Many A/E, construction, and environmental firms that previously have shunned the federal government market are now much more interested in becoming involved. The increased motivation stems largely from the imminent expansion of federal economic stimulus spending—much of which will be spent directly by federal government agencies. To ensure that they can secure a place at the table, firms need to quickly learn how to identify federal opportunities as early as possible and how to pursue these opportunities, either as a prime contractor or subcontractor, taking into account the firm’s lack of previous federal government experience.

 

Many firms have previously shunned the federal market because of one or more of the following factors: (a) the perceived costs and disadvantages associated with that market (e.g., selling costs; administrative burdens uniquely associated with federal contracts); (b) the lack of urgency—many firms have done just fine without having a federal market business segment; or (c) the lack of knowledge of how to enter the federal market. Given the current state of the economy, many of these firms are now seeing greater advantages to having federal government contracts. Government work, in general, might be especially attractive to some firms due to sharp downturns in private sector projects, at the same time that the federal government’s spending might be sharply increasing.

 

A decision to enter the federal market for the first time might be great for some firms, but not so good for others.  Senior executives of many firms need help in figuring out a specific way to evaluate the market, to reach a decision that makes sense for their firm—and, if the decision is a “go,” how to pursue opportunities. There needs to be more than a vague hope that “the Obama Administration will be spending a lot of money to stimulate the economy—ergo, we should enter the federal market.”

 

Drawing on 30 years of experience pursuing—and winning—federal government contracts, presenter Dave Alexander discusses important factors for firm leaders to consider before entering the federal market and how to pursue these opportunities once the decision has been made to enter the market.

 
Understanding the Federal Market and Developing a Sound Near- and Longer-Term Strategy

Dave Alexander has more than 30 years of experience helping firms enter and thrive in the federal government marketplace. As President and CEO of The Cadmus Group, Inc., between 1990 and 2000, he led the firm to a quadrupling of its federal government revenues and its listing in the Inc. 500. Previously, he was a Vice President at ICF, Inc., and a Senior Principal at American Management Systems, Inc., both of which are major federal contractors. In each of these positions, his responsibilities included identifying federal business opportunities, developing capture strategies, and leading the preparation of proposals. Now through Lincoln Strategies, LLC (Carlisle, MA), he provides action-oriented strategic and tactical advice to firms that are considering whether and how to enter the federal market. He has authored many articles and books for ZweigWhite and others on the subject of federal marketing.