Do you REALLY know your customer?
Do you know HOW to know your customer?
If you answered “no” to either of those questions, read on!
A customer profile shows you everything you need to know about a customer. Start with some basic questions to begin building out the profile:
- What do they want?
- What do they like?
- What can they afford?
- What are their requirements?
- Are they open to new ideas and products?
- Do they have any hot buttons you should know about or avoid?
Then, consider employing all or as many of the below tactics:
- Agency Research: Understand the mission, objectives, and past projects of the agency. Review their website, press releases, and any public documents.
- Networking: Attend industry events, conferences, and meetings where agency representatives might be present. Building relationships through these events can provide valuable insights.
- Past Contracts Analysis: Review past contracts awarded by the agency to understand their preferences and requirements.
- Engage in Pre-RFP Discussions: Whenever possible, participate in discussions or Q&A sessions held by the agency before the RFP is finalized.
- Use of FOIA Requests: File Freedom of Information Act (FOIA) requests to obtain more detailed information about previous contracts or agency needs.
- Hire Industry Experts or Insiders: Employ individuals who have prior experience working with or for the defense agency.
- Subcontract with Experienced Contractors: Partnering with companies that have established relationships with the agency can also be beneficial.
- Attend Agency Briefings: Many agencies conduct briefings for large procurement projects, which can be an invaluable source of information.
- Market Analysis: Conduct a thorough market analysis to understand the competitive landscape and the agency’s current vendors.
- Consult with Government Contract Advisors: Professionals who specialize in government contracts can provide strategic advice based on their experience and knowledge.
If you’re looking for professional assistance managing this or other parts of your capture process, book a call with us today – we’d love to see how we can help you win the next bid!
