WHY GOVERNMENT CONTRACTS?

Does your company offer a service or product that would be of interest to the government?

Certainly, you would not base a sales and marketing plan to offer the government a service or product for which the government has absolutely no use. As part of our initial interviews, we get a general feel for the services or products your company offers, and conduct initial research into what types of contracts would be available to your company. Once retained, this research becomes more detailed, providing a comprehensive overview as to exactly what contracts are available, competitive offerings, special requirements, and a detailed analysis of the increased sales your company could realize in the government market.

Is your interest based upon an immediate need, or does government business fit into your overall long range growth plans?

As a consultant, this is normally one of the first questions we ask in our initial interview. Current government contracts range in length averaging from one year to five years typically with options to extend that can carry over to 15+ years. We have found that companies that do consistently well in the government market are those that look at government business as a long term revenue stream. Based on our experience, the company that tends to dabble in and out of the government market, or are looking at government business to fill a temporary shortfall in business, normally does not fair well. However, those companies committing their attention to the government market, and follow through on developing an effective government marketing plan, become entrenched in certain contracts and enjoy the stability, profitability, and benefits government contracts have to offer.

Breen & Associates brings the entire government market to your office door. Whether you are a large business, small business, or small disadvantaged business, government contracts can offer years of profitable revenue and stability to your company. Our program offers a way for companies to maintain focus on the government market without allocating assets away from your current core business focus. If you believe the government market might be a feasible, long term direction for your company, I urge you to contact us today for a free consultation.

Doing business with the government often carries unique requirements. Is your company responsive to customer's individual needs?

The government is the largest purchaser of goods and services in the world. As such, they normally incorporate into their contracts certain performance requirements that must be adhered to. With service contracts, this could be something as simple as invoicing requirements, security clearances, or documentation of payments to subcontractors. Manufacturing companies may be expected to provide special packaging, labeling, or manufacturing a certain product to demanding government specifications. Companies that flourish within the government markets are those that do their research into the contracts they are competing for, and have a thorough understanding of what their responsibilities are if they are awarded a contract.

The specific requirements incorporated into a government contract vary widely by contract type, product or service contracted, or priority classification. As pert of the services offered by Breen & Associates, we conduct a thorough review as to the specific requirements within the contract, and discuss in detail with our clients unique methods they may have to adhere to. If awarded, we work closely with our clients administrative, manufacturing, and management personnel to ensure that they not only understand the requirements, but have completed appropriate actions to be in total compliance with contract provisions.

Are your willing to provide a service nationally or increase your product delivery area?

Most government contracts today are national in scope. This means that as a manufacturer, you could be asked to deliver your product anywhere within the United States. As a service provider, you could be expected to provide your services outside of what you currently consider to be your area of operations. Most manufacturing and service contracts have built in provisions for travel, per diem, and additional shipping costs. However, for service providers, this could translate into managing long term projects over fairly significant distances.

Breen & Associates has completed hundreds of contracts that increase our client's regional scope into a national contract. In these cases, we work closely with our clients to ensure that the proposal or contract submittals we develop maintain the profit or margin requirements set forth by our client. this ensures that all business attained through government contracts maintain a level of profitability that is agreeable to our clients.

There are several contract opportunities within the government, does your company have the focus and capabilities to effectively monitor and explore all the contract opportunities?

With hundreds of government agencies procuring products and services under various contracts, it can be difficult for a company to search out those contracts that are most profitable. While there are existing agencies that post solicitations by category, you have to make the commitment to search out the solicitations desirable to your company. Additionally, of the solicitations posted, in some cases you have to pre-qualify for a product or service. In these situations it is not uncommon that by the time the solicitation actually hits the streets, there is not enough time to pre-qualify your product or service. Companies who are successful take a proactive approach in not only searching procurements as they pop up, but also research into past procurements to see when the current contract is coming up, the pricing under the current contract and special requirements and qualifications.

This is standard operating procedure for Breen & Associates. As part of our standard research, we not only search out all of the new procurement activities within our clients category, but also look into past procurements, talk to the original procurement officer to determine when the bid is coming due again, and discuss and prepare for any special qualifications as it relates to that procurement.

Are you looking at Sub-Contracts as well as Prime Contracts?

All large businesses are required to submit a subcontracting plan on all government contracts awarded worth over $1 million. This plan has to allow for subcontracting a portion of their contract to small, small disadvantaged, and woman owned business enterprises. To a small company entering the government market, focus should be concentrated on sub-contracts as well as prime contracts.

At Breen & Associates, an increasing portion of our time is spent on securing sub-contracts for our clients. In these cases, we aid our clients in certification of their business type, and work as the link between prime contractor and our client. This is highly effective and provides quick business for our clients as the contracts are already in place and the need for services are immediate.