Diana Dibble Kurcfeld
"Our PNC banking team understands us as a company, cares about our business and provides us with electronic tools that make our lives easier. I've been so impressed with PNC that I've moved my personal accounts here as well."
Navigating Government Procurement
Government contracting can be a lucrative revenue stream for many women-owned companies. Steady, high-volume contracts are possible, and funding is ensured before the project or agreement begins. The tough part for most business owners is breaking into the government arena to win that first contract. That's where Design To Delivery (D2DInc) comes in.
"We help businesses successfully navigate the government procurement process so they can leverage these great opportunities," says Diana Dibble Kurcfeld, D2DInc president and co-founder. "We speak the language of 'government' so we can translate their information into terms that are easily understandable by companies. We offer full support services that go well beyond submitting the proposal."
D2DInc's services include strategic planning, business development and marketing, proposal development and management, pricing, contract administration, recruiting and marketing communications. The business was the brainchild of Diana and another government contracting veteran, Molly Gimmel. Recognizing a need for their expertise among small businesses, the two established D2DInc in 2001 and quickly found themselves inundated with clients.
"Small businesses often don't have internal resources to devote to this detail-oriented process," Diana shares. "Our goal is to help these companies connect with the government as efficiently as possible so that they can demonstrate their capabilities. In less than 10 years, we have helped our clients win hundreds of millions of dollars' worth of business."
The Critical Role of Preparation
Diana advises her clients to prepare for government solicitations as aggressively as they prepare for commercial business. "The businesses that fail in government contracting inevitably have gone into it without a plan," she says. "Do your homework to find out who is doing business in an agency, find good teaming partners and have your tripod - banker, attorney and accountant - in place so that when the contracts come in, you're prepared to finance them and deliver the products/services."
D2DInc relies on PNC for the banking leg of its own tripod. "We have a very solid relationship with PNC. Our banking team understands us as a company, cares about our business and provides us with electronic tools that make our lives easier," says Diana. "I've been so impressed with PNC that I've moved my personal accounts here as well."
Diana concludes, "Contracting is a great place for women-owned businesses right now. The recent launch of the Women-Owned Small Business Program expands federal contracting opportunities for women-owned small businesses, so there are potentially more prime contracts available to women today than ever before. In spite of budget cuts, there is a substantial budget for contract work. The key is going after that work efficiently and with a plan - winning contracts that can mean substantial, or even exponential, business growth."
Listen to Diana's podcast interview: Getting a Piece of the Federal Contracts Pie
Learn more: Winning Federal Contracts to Grow Your Business