their budget number for FY’19 or will have it in about a month. As we shift into the next part of the fiscal year, here are three things to focus on now: 1.Assisted Acquisition: Does your client’s procurement shop not understand them? You’re your project require special acquisition expertise? Whether you sell IT, professional services, or even other types of solutions, leveraging the capabilities of assisted acquisition offices can be a good way to increase your overall business and help customers in a jam. 2. Now is the time to develop your sales leads and make sure your target agencies know your capabilities. Acquisition actions will start coming when the weather warms up, so make sure you’re ready by developing the relationships you need and educating your customers on why your company’s solutions are the best for them. Don’t try to be everywhere at once, but definitely don’t spend too much time in your own office. 3. Can you tell your OTA from a BPA? If not, you’d better learn fast. If so, make sure you use this knowledge to your advantage by suggesting innovative acquisition methods to your client. Finding a way to make their acquisition easy helps both the customer and your company. Whether it’s a set-aside, IDIQ contract, OTA, or other innovative approach, be prepared to recommend the top 2-3 that you think will work best. This is the time of the year that you set the table properly so you can eat as much as you can later. Remember, forks on the left!