A man walks into an operating room and performs successful surgery before a stunned staff. “Are you a doctor?” they ask. “No, but I did stay at a Holiday Inn Express last night” the man replies.
While staying at the right hotel may or may not make you smarter, it’s certainly no substitute for experience, whether its surgery or selling technology to the federal government. Aside from the well-known reams of government rules, federal IT projects differ in pace, budgetary timing, and degree of oversight. If you know tech, but don’t know the federal market, you have only half of the skill set you need to succeed.
Market-specific knowledge is essential whether you’re selling to the feds or any other customer segment. You have to know the right people, processes, and pressures. Your successful competitors have this nailed down. If you’re going to take business away from them and compete successfully for new projects, you must have the same tools.
Where do federal contractors go to get this knowledge? It’s not like federal agencies provide this information on their websites, much less in the RFPs or RFQs on which you’re bidding. Developing the knowledge you and your team must have can seem like a daunting challenge. Below are some organizations that every government IT contractor should be aware of and should strongly consider participating in. Each of these organizations can provide knowledge, contacts, the identities of your likely competitors, and other information that is essential for federal business success.
ACT-IAC: Willing to roll up your sleeves and work side-by-side with feds to develop strategies to tackle pressing IT needs? The American Council for Technology-Industry Advisory Council (ACT-IAC) may be for you. This organization takes no policy positions, but rather is a forum through which government-industry working groups are established to help feds on a variety of IT issues. ACT-IAC has been called ‘an example of how government and industry can work together’.”
AFCEA: AFCEA says it is a, “member-based, non-profit association for professionals that provides highly sought after thought leadership, engagement, and networking opportunities. We focus on cyber, command, control, communications, computers, and intelligence to address national and international security challenges.” This mission statement should definitely resonate with anyone interested in selling IT to feds, especially to the Department of Defense. AFCEA has chapters nation-wide and overseas as well. There’s even an association for newer hires – the “Young AFCEANS.”
NCMA: Company officials involved in contract negotiation and management should definitely consider joining the Nation Contract Management Association (NCMA). This organization provides invaluable training on the intricacies of the federal IT contract process. It also offers exceptional networking opportunities, including those with federal officials. Having good relationships with contracting officers must be an important part of any government contractor’s federal practice. NCMA can help your company identify why that is so and the important people in this area who are, after all, the only ones who can officially award your firm government business.
There are many other excellent industry associations that cover various aspects of the federal IT space. People interested in GSA’s Multiple Award Schedule program and other contracting methods can join the Coalition for Government Procurement. Service companies should check out the Professional Services Council. Those interested in federal IT policy may be interested in ITAPS – the IT Alliance for Public Sector.
Regardless of your interest, you now know that there are many groups that cover the specialized nature of the federal IT market. Companies that participate in these organizations will better understand the “who, what, when, where, and why” of the industry. If your competitors are part of these groups but you are not, they can have a distinct edge over you in federal IT success. Make sure you take steps to level the playing field.
