EP070: The Current Climate of Government Purchasing – with Mark Musgrave
What can you do to make sure your small business survives the chaos caused by the Coronavirus? One strategy is to secure government contracts for your particular product or service. But are federal, state and local governments buying right now?
Mark Musgrave serves as Regional Procurement Manager at GovPurchase, the nation’s leading online government contracting tool. Mark and his team pair the GovPurchase software, a comprehensive database of existing federal, state and local bids, with personalized training and support to help businesses grow their government contract revenue. Mark has a storied background as a management consultant, advising a number of federal agencies as well as the cabinet-level of the George W. Bush administration.
On this episode of the RFP Success Show, Mark joins us to discuss the uptick in federal solicitations he has seen in recent weeks and explain why it’s crucial for the vendor community to reach out to government buyers right now. He weighs in on how the Gov Purchase tool can help you identify and land new business, leveraging solution selling to craft the right message for procurement officers. Listen in to understand why NOW is a very good time to get involved in RFPs and learn to lead your company through the Coronavirus crisis by up-leveling your virtual business development processes.
Key Takeaways
The 40% uptick in federal solicitations in the last few weeks
The assumption that the government will forgo bids for essential services
Why it’s crucial for the vendor community to be assertive right now
What makes NOW the ideal time to clean up your business development processes
How the GovPurchase tool helps people identify and land new business
What GovPurchase can do for small businesses
1. Identify solicitations appropriate for you
2. Identify and communicate with prospective buyers
3. Survey vendor community for subcontracting opportunities, competitive intel
Why it’s more important than ever to build relationships with procurement officers
How to craft your message for government procurement officers
The concept of solution selling to diagnose and alleviate a buyer’s pain
Why NOW is a good time to get involved in RFPs
Mark’s best advice for small businesses to navigate the Coronavirus crisis
Don’t stop, leverage technology
Clean up virtual bus dev process