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MARKETING TIPS

1.    Do your homework.  Know who your buyer is, what your buyer purchases and how, what your buyers expectations are on performance/delivery.

2.   Make initial contacts.  Introduce yourself to buyers personally.  Make an appointment (find out the proper protocol), meet at procurement fair or networking event, ask for an introduction.

3.   Sell yourself – sell your company.  You’ll need a capabilities statement or line-card, a copy of your CCR registration and limited product/service information. Demonstrations may be appropriate – check first! 

4.   Follow up.  If indicated, follow up as needed.  Prepare your follow up questions and keep your follow up contact focused.  If required to mail additional information, check for any special mailing procedures, especially if the information is being sent to a military base or secure federal building.

5.   Be Responsive.  When the opportunity arises to respond to a solicitation – be responsive!  If you are unable to provide a quote, notify the contracting officer that you will not be bidding.  You may want to qualify your reason – not your product/service, cannot fulfill certain contract requirements etc.  If you are able to provide a quote, follow all instructions carefully and submit as directed.  Pay special attention to submission guidelines, dates (received or postmarked), acknowledgements (addendums), required submittals and complete required electronic registrations. 

6. Perform.  Provide services/products as contracted for.

Send mail to levery@gondtc.com with questions or comments about this web site.
Last modified: 05/08/07