My posts are usually inspired by real life — by attending events, talking to experts, doing market research, and participating in capture and proposal efforts with clients. This is no exception. What started as a slide in my “So You Want to be a Federal Contractor” class that I teach at a Small Business Development Center evolved into a manifesto of good and bad ideas. Certainly, as a small business, you can’t expect to have all the answers right out of the gate – and ther
I talk to a many small businesses who aspire to sell their services and products to federal agencies. And when I explain to them that a “small business” under their NAICS Code is any business that makes $25M a year or less, they say, “25 MILLION?!” and they deflate a little.
How can a truly small business compete with a $25-Mil company? or even a $5-Mil company? Another day, another conversation – this time with a small government contractor who is afraid of hitting the smal
I’ve talked to a number of new government contractors who think that getting a status symbol will somehow make the phone ring off the hook, contracts will start dropping from the sky, and the likes of Lockheed Martin will be beating a path to their door. Well, hate to disappoint you — but adding an acronym to your business card will not stand in place of good old networking, relationship building, doing your homework to understand what the government is buying, and bolsting y