FBO.gov – FedBizOpps is the single government point-of-entry (GPE) for federal contracting opportunities over $25,000. This is a one-stop virtual marketplace to post, search, retrieve and monitor opportunities solicited by the federal contracting community. This is free and no registration is required.

GSA Services – One-stop resource for all businesses with GSA contracts. Includes links to contracting assistance resources, training programs, small business assistance, and vendor support. Also check out the GSA Vendor Support Center.

Pay.gov – Pay.gov is a secure government-wide collection portal, developed to meet the U.S. Treasury’s commitment to process collections electronically using internet technologies. It offers a suite of online services that Federal agencies can use to meet their responsibilities towards the public. Pay.gov can be used to make secure electronic payments to Federal Government Agencies. Payments can be made directly from your bank account or by credit/debit card.

Business.gov – Learn how to become a federal contractor, find business opportunities, and the rules and regulations that federal contractors need to follow.

More Posts on Getting Government Contracts

How Small Businesses Can Get Government Contracts Part I: Getting Started

How Small Businesses Can Get Government Contracts Part II: Getting Government Business

Tap into the Biggest Spender :: Doing Business with the Federal Government

Finding Work in Your Own Back Yard: Doing Business with State and Local Government

While the U.S. federal government remains the largest buyer in the world, state and local governments also make up a large percentage of their respective marketplaces, often employing more people and buying more products and services than any other entity.

If you operate a small business and want to take advantage of this lucrative and relatively recession-free marketplace, here are some pointers that can help you connect with state and local government opportunities:

Know Your Market and How it Operates

Market research can help you identify opportunities for your product or service and help build an understanding of the actual process of doing business with the government. Start with researching some specifics:

• Know Your Market – The state and local government market is fragmented and diverse. Research current funding, procurement and government plans. What contracts have been awarded in the past? What is the agency’s budgetary cycle and procurement code? Find this information on a state-by-state basis via this central portal.
• Know the Process – Take time to know and understand state budgetary processes and calendars. Network and plan on introducing your product or service three to nine months before the state drafts its upcoming fiscal year budget. Then be patient. It can take up to six months after funds are appropriated before an RFP hits the street!

More market research tips and tools that are specific to small businesses can be found here.

Get Connected to Small Business Resources

To help you take advantage of contracting opportunities, state governments offer a wide variety of avenues through which small businesses can compete for government contracts. You can find a list of state procurement agencies, and information on how to register as a contractor and bid on opportunities here.

The Small Business Administration (SBA) also offers a wealth of information on how your business can get ahead in local government contracting.

If you are a woman-owned or minority-owned small business, visit the SBA 8(a) minority-owned and woman-owned business website. By obtaining an 8(a) certification, your company will have a more solid disadvantaged business standing.

Market Your Company Aggressively

Once you have established that your company meets a state’s contractual and bidder’s list requirements, start identifying ways to build your profile and attracting prospects.

Marketing to the government is quite different than marketing to businesses or consumers and requires a dedicated approach.

Attend government conferences, join government associations, and develop messaging and collateral that “speaks to government” (how is your product going to help the agency serve its mission and its constituents?). Lastly look for repeatable successes – what opportunities can you replicate from state-to-state?

For more general marketing tips and advice checkout these online resources.

More Posts on Getting Government Contracts

How Small Businesses Can Get Government Contracts Part I: Getting Started

How Small Businesses Can Get Government Contracts Part II: Getting Government Business

Tap into the Biggest Spender :: Doing Business with the Federal Government

Tracy Johnson for Business.gov

In my entry last week I talked about how to get your business registered to work with the Federal government – what forms you need to fill out, registration numbers you need to get, I’s to dot, T’s to cross, etc.

Once those things are done, there are only two more things you’ll need to get to know to get your first government contract: GSA and FedBizOpps.

