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A recent question was asked in response to my post "Is Government Contracting for Your Small Business?" as to "What is the most common mistake SME's can make while dealing with the government? There are several common mistakes SME's can make while dealing with government. Here are some of the common ones:

1. Truly understanding the customer needs. Sometimes the potential customer is not clear on what they need even when the contracting officer releases the RFP or RFQ. Keep in mind the contracting officer is obtaining the specs of the opportunity from their client who may not be clear on what the needs are for the scope of work.

2. Understanding the sales cycle can take much longer than what we experience in the commercial marketplace. There are many variables that impact the decision on whether or not the contracting officer will select and engage a contractor for the work to be performed.

3. The agency may decide to perform the work in house after they have received proposals outlining the performance work plan.

4. Not requesting a debrief on why your proposal or quote was not acceptable in response to the RFP or RFQ in order to obtain lessons learned.

For additional information on government contracting assistance, plese contact our office at info@trinitystrategicconsulting.com.

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