The strategy you ultimately select will be based on what the data tells you about your best prospects.
Certain elements of the data in the FPDS system records who buys what you sell, who they buy it from and HOW they buy. This information forms the basis of a strategy to compete and win government contracts.
This process is messy and there is no magic formula. So let’s outline the process.
Once you identify the agency that spends the most for your product or service, there are two data elements to focus on initially.
1. PIID: Contract, Purchase Order or Agreement Number. Every record will have a value in the element. This element may refer to a definitive contract number, a purchase order number, a delivery order number or a task order number or an agreement number (BPA/BOA/BA).
2. Referenced IDV PIID: This data element is used to report the main PIID. When this data element contains a value the contract is an indefinite contract vehicle like a GWAC, IDC, FSS, BOA, or BPA.
If the majority of the data elements concerning your product or service contain a value for “Referenced IDV PIID” your initial strategy should revolve around opportunities that do not show a value in this data element. Here’s why.
Definitive contracts are publicized on SAM. This means that any company who believes they can deliver the product or service at a fair and reasonable price can compete. This is not true with IDVs. Task or delivery orders that will be issued under an IDV are NOT typically advertised on SAM.
In other words, if a company doesn’t have the IDV, they can’t compete to win the contract. This is bad news for you if the data reveals that agencies that spend the most purchasing your products or services prefer to issue orders under IDV contracts.
You have to decide if there are enough opportunities likely to be competed that you can pursue. If not, move on to the agency based on their spending for your product or services.
Once you find an agency with ample opportunities that are available to non IDV contract holders, you analysis continues. Other factors that the FPDS data CAN answer as you develop your strategy are below.
• Solicitation procedures
• Type of set-aside
• Potential partners
Next time, we’ll talk about how selection methods and set-asides play into fine tuning your strategy.
Remember, your goal is to develop a proactive strategy based on market intelligence about your best prospects. This is one of the services we provide through our GovCon Ready Coaching and Consulting services.
And if you are a do-it-yourself kind of person – congrats. Save time by considering an affordable market intelligence tool. Sign up for a no-cost, no obligation demo today.