The GSA Schedule Program

The U.S. General Services Administration runs the GSA Schedule Program. This is a way to provide centralized procurement for the Federal government. Under the GSA Schedules (also referred to as Multiple Award Schedules and Federal Supply Schedules) Program, GSA establishes long-term contracts with commercial companies so it can then provide access to these commercial supplies and products to government agencies.

So, you establish a GSA contract, and GSA connects you with agencies that need your products and services. In theory, the program serves a vetting process – companies that want to do business with the government get their products and services onto the GSA Schedule, which then provides a place where government agencies can go to ensure they’re buying the best quality products and services at the best prices.

While this may or may not actually be the case, the bottom line is that getting onto the GSA Schedule is the lowest cost of entry into the Federal government for any business – particular small businesses.

“The GSA Schedule is designed in part to help small businesses compete head-to-head on a level playing field for government business,” says Bill Gormley, president of Washington Management Group. Mr. Gormley was formerly Assistant Commissioner at GSA, and helped design and build what is today’s GSA Schedule Program. Today, he helps businesses – like yours – get onto the GSA Schedule and better understand the ins and outs of doing business with the government.

Once you establish a GSA Schedule contract, you may find that it provides additional advantages outside the government market. A GSA Schedule Contract number demonstrates that you’re trustworthy to do business with. It’s like a seal of approval from the government; it says a lot.

For more information on GSA Schedules, you can go directly to the GSA Schedules page on the GSA website, or the How to Find Contracting Opportunities page on the SBA’s Business.gov site.

FedBizOpps

Imagine entering a brand new market and starting out with a solid list of leads – of people actually looking for the products and services you offer. That is the beauty of Federal Business Opportunities, or FedBizOpps.

All Federal contract solicitations with a value of $25,000 or more are listed on FedBizOpps. Federal agencies publish their solicitations, and provide detailed information on how and when vendors should respond. You do not need to register or sign-up to use FedBizOpps – you can simply go and look around.

Good Start

There is obviously a lot more information you can gather about doing business with the government. Business.gov, for example, provides information on:

• labor and employment laws as they apply to Federal contractors
• teaming and subcontracting opportunities
• Federal acquisitions regulations and standards

Companies that specialize in government contracting, such as the Washington Management Group, are excellent resources as well.

And, conveniently, this is an excellent time to start the process. With a new administration on the way, “transition teams” will be looking for a range of products and services to put in place for the new leadership.

More posts on landing Federal contract work:

How Small Businesses Can Get Government Contracts Part I: Getting Started

Tap into the Biggest Spender :: Doing Business with the Federal Government.

Tracy Johnson for Business.gov

The U.S. government is the largest consumer in the country, spending nearly $589 billion each fiscal year on contracts. The government is also an omnivorous consumer, spending that money on everything from office furniture to food services to medical personnel to highly advanced technologies.

For an entrepreneur or small-business owner, the thought of entering such a large market with potentially complex rules and regulations may be too daunting.

My advice: Don’t let that fear get the better of you. It is well worth whatever time you invest. Remember – regardless of whether we’re in an up economy or a down economy, the government still must run. The government will not go out of business. The government can be your customer for life.

In fact, as a small business you have an advantage over other businesses when working with the government. The Federal government has set a goal that at least 23 percent of Federal dollars go to small businesses. Government agencies get “small business credits” for contracting with small businesses.

In the government market, being a small business can provide a significant competitive advantage.

Step One: Education

Before making any changes to your business model, read up – get educated on the government market in general. The Small Business Administration’s Business.gov provides a one-stop-shop of information on doing business with the government within its “Small Business Guide to Federal Contracting” pages.

Another comprehensive source is an eight-page downloadable guide, provided by the SBA, titled “Opening Doors to Federal Government Contracting Opportunities“. This guide debunks myths and provides real-world advice on how to get started selling your goods and services into the Federal government.

SBA also provides a free on-line course titled: “Business Opportunities: A Guide to Winning Federal Contracts“. You’ll have to register for this course, but it will be worth the time invested.

