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Best Practices for Responding to and Winning RFPs





If you are looking to add government agencies to your client roster, you are going to have to develop expertise in responding to and winning RFPs. Here are my recommendations for some of the best practices you can follow: Read the Entire Solicitation: Avoid skipping right to the scope of work and take the time to read the entire solicitation (which can often be 100s of pages). Reading the entire RFP will give you a full understanding…




Should You Go After Small/Micro Purchases Contracts?





Are you thinking about making the city of NYC your next client? If you’re a small M/WBE in the City of New York, maybe you should be! Last year, New York City spent over a $1 billion on contracts with M/WBEs. That’s up over $32 million over the same period in 2017. Over that time, the city has made significant changes to their procurement policies and procedures, making it a lot easier for small companies and minority…




Get the New Year Started Off Right by Learning How to Market to the Government





There are always milestones throughout the year where we check in with our small business’ finances. This is usually tax time and the beginning of fall (new school year!), but the most natural place to do some checking in is at the end of the year. Not only does the beginning of a new year signal a fresh slate personally, but it can also feel like a new start for your business. This past year has been…




Demonstrating Procurement Readiness is a Necessary Step of Getting Government Contracts





Your business is finally certified to work with government agencies! Now what? One of the most common things I see when helping M/WBEs is the frustration of small business owners being unable to land any government contracts after becoming certified. This is precisely what happened to me 30 years ago when I first got my certification as a minority-owned business. I was working my butt off, trying to land government contracts with no success. No matter what…




Why You Need to Understanding Your Contract Responsibilities





Sometimes, M/WBEs are so focused on landing government contracts that they put the compliance part of the job on the backburner. Then, by the time they are getting ready to start working, the contract obligations and responsibilities are not clear to their team. This can cause a ton of headaches for small businesses, especially when these issues can be so easily avoided with just a little bit of preparation and knowledge. So, when you win a government…




How You Should Be Responding to RFPs for Goods





One of the most common questions that I get at workshops for M/WBEs is, “Are all RPFs the same?” And the answer is no! Some RFPs require a tremendous amount of detailed paperwork, especially if you are going to be doing extensive work for the government. Others, like RFPs for Goods, requires less paperwork, but that doesn’t mean you don’t need to be super prepared for your M/WBE to win them! Typically when a government agency puts…




How to Create a Compliant Cost Estimate for Goods and Services Bids, Proposals, and RFPs





One of the biggest opportunities for small business of all kinds, especially those owned by women or minorities, are government contracts. By winning government contracts, you can bring in an entirely new source of revenue, enable you to grow your business and become more successful than ever. This, of course, requires you to know how to best position your business to win these contracts. The competition is fierce and, without the knowledge, you’re unlike to be able…




5 Tips for Responding to RFPs





One of the biggest opportunities out there for businesses of all sizes is when a Request for Proposal is sent out by government agencies. Putting together a response to an RFP can mean a ton of work for you and your staff, as it takes time to gather all of the necessary materials, but the payoff can be well worth it. A large part of my business has been advising folks on how to win proposals from…




How to Increase Your Bottom Line with Micro/Small Purchases





Over the last few years, opportunities have exploded for minority- and women-owned business in the city of New York. From Requests for Proposals to increased spending for Micro/Small Purchases, there are massive opportunities for growth, you just need to know where to find them. In December of 2017, New York City decided to increase the discretionary purchasing authority for micro/small purchases from $20,000 to $150,000. This is, to be frank, huge! This change has been a long…




Creating Compelling Marketing Materials





Government buyers are just like any other potential client, for them to do business with you they need to know, like, and trust you. Many small business owners wrongly assume they should not be marketing to government buyers because of procurement policy rules. The only time you cannot communicate directly with government buyers is during the actual RFP process. It’s okay to communicate with government buyers at other times throughout the year. When marketing to government buyers…