ARTICLE WRITTEN BY: OSCAR L. FRAZIER
PLAYBOOK FOR FY25: BLOCKING AND TACKLING IN FEDERAL CONTRACTING
FORECASTS | SCORECARDS | SPEND ALIGNMENT | PIPELINE | LEVERAGING SET-ASIDES
USAspending.gov: Align Spend with Your NAICS Codes: Understanding where agencies spent their FY24 funds is crucial for predicting where they may allocate their FY25 budgets. Use USAspending.gov to analyze agency spending patterns and ensure that their needs align with your firm's capabilities. Key Play: Match your firm’s NAICS codes with the spending trends from FY24, and use this data to target relevant opportunities for FY25. Tactical Move: Develop a short-range and long-range pipeline based on the forecasted opportunities and the contacts identified in the forecast list. Build Your Pipeline: Outreach and Relationship Building: Once you've reviewed the forecasts, it's time to make your move. Begin outreach to the small business specialists, contracting officers, and key contacts listed in the forecasts. The relationships you build during this early stage will be pivotal as opportunities begin to mature throughout the fiscal year. Key Play: Engage early and often. Introduce your firm, highlight your unique value proposition, and build relationships that will set you apart. Tactical Move: Leverage contacts to schedule capability briefings, ensuring that you’re top of mind when opportunities go live. Focus on Set-Asides: A Key Opportunity for Growth: If your firm holds designations like SDVOSB, WOSB, 8(a), or HUBZone, now is the time to make sure agencies know it. With agencies eager to hit their set-aside goals, your firm could be a solution to their problems. Key Play: Ensure your certifications are up to date and leverage them in your outreach to agencies, focusing on their set-aside targets.
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