Part 6 in the Seven Steps to Success Series on Winning Government Contracts Clearly Identifies the Who’s Who in Public Sector Procurement

Posted on May 11, 2010

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Like a championship runner at the end of a long race, Judy Bradt kicked it into high gear as we approach the finish line (re final segment) in what has been an incredible series on the ins and outs of winning government business.

At the risk of sounding repetitive, Bradt has helped more than 6,000 clients win in excess of $300 million US in government contracts over the years.  Through this series, she has provided the “hidden in plain site” secrets that represents the difference between a futile expenditure of time and money and, a certain and strategic laser to making tangible inroads and dollars in the public sector procurement game.

Make no mistake, there is work to be done on the part of the supplier as the attitude of entitlement associated with just showing up by responding to the publication of RFPs through a MERX or GSA will produce very little other than growing frustration and cynicism.

For this reason, Part 6 in this 7-Part “Seven Steps to Success: Jump Start Government Contracts” Series is a turning point where the game plan of hard work laid out in necessary, yet succinct detail in the previous segments is transformed into practical and actionable use.   In short, and unlike almost every other supplier who considers the RFP to be the start of the competition, the previous six segments have given you a running start to the race while everyone else is just breaking out of their static starting positions when the gun goes off.

Reminiscent of Mitch Alboms New York Times bestselling novel “The Five People You Meet In Heaven” in which Eddie “finds himself in heaven where he encounters five people who have significantly affected his life, whether he realized at the time or not,” Bradt’s prodigious outline of the “Five People You Need To Meet” is no less compelling in terms of the essential role these individuals will play in your successful pursuit of the brass ring that is a government contract.

While I do not want to disclose all the key highlights from the 60-minute segment, especially given the fact that the live broadcast was recorded in its entirety and is available for your listening convenience on an on-demand basis, I will by way of this post provide you with the five people Bradt, in the spirit of Malcolm Gladwell, has identified as the “Super Connectors.”  They are as follows:

  • The Small Business Specialist
  • The Contracting Officer
  • The Program Manager
  • The Influencer
  • The End User

In the game-within-a-game analogy (we might as well stay with the main sports theme), it is how she deftly connects these connectors both with each other as well as external stakeholders where the true value of her experience and insights shine brightest.

Once again, you can access the on-demand version of the live May 10th broadcast through the player below.

Vodpod videos no longer available.

Series Sponsor:

"Building Bridges"

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