Attracting Government Business.

Everyone knows that government is big business. But not everyone is aware that these enormous business entities look to the private sector to provide them with goods and services. Chances are, whatever your company's products or services, the city and county of Los Angeles could prove to be an excellent source of business for your firm -- providing you know how to make the right connections and write a winning proposal.

Strategies for Winning Contracts

If you have never done business with the agency issuing a Request for Proposal (RFP), Christopher C. Martin, CEO of AC Martin Partners, Inc., suggests you go into the project as a member of a team with a lead consultant that is already familiar with the agency.

AC Martin, an architecture, engineering and planning company, has a high success rate at winning government contracts. As a member of the project team, Martin points out, you become known to the government contractor as well as your teammates.

Stiff competition for contracts between qualified teams also means your proposal must stand out, he says. "Winning proposals are created by people with the highest level of excellence and capability, who are more knowledgeable than anyone else about the project they're pursuing. You must research, live and breathe the project and excel at your knowledge of it."

Requests for Proposals (RFPs)

Finding out about government contracts is just a mouse click away. Contracts from city, county and even federal agencies are now provided online, along with regulations for applying. Some of the best local Web sites to include in your bookmarks include:

* WWW.CITYOFLA.ORG

In the lower portion of the City of Los Angeles' Web site is the Bids and RFPs button. The page that follows lists RFPs under a variety of headings that clearly identify the type of services sought. The Purchasing Services Web site is accessed at www.cityofla.org/gsd/purchasing.htm.

* WWW.CO.LA.CA.US

The county of Los Angeles Web site has a link for Vender Registration (Bids & RFPs) on the right side of the home page. One click and you're at the Office of Small Business site (www.laosb.org), which is the central clearing-house for all county RFPs. By registering your company online, you'll be placed on the County's vendor list and may receive notification of RFPs that match your company's profile. However, it's a good idea to check the Web site daily for new opportunities.