Veterans Can Win Contracts Without Bidding — Here’s How

Introduction

This tutorial provides a step-by-step guide for veterans and individuals with access to military installations on how to secure federal government contracts without the need for bidding or prior performance. Leveraging insights from Ryan Atencio, a government contracting expert, this guide will help you navigate the hidden opportunities in government contracting and position your business effectively.

Step 1: Understand the Competitive Advantage of Veterans

• Recognize that veterans have unique access to military installations and a deep understanding of government operations.
• Use your background to network and build relationships with end users (the individuals responsible for purchasing) rather than just contracting officers.

Step 2: Learn the End-User Perspective

• Gain insights into how requirements are defined and shaped before they are published on platforms like SAM.gov.
• Position yourself as a solution provider by understanding the specific needs and challenges faced by end users.

Step 3: Identify Hidden Opportunities

• Be aware that approximately 95% of government contracts are not publicly advertised.
• Actively seek out opportunities by connecting with end users directly rather than relying solely on public listings.

Step 4: Leverage Existing Contract Vehicles

• Familiarize yourself with existing contract vehicles that can simplify the procurement process.
• Position your services as an "easy button" solution for federal buyers to streamline their purchasing.

Step 5: Access the Right Contacts

• Build relationships with prime contractors and learn how to get paid through them.
• Utilize your military connections to network and find opportunities that may not be accessible to others.

Step 6: Focus on Key Success Factors

• Identify and develop the three essential elements needed to succeed in government contracting:
  1. Understanding the market: Know what services are in demand.
  2. Building relationships: Network with decision-makers and other contractors.
  3. Delivering value: Ensure you can provide high-quality services that meet government needs.

Step 7: Seek Guidance and Support

• Consider booking a free assessment call with experts like Ryan Atencio to explore tailored strategies for your business.
• Join online courses or communities focused on government contracting to learn from experienced professionals.

Conclusion

Veterans can successfully enter the government contracting space by leveraging their unique advantages, understanding the end-user perspective, and tapping into hidden opportunities. Focus on building relationships, utilizing existing contracts, and continuously learning to position your business for success. Take the next step by reaching out for support or enrolling in relevant courses to further enhance your knowledge and skills in this field.