In the Government, you don’t seal the deal with an off-site handshake. I have one cousin who has worked in the finance industry for about 30 years and he tells stories about negotiating on the golf course. I have another cousin who just retired from the construction industry and has worked in that for about 30 years who used to negotiate over a plate of cheeseburgers. When I explained to them how I negotiated in the federal government they just laughed at me. There’s paperwork for Uncle Sam. Yes there is.
Things You’ll Need
Commercial Price List
Your CPL is a product sheet within a specified timeframe. That timeframe should be as recent as possible.
A Shipping Strategy
How much? Where to? Is it included in your proposed price? You may lose money if you don’t know and not all COs share information. I made sure my vendors always understood the perimeters of the entered agreement. Not everybody does but I was taught that the world of contracting is small and reputation matters.
A Discount Strategy
This is what makes your proposal standout. Think neon sticker on a car at a dealership you see driving by on the road. Make the CO hit their brakes! Why not? Is their a shipping window that perpetuates a discount? Is there a payment window which triggers one?
Warranty Plan
I know the secret to an acceptable plan in government business. You can use yours but your CO will tear it to shreds and they always win.
Return Goods Policy
The RGP will be different then your commercial version because the government is so big.
Discount Comparison
How does your proposed pricing compare to your commercial practices? You have to show your hand and it has to match all the other tabs.
EPA *if necessary
What’s the indicator? Some agencies allow you to build one in annually. Take advantage of that!
Quantitative Discounts
Think numbers. Either price or widgets. It’s that simple.
Agency Definitions
They’re all different and sometimes not even common.
You need to understand how your company fits into the agency perimeters. Trust me. It does. But you have to have the right spreadsheet. Also, these things aren’t standard. A buy will have a pricing schedule portion and a schedule will have a tabbed spreadsheet. Need a coffee, yet? Try learning this stuff for a job!
If you think I can help you then email nicholas.s.robertson@outlook.com for your introductory message and free consultation.
RobertsonKX Business Blog 