When the government customer is interested in what you have, it’s easy for them to buy it from you. Here the emphasis is on the word, “easy”. The government deals with a lot of bureaucracy and red tape, so if you can remove or minimize it then you start becoming an attractive option. They may say, “Wait a minute since you are set up the way we prefer then we may not have to bid this thing.”

It basically means that if they bid it out, they may get 20, 50, or hundreds of proposals. Do you think that it is going to be competitive? do you think your margins are going to be anywhere near reasonable for you to even win? The answer is simple, “no” but let me ask you this question, what if there was no competition? how much margin do you think you can now make? I am not talking about gouging the government – not at all – we always do ethical business with the government.

Now instead of me having to make one percent profit or maybe even negative profit, I can make myself 10, 15 maybe 20 profit or more depending on what it is that you do. It is important to understand this particular piece of the puzzle. As I mentioned, this could be a complex puzzle but if you know these things then it is not as complex. This was one of the key techniques that we learned in corporate America when I was a sales rep. When we managed to do this, the Government buyer is usually like, “Oh, great, you just made my life easy and now I am not going to compete or I am not even going to bid it. Because you checked all the boxes you made my life easy and I can just give you the contract.”