If you are in the healthcare business, this conversation is going to be critical to how you do business in the coming years. If your business is not in the healthcare industry, you could still be effected. How? Well, do you have healthcare? Do you provide healthcare for your employees? This discussion is going to effect and inform healthcare policy as soon as next year, so jump in!

What is the National Dialogue?

In late October, just before a critical presidential election, citizens and stakeholders around the nation will join a unique experiment in 21st century democracy. The National Academy of Public Administration, on behalf of the Federal CIO Council, the Office of Management and Budget, and the General Services Administration, will host an online national dialogue that demonstrates a fundamentally different approach to the work of government.

This national discussion will engage a diverse group of voices in tackling one of the key issues confronting the nation’s health care system: How can we use information technology to improve the way patients interact with the healthcare system, while safeguarding their right to privacy? Participants will have an opportunity to discuss challenges, generate breakthrough ideas, and recommend principles that will be presented to the next Administration.

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

Do you ever have an issue regarding your small business that you have grappled with? Silly question, huh?  Of course you have.  You seek out advice.  You search on Google, read blogs, reach out to other small business owners, family and friends.  Sometimes, when the issue has to do with the law or regulations, the advice from the average Joe is nice, but you need to be certain.  You need advice from a real person who works for the government and knows the answers to your questions.  But where do you turn?  Who can you call?  Will you get a real person?

Believe it or not there are real people that work for the U.S. Government.  For some, their main responsibility is being there to answer your questions.  To make sure you get the right person for your question, Business.gov has pulled together a guide.  Because sometimes, it us just nice to speak with a real person.

Below is a short list of helpful contacts.  For a full list by topic area, visit www.business.gov/contacts.

Complying with Laws and Regulations

• Federal Compliance Contacts and Resources
  E-mail or call a federal agency with a question about how to comply with federal regulations.
• State Compliance Contacts and Resources
  Links to state laws and regulation compliance information for all 50 states.
• Local Contacts for Federal Programs
  Directory of contacts for federal programs in local areas throughout the United States. Many of these contacts provide in-person consulting and training services that help small businesses comply with federal regulations.

File a Complaint – Unfair Regulatory Enforcement

• Is the Government Regulating Your Unfairly? Contact Your Ombudsman
  This article describes the role of an Ombudsman, and how s/he can help small businesses that are experiencing unfair or excessive regulatory enforcement actions. Includes a list of Federal and State Ombudsman contacts.
• Small Business National Ombudsman
  The National Ombudsman assists small businesses when they experience excessive or unfair federal regulatory enforcement actions, such as repetitive audits or investigations, excessive fines, penalties, threats, retaliation or other unfair enforcement action by a federal agency.

Starting a Business

• Small Business Answer Desk
  A national toll-free telephone service operated by the U.S. Small Business Administration that provides information to the public on small business problems and concerns.
• SBA District Offices
  Local SBA offices provide counseling, training and business development specialists offering free and low-cost services in your area.
• Small Business Development Center (SBDC) Locator
  Contact your local SBDC to get free information on starting, running, and managing a business in your area.
• SCORE – Local Offices
  Find your local SCORE office to obtain free and confidential small business advice for entrepreneurs.
• Minority Business Development Centers
  Local and regional programs assisting minority-owned enterprises with start-up advice, business planning, and financial assistance.
• Women’s Business Centers [PDF]
  Listing of more than 100 educational resource centers in the U.S. designed to assist women start and grow small businesses.

Contact Elected Officials

• U.S. Senate Committee on Small Business and Entrepreneurship
• U.S. House Small Business Committee
• Contact Your U.S. Representative
• Contact Your U.S. Senator

• The White House

Contact Business.gov

If you have questions about Business.gov or about any other government program, please feel free to contact us.

Tracy Johnson for Business.gov

A little while ago, we explored Federal Resources for Disabled Entrepreneurs for individuals with disabilities that want to start their own business.  What if you are a small business owner considering hiring a disabled person?  What things do you need to know?  What risks must you consider?  And what advantages may you be eligible for because of this hiring choice?

