Complex Forecasts and Targeted Capture
Forecasts hold a vast amount of information on what federal agencies will be buying in the future, and there’s no denying the importance that forecast information plays in guiding the direction of government contractors. The United States Code Title 15, Section 637(A) (12) (C) requires that federal agencies prepare a forecast of expected contracting opportunities and make it available to small businesses. But with over 400 government agencies, how does our team get through all that data?
Our capture team uses forecast data to narrow the scope of our work and to target specific agencies. We review past contracts and determine agencies we have already built relationships with. Then, we determine the agencies who are purchasing the products that we are selling. With mutually beneficial agencies in mind, we focus on winning contracts with these agencies instead of data mining over 400 forecast reports. Forecasts are complex pieces of information that can require time and dedicated resources. However, they are integral to being a successful government contractor.
After narrowing down the specific agencies we want to work with, our team takes a strategic approach and strives to build meaningful relationships with each agency. Too often while wading through the depths of FAR clauses and the formalities that come with working in the government sector, it can be forgotten that procurement professionals and contracting officers have other important things going on outside of the proposal that is in the forefront of our minds. Our team recognizes this and takes a personal approach when communicating with government personnel. We build a relationship beyond the initial opportunity so that when the next one arises, we already know what the agency needs and can steer our company into a position that can provide accordingly.
The expression, “jack of all trades, master of none,” holds true in government contracting. Agencies are looking for partners that are masters in what they do, not a risky, albeit, low-priced jack of all trades. Using agency forecasts and targeted capture in our processes, JetCo Federal is equipped to be the expert partner that agencies are looking for. Government contracting is not for the faint of heart. It’s for driven companies with a strong past performance who manage complexity daily. We do just that.