Beyond basic information, the Business.gov site also provides guidance and program information for women-owned, veteran-owned, and small and disadvantaged businesses. Fitting within one of these categories provides additional business advantages beyond simply being a small business.

Step Two: Registration

Once you’ve done your homework, the next step is the proverbial paperwork – registering your business as a potential Federal contractor. The Federal government must buy goods and services from only those companies that are officially registered as Federal contractors. There is no harm, or commitment, in registering. It simply opens the door between your company and the government.

One of the best places to get step-by-step registration instructions is the How to Register as a Federal Contractor page on the Business.gov site. Here, you’ll find you must:

1.      Obtain a D-U-N-S number: A Dun & Bradstreet D-U-N-S Number is a unique nine-digit identification number for each physical location of your business. Getting a D-U-N-S number is free for businesses interested in working with the Federal government for contracts or grants. This process is as simple as going to the Online Web Form Process page, which directs you to an online form and also provides a phone number, if you prefer to work with an actual person.

2.      Register your business with CCR: Once you’ve gotten your D-U-N-S Number, you must register your business with the Central Contractor Registration (CCR). This is simply a database of companies working with the Federal government. Your company must be in this database in order to do business with the government.

3.      Fill out the Online Representations and Certifications Application (ORCA). Here is where you provide additional information about your company and its business activities (what you sell, how you sell it, etc.)

Step Three: Getting in the Game

Once you’ve gotten through all the forms and registrations, you are – technically – able to do business with the government.

In my next entry, “Government Contracting Part II: Getting Government Business”, I’ll cover the two most important steps in actually getting your first Federal government customer: Getting onto the GSA Schedule, and finding your way to FedBizOpps.

Stay tuned … and in the meantime, read my post Tap into the Biggest Spender :: Doing Business with the Federal Government.

Tracy Johnson for Business.gov

With the looming recession upon us, businesses are starting to cut back their budgets for goods and services, while the government has plans to increase spending in an effort to boost the economy.  Small business owners feeling the economic crunch are starting to take notice of the big spender named Uncle Sam and seeing how they may get a cut of those Federal dollars.

Compared to a shark pool of big named government contractors, entering into the Federal market is no easy task.  As a small business; however, you have some advantages in this venture.  The federal government has a number of programs and services that help small business successfully compete for federal contracts.  As with any new business venture, it’s important to understand the opportunities available to expand your business and what to expect when entering into a contractual relationship.  Doing business with the federal government is a process with several unique requirements that are unlike other contractual relationships in the private sector.

Where to Start?
The U.S. Small Business Administration offers a FREE online course to introduce small business owners to the world of government contracting.

How does the government buy?

The government is only able to purchase goods and services that are pre-approved and available through government schedules.  GSA (U.S. General Services Administration) provides one of the broadest, government-wide contract vehicles.  As the most well-known name in government contracting, the GSA offers a free training guide for “Obtaining a GSA Schedules Contract.” The GSA also provides a lot of solid advice for small business owners through the Office of Small Business Utilization.  This office’s sole mission is to promote increased access to GSA’s nationwide procurement opportunities.

Why small companies, like me?

Government agencies offer businesses the opportunity to sell billions of dollars worth of products and services.  Many government agencies require that some percentage of the procurements be set aside for small businesses.  Often times these requirements are met by a small business owner being a “sub” on a contract with a large company as the “prime.”

An entry point

Being a sub-contractor is the most common entry point into selling to the government.  The Federal government wants to hire someone they know and trust, which often means someone they have done work with in the past.  This can make entering into this market extremely challenging with a slow ramp-up period.  A great entry point is to apply to be a “sub” on a contract.  Find a company with which you can partner to provide a more comprehensive offering to the government.  If your product or service offers unique value, the “prime” contractor will be glad to have you join their team, because it will increase their chances (and in turn, YOUR chances) of being awarded a government contract.

Think you are ready to do business with Uncle Sam? Start the registration process now to become a Federal contractor.

Already registered? Find Opportunities now!