Regulations

The U.S. Department of Justice has a Guide to Disability Rights Law which provides a nice overview of Federal civil rights laws for people with disabilities.  Business owners should be especially familiar with the Americans with Disabilities Act.  The U.S. Equal Employment Opportunity Commission outlines frequently asked questions and gives do’s and don’ts for what to do before and after giving a job offer.  The EEOC also defines what qualifies as “reasonable accommodation” and helps the small business owner determine what measures need to be taken to meet this requirement.  Similarly, the Department of Labor has their version of Myth Busters regarding employee persons with disabilities.

HR Tools

After you have hired a person with a disability, there are government resources you can lean on for ongoing human resource assistance such as:

U.S. Department of Labor Office of Disability Employment Policy

This office also has the JAN- Job Accommodation Network

Cornell Employment and Disability Institute

DisabilityInfo.gov Employer Resources

U.S. Department of Veteran Affairs Vocational Rehabilitation & Employment Program

Incentives

So, we’ve provided a lot of resources for how to stay in compliance, how to hire and manage people with disabilities, and where business owners can go for help, but now for one of the benefits of hiring individuals with disabilities- tax incentives!

There are tax incentives available to help employers cover accommodation costs for employees and/or customers with disabilities, making your business accessible for everyone.  The IRS also has disability-related provisions and even tax incentives for complying with the ADA-Wow! A tax incentive for complying with the law? Aren’t we supposed to do that anyway?  Don’t complain.  Know the rules and make sure you get the credits and incentives your business is eligible for!

Additional Resources

Business.gov

EarnWorks

Tracy Johnson for Business.gov

We know business is done on the state and local level.  That’s why the Business Gateway program has been working with state and local governments in addition to Federal agencies to provide a complete resource center for your business on Business.gov.  Each month, the site promotes a “feature city” on the homepage and further provides an in depth look at doing business in that city.  State and local governments have additional and specific regulations and licenses than the Federal government, and if you are looking to open a new business or expand to a new city, knowing the local regulatory landscape is invaluable.  The current feature city on Business.gov is Montpelier, VT.

Past featured cities include:

Danbury, CT
Phoenix, AZ
Portland, OR
Madison, WI
Atlanta, GA
Richmond, VA

Coming Soon:

Reno, NC
San Diego, CA
Baton Rouge, LA
Wilmington, NC

In addition to these cities, Business.gov has over 900 pages of state and local content available through the state and local info portal.  Simply click through to your state or the state in which you wish to do business for more info.

By far, the coolest feature (according to users) on the site is the Permit Me tool.  This is the easiest way to literally get a checklist of the licenses and permits you need to do business in a particular city, state, or zip code.  Simply type in your location and select your business type and a list of Federal, state, and local regulations will be provided in priority order.

Is your business type not on the list?  Would you like your city featured in a coming month?  Tell us about it by leaving a comment or visiting www.business.gov/contact-us.

Tracy Johnson for Business.gov

Are you a disabled person considering starting a business?  Read this before you open up shop as there are government resources set-aside specifically for you!

The government recognizes that people with disabilities have specific challenges when starting a business that other small business owners may not face.  Because of this, the government has created special assistance programs to help small business owners with disabilities start, grow and manage their business.

Starting Up

Disability Info is one online resource for Americans with disabilities.  The site provides targeted resources for the self-employed and entrepreneurs.  The site points to organizations such as the APSE and Disabled Businesspersons Association for support and networking.

Commerce has a program entitled the Chamber of Commerce for Individuals with Disabilities that offer online courses and business plan wizards for disabled individuals wishing to start a home-based business.

The Department of Labor similarly offers a video training guide on self-employment for Individuals with Disabilities.  Complimentary resources include a full transcript and flow chart.

Universities often are a good resource for small business owners as well.  The University of Virginia’s START-UP USA program offers a wide variety of training seminars for free online including audio and transcripts.

Financing Your Business

Know your tax provisions!  The Equal Employment Opportunity Commission outlines all disability related tax provisions for your convenience.  Additionally, the Attorney General’s Office has compiled a “Tax Pack” as a part of the Americans with Disabilities Act including information on accessibility regulations, legal documents, and tax assistance contacts.

