In addition to understanding the federal procurement process, it is critical for companies to understand the federal government’s demand for products or services. Jefferson expertly researches federal needs, existing contracts, trends, opportunities and competition and provides an independent assessment of our clients’ ability to effectively penetrate the federal market. Jefferson couples market data with qualitative information gathered from interviews with stakeholders and key decision makers across the government, as well as our in-depth knowledge of federal programs, business drivers, and existing competition. Jefferson’s market assessments provide meaningful market intelligence and practical, actionable recommendations to assist clients in making a go/no go decision on the market and developing a go-to-market strategy.
Understand the market — The federal contract spend was at $645.5 billion in FY21. The government’s buying decisions are guided and influenced by many factors including agency priorities, available budget, and current pain points. There are multiple layers of decision makers include program managers, contract staff, and budget staff.
Understand the competition — The federal government requires and promotes competition to reduce risk and acquire higher quality goods and services at lower prices.
Understand the rules — The government uses standardized rules to buy products and services. These rules are outlined in the Federal Acquisition Regulation (FAR) and agency specific supplemental regulations (e.g. DoD’s DFARS).
Understand how the agency buys — The primary contracting methods used by the government are simplified acquisition procedures, contract by negotiation, and consolidated purchasing programs (GSA schedules, Government Wide Acquisition Contracts and other multiple award vehicles).
Understand the sales cycle — Once an RFP is issued it can take several months or a year (or more for very large procurements) before an award is made.
Understand the post-award cycle — Most government services contracts include an initial period of performance of 12 months, with four 12-month option periods. The government may exercise these option periods based upon contractor performance, the availability of funds, and agency on-going needs