Succeed in Federal Contracting Without Past Experience

If you ask yourself why you started your company, you will probably discover that you started it because you were an expert in that specific area. Zoom out and look at the larger picture. What is your area of expertise?

• The Public Health Expert: An air purification UV sanitizing company did not just start out of the blue. It was founded by a woman with deep expertise in engineering, public health, and environmental science.
• The Tech Specialist: A tech company specializing in supply chain portals was formed from years of computer science engineering, specifically building complex portals with multi-tiered user variations.

Look at the reason your company formed in the first place to find your true core competency.

Despite your company being brand new, your career is likely not. Choose one core competency and position yourself as the ultimate subject expert. When you talk to potential partners, focus entirely on the personal experiences you bring to the table to make up for the lack of company history.

For example, if we circle back to the tech company focusing on supply chain portals, the founder and lead would share the specific ways they worked with previous organizations to streamline their supply chains. Be fully transparent that this is individual experience. Your personal track record carries immense value.

A happy path to making money in government contracting is by subcontracting with small businesses that are already winning contracts. This is where our market intelligence platform, GovCon360, becomes your best tool.

You can use GovCon360 to find the exact small businesses already winning within your target agency. Teaming up as their subcontractor helps build your official track record. It brings in revenue while teaching you the ropes of that agency.

When connecting with one of these established small business primes, you need to show up to an intro meeting with a structured call plan and smart questions. This proves you are a serious professional.

• Use a Call Plan Every Time: Lay out exactly what you are going to talk about, including the questions you want to ask.
• Showcase Your Value: Share how you can solve their mission and contribute to their success. Do not just look like a small business, look like the expert in your field.
• Focus the Conversation: Talk about your core competency and how it relates to them for the kickoff. Control the meeting in a way that leads toward a discussion around an agency or opportunity.

Keeping the conversation focused on business development and capture strategy ensures they see you as a strategic partner.

Building your past performance takes time, but by leaning on your personal expertise and finding the right teaming partners, your path to success is wide open.