6 Tips for Getting Government Contracts
Growth Strategies for Small Business
1. Really, truly know your business. - Make sure you know your own company inside and out,
and understand exactly what it is you have to offer. That can narrow scope of your search considerably.
2. Be aware of your advantages before stepping into competition. - In government contracting, the government formally sets aside opportunities run by women, members of economically or socially disadvantaged groups, service-connected disabled veterans, and businesses located in certain underprivileged geographic areas. (Of course, there are a lot of restrictions; see each program for more details.) Beyond that, the government tries to set aside about a quarter of its contracts for small businesses. That's a goal, not a reality but it sets the tone.
3. Get comfy with all the paperwork. - If you want to do business directly with the U.S. Government, your company needs to be registered with the Central Contractor Registration database. CCR can also be a great tool for you, as well, because it lets you look at how many competitors in your industry are already doing business with the government. Maybe it will clue you in to what makes a business attractive to the feds, or even give you an idea about subcontractor opportunities.
4. And we mean all the paperwork. - For all the government contracts out there, landing them isn't easy. Another way to get federal is to work as a subcontractor for larger companies. These big contractors usually maintain their own databases of potential subcontractor partners, and you have to register with them separately from the government's site. Check out the big firms' websites of course, but also keep in mind Supplier Connection, a shared database that connects potential subcontractors to 16 major contractors. Included are AT&T, Bank of America, Facebook, IBM, John Deere, JP Morgan Chase & Co., Kelloggs, UPS, and others.
5. Check the government database. - In theory, every single government contract going out for bid is supposed to be listed on www.fbo.gov, known colloquially as "Fed Biz Opps." Again, besides bidding for contracts yourself, keep in mind that this might clue you in on contracts that larger entities might go after. That might mean opportunities to latch on as a subcontractor.
6. Build lasting human relationships. - Sure, government can seem impersonal, but relationships are very important. It's easy to lean too hard on cold calls and databases. So while filling out the forms is a prerequisite, get out of the office, network, and try to meet the decision makers both in the government and in the large contractors. And do it in person, if possible.
Source: INC
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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