Small businesses have big dreams and small sales and marketing budgets. In the federal contracting business, where the effort to pursue individual contracts can span eighteen to twenty-four months or more, the time it takes to establish and build relationships with prime contractors requires a focused and efficient strategy, in addition to a good helping of patience and fortitude.

“As a small business, you have to know who you are, and who you want to be,” said Mr. Jay McCargo of ARServices.  Recently, Mr. Jay McCargo shared his best practices  for small businesses looking to differentiate themselves from the competition and target the prime contractors that will be the best potential partners.

Recognizing the time required to deliver messaging, engage in business development conversations, and build relationships, we continued our conversation. We learned more about how small businesses can focus their efforts on the right people, not just the right companies, and how to make business development activities more effective.

After a formal partnership has been established, and a small business has had a chance to contribute to the pursuit and win of an RFP (request for proposal), the time has come to ensure a smooth path for service deliver, such that one partnership opportunity turns into a long term business relationship.

To hear more, listen to the second part of the podcast below.