Federal Government Contract Opportunities – Search, Find, Win
Federal contract business opportunities offered through procurement and acquisition programs generate billions of dollars every year in sales and revenue for the #GovCon government contracting community. Every US Federal Government agency is required to procure goods and services in a manner that represents the very best value for American taxpayers – in delivery of civilian, law enforcement, scientific, health, military and other public sector missions for citizen constituents. Procurement opportunities emerge from Federal Agencies all year long – when needed, in annual cycles, or in large, multi-year program investments or future purchase contract vehicles.
Your company can find, assess, compete for and win business with the government from any Federal Department, Office or Agency that buys from your market segment, your industry – if you understand their current procurement and communications processes. Most importantly, you’ll need to be able to find or be alerted to every Federal opportunity that meets your sales objectives and business goals, as early as possible. Advance knowledge and early intelligence of Agency procurements, buying patterns and competitive positioning allows you to shape the acquisition through business development activities, prepare your capture team and resources, and set the stage for a successful solicitation response.
Critical to success in the Federal marketplace is a robust, user-friendly yet very sophisticated market intelligence tool – to ensure #GovCon sales and BD professionals have the very latest, most accurate and detailed repository of Federal opportunity intelligence, from many sources including and beyond Federal government RFP databases. “Intelligence” is not only what the government formally publishes through centralized (i.e. “beta.SAM.gov”) and Agency-specific channels, websites and databases, but also developed, enriched, unpublished industry analysis, Agency contacts and influencers, competitor or incumbent details, as well as marketplace readiness and maturity signals. The information that isn’t published may only be available to long-term, deep-pocketed #GovCon incumbents, or is simply invisible to smaller business development teams without access to the best tools and resources. All of this information is essential for sales preparation and successful #Capture or response tactics as Federal opportunities develop and emerge from Agency procurement shops. And as your Capture Managers gather additional insights from their own analysis, and discussions with the contracting officer or program manager on an opportunity, you need your team’s proprietary information to be integrated with government published data (especially as it is updated during the opportunity lifecycle), to get a single view of opportunity intelligence.
Take a look at how Capture2Proposal’s AI/ML tools help wrangle Federal contracts Big Data, to get the most useful, relevant results when searching government contract RFP databases.
Federal Market Intelligence & RFP Database Search Tool
Capture2Proposal is an essential market intelligence and #BD pipeline management tool for searching and finding government contract RFPs, responding to and winning US Federal Government business opportunities – all opportunities, all contract types and vehicles, all year long, all industry sectors. This affordable, yet comprehensive and informed RFP search engine platform augments the #GovCon sales team’s search and curation of government market and procurement intelligence – in a way that can dramatically increase PWin, significantly increase the volume and cadence of your Federal opportunity pipeline, and ultimately grow and expand your Public Sector business portfolio.
Federal Business Opportunity Types
Federal opportunities for government contractors come in all forms and shapes, soliciting help in practically every industry with which US citizens and constituents interact. From staff augmentation, to managed services, equipment and software prototypes, it’s critical for your company to quickly find, assess and determine whether these opportunities align with your business capabilities and sales goals, and can effectively be pursued to build a strong pipeline.
Staff augmentation contracts will require skills and capabilities in recruiting, hiring, onsite personnel management, training and very sharp pencils in setting competitive pricing, whether or not using labor categories defined by a contract vehicle. More consulting-style contract opportunities tend to be cost-plus fixed fee (CPFF) or time and materials (T&M) style, seeking subject matter expertise, innovative approaches and validation of success among industry partners and other government customers. For vendor opportunities to sell products or services the government will require market competitiveness in fixed-unit or packaged pricing, with very clear and quantifiable evidence of differentiating yet compliant features. Many more agile acquisition methods for quicker procurement of cutting-edge or prototype solutions (such as the DoD’s OTA’s, or “Other Transaction Authority”) can be harder to find and respond to, with quick notifications and turnaround – but these provide very good pathways to government for high-tech innovation, differentiating IP (intellectual property) and solutions.
Finding, creating and managing a portfolio of contract vehicles (such as IDIQs, or “indefinite delivery indefinite quantity” contracts and GWACs, or “government-wide acquisition contracts”) require significant internal work to manage these federal opportunities, both in winning a place on them, and then responding to (Task Order Responses, or “TOR”s) and managing the resulting Task Orders (“TO”’s). IDIQs can originate from many Agencies, and may not always be published where your company is searching.
Federal Market Opportunity Industries
The US Federal Government purchases goods and services from industry in nearly every category possible, across nearly every one of the NAICS (North American Industry Classification System) codes, and across all the Special Item Numbers (SINs) that the GSA (General Services Administration) uses in its IDIQ/GWAC schedules to narrowly-define products and services. The GSA Product and Service Codes (PSC) Manual also provides codes to describe products, services, and research and development (R&D) purchased by the federal government. These codes indicate “WHAT” was bought for each contract action reported in the Federal Procurement Data System (FPDS). As a #GovCon federal supplier, your company should keep track of the NAICS, SIN and PSC codes your offerings align with, to better discover and find the most appropriate federal opportunities.
Many solicitations from the government are for products and services under NAICS categories that all Agencies need – like commodity IT services, equipment or supplies. Many are more focused on categories the Agency’s mission uniquely requires – like emergency equipment for FEMA, military equipment for the DoD and construction equipment for the Department of Transportation.
A small sampling of currently critical industries and mission areas, i.e. those areas of the government which are very actively soliciting and acquiring billions of dollars worth of goods and services include:
- Healthcare – both short-term and long-term contracts for all manner of healthcare, medical device, logistics and R&D revolving around the COVID-19 pandemic;
- Homeland Security and Law Enforcement – is adding spending for training, equipment and logistics around escalating public safety and crowd control;
- Defense – is continually refreshing aging equipment and legacy systems, particularly critical in addressing cybersecurity global threats;
- Enterprise IT Systems – i.e. the “back end” monitoring, management and financial control systems that are very complex, are migrating to cloud solutions, and require significant systems integration and data management support; and
- Transportation – the proliferation of “smart” and distributed IT into our transportation systems and vehicles is creating an entire new “Transportation 3.0” industry, important not only to support civilian transport but also city, state and Federal logistics services.
Government procurement officers may issue a Request for Information (RFI) to gauge interest and understand if vendors can offer a product or service to address their need. Based on responses to the RFI the procurement officer may decide to release RFPs (Requests for Proposals), RFQs (Request for Quotes), or other styles of contract agreements, grants or sole-sourced awards. From the earliest stage, these opportunities must be found, tracked, managed and aligned as the primary demand indicators supporting your company’s sales objective, and resulting pipeline of opportunities. At the RFI stage your capture team can even provide input which may shape the RFP requirements, and so the earliest possible visibility and insights on government initiatives is essential.
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