Inc Magazine has a nice article up about winning government contracts.
This is a huge source of business for consultants and companies if you k now how to play the game.
Here’s a summary of the tips:
Start small. Get started with a small project you can handle as governments will look to past project success as a deciding factor.
Do your research. There are several ways you can do this. Hit the internet, get access to databases and bid lists. Put simply, find out as much as you can about the project.
Don’t give up. On average it takes 2 years for contractors and consultants to win their first bid. Be persistent and keep working at it – the pay days can be sizable.
Guanxi and kankei. That’s relationships in Chinese and Japanese … a little bit of culture sharing never hurt… anyways I digress. It all comes down to relationships. Get to know people in the government or others that are connected to the public sector in one way or another. Who you know does play a factor.
For the full read head on over to Inc’s site.