Government likes options when considering IT vendors, chooses the same
Some small or midsize IT solutions companies could find it challenging to enter the government market if they haven't previously done business with the government, according to a new survey by the Computing Technology Industry Association.
In the survey, 68 percent of government IT decision-makers agreed with the statement: “We consider small or medium vendors or IT solution providers if they meet our needs.” Seven percent disagreed with the statement. The remainder either somewhat agreed and somewhat disagreed.
However, 68 percent of the same group also responded that: “We mostly use vendors or IT solution providers that we already do business with,” while 10 percent disagreed. Others were in the middle.
The survey included 542 government IT decision-makers and influencers employed in federal, state and local government organizations and the military.
Here are a few more results from the survey:
- “Price is often the most important criteria when we select vendors of IT solution providers”: 64 percent agreed and 11 percent disagreed. The rest were somewhat yes and somewhat no.
- “It’s important that vendors or IT solution providers have a well-known name”: 62 percent agreed, 12 percent disagreed. Others couldn’t quite decide.
- “We will likely factor environmental considerations into our purchase decision”: 59 percent agreed, 15 percent disagreed. Some people just chose to sit on the fence on that one.
- “We often consider vendors or IT solution providers we have not done business with”: 45 percent agreed, 23 percent disagreed. The rest were split.
For companies, the survey shares some verbatim comments from respondents that could help them break into federal procurement.
- “Have all your ducks in a row before even attempting to apply for a project.”
- “It is strongly recommended to not underestimate the knowledge and expertise of our small-sized IT staff. That would definitely wipe out any chance of getting our business.”
- “Don’t dazzle us with brilliance, show us proof.”
Do you think the statements tally with what you see in the government IT procurement world? Send us your responses.
Posted by Matthew Weigelt on Feb 10, 2010 at 7:08 AM