Why Government Contractors need a strong delivery infrastructure

Jul 24, 2014 12:00:00 AM

Government contracting remains a growth opportunity for companies, even if you don’t operate at the scale of the largest companies in this market. To do well as a government contractor, you need to raise your visibility with procurement officers and government contracting agents. While resources to accomplish that are within easy reach, they depend on the quality of information you provide. It takes the right business management technology to produce that information, grow and manage a government contracting business, and steer its compliance and success.

In a recent blog post, I mentioned that the U.S. federal government spends a significant amount of its budget on the ten largest government contractors and also does business with many midsize and smaller businesses. However, the government is not reaching its goals for awarding contracts to these smaller companies, and has not done so in years. And some large enterprises that receive billions in federal contracts do not always honor their commitments to make use of small businesses as subcontractors.

If your company is not a large government contracting enterprise, you may need to raise your visibility with your clients and potential clients above that of competing government contractors. That means more than your registration with the System for Award Management (SAM). You also want to be in the federal government’s search database, and offer the sort of content and communications that make sense for the people in federal entities who prepare contracts and evaluate government contractors. From your vendor profile, to the description of your offerings, on to sending out bids, estimates, invoices, and reports, you will be providing content directed at the agencies you pursue or do business with. You want to make sure that all of this material is consistent with your compliance efforts, includes all of the needed information, and represents your government contracting business in the best possible light.

Recently, government contractors gained a new tool to support and simplify their efforts in communicating and managing relationships with multiple agencies and create an available presence for federal contract procurement managers. For registered government contractors, GovKinex develops specialized websites that are designed to provide government contracting agents with all they need to evaluate a business and offer a contract. This service is valuable and helpful, although it is also one more technology that government contractors need to master.

One of the To-Increase Business Integration Solutions, Web Service Studio, integrates directly with the ERP system and provides a way to create web services without coding, simply by means of easily created configurations. Government contractors could use the solution to take just the right information from their business systems to portals and other applications outside of their domain. Our customers already employ Web Service Studio in comparable, often highly creative ways.

In connecting with government contracting clients and meeting their needs, from your initial prospecting to winning and executing successful projects and maintaining compliance, the right business management solution is essential to help you control and direct your enterprise. We built our To-Increase GovCon solution to deliver comprehensive business enablement to government contractors, spanning compliance, financial, and project management as well as industry-specific capabilities for construction, discrete manufacturing, professional services, and other project-centric organizations. You can use the same solution to manage your public-sector as well as your commercial business and benefit from diversifying your strategy.

Business processes are a key asset companies own, although not all of them take full ownership of them. With To-Increase RapidValue, we make business process management (BPM) and business process optimization strategic and practical. The tool comes with a large set of government contracting process models that have proven their effectiveness in the real-life experience of government contractors.

Feedback and questions? Please get in touch by contacting To-Increase, or send me an email.

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About Author
Luciano Cunha

Luciano Cunha

Chief Executive Officer (CEO) For Luciano, being responsible for To-Increase’s global sales and marketing means unleashing the company’s insight, innovation, and creativity to tell our story and help customers achieve their goals. On the road much of the time, he travels the world to meet with customers, understand their challenges and ambitions, and find the most effective ways to help them advance. Luciano develops and mentors our marketing and sales team, and creates strategies to help the To-Increase worldwide partner channel thrive and grow.
Making Customer Needs the Main Business Driver Luciano and his team have daily conversations with the To-Increase research and development organization to bring customers’ requirements and concerns into the road maps and design of our solutions. Luciano brings his insight to the marketing group to make sure the company’s communications resonate with customers and speak directly to their experience.
“I’m awed by customers’ innovative spirit in taking business management technology past its limits and by their generosity in letting us participate and empower them. I hope to transform our organization to become even more customer-centric than we are today. That means making more resources available to spend productive time with both our customers and partners, so we can ensure that we place into customer businesses effective solutions that fit the evolutionary stage of their operation and the way their people and processes work.”
Empowering a Global Channel
Because To-Increase only sells through partners, readying the channel to be successful in helping customers is a business-critical effort. Luciano aims to meet partners where their interests are. Partners who consider the relationship with To-Increase strategic can rely on our industry specialists to work with them as they plan their growth and serve customers. If partners prefer a less collaborative relationship, they still receive the rich To-Increase expertise and resources to ensure they win the business, perform a successful deployment, and retain a satisfied customer. In working with partners and their customers, Luciano brings to bear his experience of many years of creating successful, customer-focused business development and marketing strategies in many of the world’s countries and regions.
Enabling Customer Success in Challenging Business Environments
Looking into the near future, Luciano expects that customers will continue to expect To-Increase to help them make business sense of unfolding trends and technologies. For example, the internet of things (IoT) will thoroughly revolutionize manufacturing, engineering, and supply chains. Big data will be meaningful and valuable when decision-makers can use technology solutions to transform it into actionable business intelligence that supports key roles and business processes. Mobility will help companies become digital enterprises and move business processes forward from any location, at any time. Team To-Increase harnesses innovation to help customers translate the promise of these technologies into business results.
Before his current role, Luciano for several years was one of To-Increase’s global industry directors, responsible for our industry solutions. His experience also spans more than 17 years in IT and manufacturing management roles. These positions took him into various areas at IBM Brazil, serving as product manager for several software development companies, and included working in senior management at a manufacturing organization in the U.S.
Luciano is married with two young children. Away from work, he enjoys participating in a soccer class together with his son and daughter as well as taking relaxing walks in natural environments with his family.

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