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Interview Patty

How to Win a Government Contract

Have the Federal Government as a Customer

1. Decide what to sell. - The first thing you must do is figure out what products or services you will sell to which federal agency.

Identifying a product or service that a federal agency needs is key. You can consult with an SBA Procurement Center Representative (PCR) for help, either by calling your local SBA office or by visiting www.sba.gov

2. Contact the small-business specialist. - Each federal agency has one. Identify that person and set up a meeting.

3. Save the selling for later. - At this meeting, don't spend your time trying to sell to the small-business specialist. He or she is there as a resource and to put you in touch with the right person within the federal agency who will actually do the buying.

4. Keep your cool. - Selling to the government is different than selling to the private sector. Extreme aggressiveness can be perceived negatively and might be a deterrent rather than an incentive.

5. Strut your stuff. - Depending on your product or service, don't hesitate to lend it out or do a demo at the agency the more they can see, the more inclined they will be to buy.

6. Get registered.

7. Don't assume it's automatically in the bag. - Keep in mind that you won't win a government contract just because you are a small business--you will win one based on the quality of work that you do and the competitiveness of your pricing as a small business.

8. Get certified. - If you are a woman- or minority-owned business, it is always smart to get certified by a state or national entity (for example, through the National Association of Women Business Owners or the National Minority Supplier Council).

9. Be realistic about your capabilities. - The government relies on past performance when deciding to award a contract. If small businesses get in over their heads on their first government contract, then chances of repeat work are slim. Start with a smaller project you know you can do well and prove yourself.

10. Finally, do your homework. - The surefire way to get a foot in the door at a federal agency is to identify a product or service the agency needs but that it doesn't know it needs and which you sell.

Read the full article at: entrepreneur

Patty Block, President and Founder of The Block Group, established her company to advocate for women-owned businesses, helping them position their companies for strategic growth. Charting the course for impactful, sustainable, profitable businesses, the beacon is control: of your strategic direction, your money, your time, your staffing, and your ability to bring in business. The Block Group brings together the people, resources and ideas that build results.

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