Tips On Landing Government Contracts

Gloria Larkin (pictured) is president of marketing consulting company TargetGov and author of The Basic Guide to Government Contracting and The Veterans Business Guide: How to Build a Successful Government Contracting Business.  In addition, she is the past National Procurement Committee co-chairwoman for Women Impacting Public Policy.

Below Larkin shares two main points on how to land government contracts:

1. One piece of paper can accomplish more than an expensive, glossy brochure by precisely pinpointing what a company’s abilities and offerings are and how they can benefit a customer.
2. Capability statements (word-heavy documents) help create critical first impressions and define business strategy while appealing to three layers of decision-makers: Small-business representatives, contracting officers and program managers.

What not to do?  Larkin adds:

"Don’t use pretty pictures of people smiling, because they don’t say anything to your target."

Read the article:  Business owners soak up advice on landing government contracts