Getting Federal Contracts
Getting federal contracts is not easy for any business. Some may think that because they are minority, women, or veteran owned business they have an upper hand. The truth is that regardless, getting federal government business is not easy. Before pursuing government jobs a business should evaluate if it would be worth all the effort. Then if it is, lay out a plan to make it happen.
The first step is getting all the right paperwork done. It is not just about getting paperwork done, but also getting registered to do business with the federal government. Every step taken after this will go back to being properly registered. It starts with having a DUNS number and then being enrolled with the Central Contractor Registration (CCR). There are other components but these are the primary parts to getting federal contracts. It can take a little time because each step is dependent upon another. Still, it is best to get started, so a business can be ready if opportunity presents itself.
The next step in getting federal contracts is to start looking for contracting opportunities. One starting point is FedBizOpps at fbo.gov. FedBizOpps stands for Federal Business Opportunities and is a site where all US federal civil government purchases out for bid are listed. The US government is required to put purchases above $25,000 out for bid. Another place to get acquainted for contracts is the General Service Administration (GSA). The GSA is in charge of procurement for the US civil government. GSA Schedules are pre-negotiated contracts with vendors that government purchasing personnel can purchase from without having to go through a bidding process.
The next and most important step is to get to know someone. Like sales everywhere it is about relationships. And just like sales to large corporations, you are not selling to the US government but are selling to the buyers. In this case the buyers are the purchasing and contracting people of the various departments and agencies of the government. They all have their own unique needs and budgets. Get to know them. There are a number of government small business assistance centers that can help a business get in contact with appropriate agencies or departments. Also, procurement personnel often attend small business fairs and conferences, so consider attending those events to meet the right people.
There is a lot to getting business from the United States government. However, the rewards can be worth it. Not only can government contracts be lucrative, but they can be long lasting. It takes effort to get work from the US government, but once procurement is accustomed to a business they very often do all they can to remain with that vendor.
