Obtaining Government Contracts

Since the 2004 “war on terror”, followed by the war in Iraq and the Katrina rehab, the U.S. government has spent over $300 billion a year contracting with businesses. The better news is that 23% of all federal procurement contracts are expected to go to small businesses. There is plenty of opportunity for everyone in government contracting.

Comply with the Details

It takes quite a bit of effort to position your company as a vendor for the government so you need to comply with the nitty gritty details if you want to successfully land a contract. Federal procurement has a unique set of rules and regulations to learn called the Federal Acquisitions Regulations (FAR).  Under these regulations there are several buying procedures that apply, such as sealed bidding.

http://www.sba.gov/services/contractingopportunities/index.html

Consider the products and services offered by your business and look for the government agencies you know you can assist. A particular agency may, for example need to meet it federally-mandated goals by contracting with a minority-owned business that supplies the products you manufacture. The agency will scrutinize your financial status, the size of your business, your history and track record.

In some cases you will have an advantage if you are in one of four categories where your business is at least 51% owned by a woman or women,  socially or economically disadvantaged person(s), veterans or service-disabled veterans. Each agency has a small-business liaison that you can contact for information. You can also attend a “Business Matchmaking” event where the Small Business Administration (SBA) offers quick introductions to government procurement officers.

http://www.businessmatchmaking.com/

You need to register with the Central Contractor Registry (CCR) to bid on government contracts. You’ll need to prepare a snappy “elevator pitch” that describes what you offer and what makes you stand out in the crowd. Include the address of your website – the agency procurement officer will check it out.

http://www.ccr.gov/

Get Your Piece of the Money

Regardless of the fact it’s the government, remember that you are conducting business, so once you’ve landed an interview with a government contact, you’ll have to build up an affinity with the officer. You’ll need to get them excited about why what you have to offer and why you are the best.  It’s up to you to do the research, attend the events, follow the steps and close the deal with your best sales pitch. The process is highly involved, but with persistence and the right products you will land a contract and get your share of the $300 billion.