Business Development

Documentation and Knowledge Preservation

• Iteratively create and maintain case studies and past performance documentation to strengthen your competitive position
• Establish clear documentation processes for deliverables and project outcomes
• Document processes, workflows, and institutional knowledge in accessible formats
• Maintain regular communication with clients to strengthen relationships during uncertain times
• Guide to Preparing and Maintaining Impactful Past Performance for Government Contractors - Comprehensive guide for documenting and maintaining effective past performance records to strengthen your competitive position
• 5 Tips for Program Validation Support - Guide for creating living documentation to demonstrate program value and ROI in public sector work, helping validate program necessity and impact during audits

Client Relationship Management

• Maintain a list of several contacts on the client side for every contract
• Schedule regular check-ins with key stakeholders to stay informed about potential changes
• Provide exceptional value and service to strengthen your position as an essential partner
• Be proactive in addressing client concerns and offering solutions to emerging challenges

Strategic Partnerships

• Develop partnership networks to pursue opportunities at federal, state, and local levels
• Consider joint ventures or teaming agreements to expand capabilities and market reach
• Explore mentor-protégé relationships with larger or more established firms
• Attend industry events and networking sessions to connect with potential partners

SBA All Small Mentor-Protégé Program - Provides opportunities for small businesses to gain valuable business development assistance from experienced government contractors

Expanding Your Market

• Research opportunities in adjacent markets or sectors that align with your core competencies
• Consider state and local government contracts as alternatives to federal work
• Explore commercial sector opportunities that leverage your expertise
• Develop new service offerings that address emerging needs in the market

Robb Wong's insights - Discusses challenges and opportunities for small businesses in government contracting (GovCon)

Tools and Resources

• Government Contracts Navigator - Navigate government contracting, including insights into regulations, compliance, and opportunities
• SBA Federal Contracting Resources - Comprehensive resources for small businesses seeking federal contracts
• GSA Small Business Resources - Information on GSA schedules and other contracting vehicles for small businesses
• Association of Procurement Technical Assistance Centers - Free or low-cost assistance to businesses seeking government contracts