5 Effective Ways to Win Government Contracts

Do you want to win government contracts and ensure the success of your small business for years to come?


You’re not alone. Lucrative government contracts are some of the most sought-after projects in any industry, but especially in the health and wellness sector.


So how can you get your foot in the door, stand out from the competition, and win government contracts that will build your reputation and make your business thrive?


Start with these 5 easy-to-implement steps:


1. Do a Network Check


Take a good, hard look at your LinkedIn profile. Scan your social media accounts. Dip back into old email accounts and see who you know that is connected in the government sector.


A personal relationship is the fastest, easiest and most effective way to start applying for and winning government contracts. Do not overlook the connections you already have. 


2. Attend Industry-Specific Events


If your goal is to win government contracts, attend local and national industry-specific events. It’s here that you’ll connect with the people looking to hire you and your business, and it’s here that you’ll get up-to-date information on the latest contracts and regulations in your industry. 


BNI and EventBrite are great for finding events in your area. 


3. Form a Partnership 


It’s much easier to partner with someone who already has a government contract than to break in yourself. 


Do some research and approach people in your network about partnerships and joint venture opportunities. Look at the services you provide and work with someone who’s missing exactly what you have to offer. 


Don’t forget to do your homework. Approach the potential partner with a well-thought out business plan backed by real-world examples. Be sure to specify what you bring to the table and why partnering with you will benefit them. 


4. Get to know the Government


Just kidding, kind of! 


How is the government spending its money? What are they buying and what are they passing on?


You should do your research and make sure what you’re selling something the government is actually interested in. After all, the greatest idea in the world will generate a return of zero if no market exists for it. 


For example, you may think a pilates program for 7 year olds is a great idea, until you do a little research and realize that right now the government is spending more on nutrition education than exercise classes. 


Don’t be afraid to tailor your specific strengths to meet the purchase needs of Uncle Sam. You could even create a brand new product or service based on what the government tends to buy most. 


Find out which government agencies are spending what (and on whom) by visiting these sites:



5. Cultivate patience


If you’re looking to get rich quick, don’t bother trying to win government contracts. The process of doing business with the government takes anywhere from 18 to 24 months. 


While the long-term benefits are fantastic, the short term investment of time and money should be weighed carefully before beginning the (sometimes arduous) process. 


To learn more about how your small business can win government contracts, listen to Fran’s keynote speech at the IDEA Personal Trainer Institute conference in February 2015. Book your tickets to the conference now by clicking here


Do you want professional guidance on how to win government contracts? If the answer is yes, please contact Fran at Franb@afmsco.com or call 866.659.3400 for more information. 


Image courtesy of phasinphoto / FreeDigitalPhotos.net


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