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ARTICLE · 23 NOVEMBER 2010

How to Win Government Contracts

Cozen O'Connor
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In a struggling economy, businesses are looking for reliable customers who pay their bills. Companies that in the past steered clear of government contracts today are looking to federal contracts as a lifeline or a solid source of economic growth.

United StatesGovernment, Public Sector
Howard Schweitzer
Howard Schweitzer

In a struggling economy, businesses are looking for reliable customers who pay their bills. Companies that in the past steered clear of government contracts today are looking to federal contracts as a lifeline or a solid source of economic growth. The U.S. government distributes a staggering half a trillion dollars each year in contracts to those who know where to look. Opportunities abound, even as economic stimulus dollars dry up. But how can you access this money that you can't afford to ignore?

The contracting process is highly structured with vast volumes of regulations setting forth the who, what, when and how of the federal contracting process. Commercial contracts these are not. But while the process can be daunting, there is plenty of opportunity to market your products or services to the federal government. The time to do so is before the government has initiated a formal request for proposal while agencies are still willing and able to talk, something they

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