Most of us have a choice as to whether we want to file our taxes ourselves or seek assistance.  For a person with disabilities, often assistance in filing taxes is necessary.  The IRS has provided tax forms in Braille and Text Formats as well as a Talking Tax Form for additional assistance.

Additional Resources

There are also some very credible non-government resources recommended by Business.gov.  One of the most helpful practice for small business owners is networking, and there are several groups that bring together business owners with disabilities to discuss you specific challenges and solutions with other business owners that have been there before.  The following groups are worth joining:

• Business Leadership Network, Disability at Work
• Chamber of Commerce for Individuals with Disabilities
• Disabled Businesspersons Association
• The National AgrAbility Project

What if you are a small business owner considering hiring a disabled person? Read Small Business and Disabilities, Part II.

Tracy Johnson for Business.gov

In my last blog entry about Identity Theft I talked about what your responsibilities are if your business is hit by identity thieves – if information about your customers is compromised while in your possession.

I started with that entry first, as opposed to starting with a “protect yourself” entry first, because most business owners do not think about identity theft until after it’s happened.

Stop and think for a moment – where do you keep your customer information? How do you secure customer credit card information, personal information (name, address, etc.), and any identifying data you may have in your possession? Are you protecting that information differently than any other information?

As a business owner, it is your responsibility to safeguard customer information. If you don’t, it may cost you, your customers, and your business.

Step One: The Five-Step Plan

Taking the necessary steps to protecting yourself, and your customer information, is not as hard as it may sound. In fact, the Federal Trade Commission (FTC) provides an easy-to-follow five-step plan for protecting customer information. This plan, and accompanying brochure, can be found on the FTC website.

Here are the basics, according to the FTC:

1. Take Stock: Know what personal information you have in your files and on your computers
2. Scale Down: Keep only what you need for your business
3. Lock It: Protect the information in your care
4. Pitch It: Properly dispose of what you no longer need
5. Plan Ahead: Create a plan to respond to security incidents

Implementing this plan should be your first order of business. The next step is education.

Step Two: Education

For better or worse, there are likely many people in your organization that “touch”, in some way, your customer information. Partners and contractors outside your business may have access to that information as well. Every single person and organization that has access to your customer information must understand the threat of identity theft and the importance of securing that information.

You can do that education yourself. You can also turn again to the FTC for guidance. The FTC has a national education campaign called “AvoID Theft: Deter, Detect, Defend” wherein you can use their materials – co-branded with your own – to educate your employees and partners.

The more you educate, the safer you – and your customers – will be.

More Resources

As I mentioned in my last blog, there are a range of resources provided by the government that can help protect your customers and your business. The Small Business Administration’s Business.gov site provides a series of pages dedicated to this topic – as well as a range of related topics, including tips that can help you guard against Internet fraud. You can also find a similar listing of information on the Federal Trade Commission (FTC) site.

These resources are there to help. Use them. You may be sorry if you don’t.

Tracy Johnson for Business.gov

Nobody wants to think about the possibility of having their company – or, their company’s information – struck by identity thieves. Yet, identity theft is a reality.

As a business owner, it’s imperative to know what your role is if your company is successfully targeted and a customer’s identity is compromised. What are your legal responsibilities? What information – and how much information – do you provide to the law enforcement community?

There are a range of places you can turn for this information. The Small Business Administration’s Business.gov site provides a series of pages dedicated to this topic. You can also find a similar listing of information on the Federal Trade Commission (FTC) site.

Below, I’ve mapped out the basics to help point you in the right direction.

The Rules and Regulations

There is federal legislation called the Fair Credit Reporting Act (FCRA) that spells out rights for victims of identity theft, as well as responsibilities for businesses. At its most basic level, the FCRA requires you to provide a copy of the transaction record in question if one of your customers is a victim of identity theft as a result of personal information your business has collected. That record may be an invoice, a credit application, an account statement, or any document that may provide evidence about the theft.

You must provide this record, free of charge, within 30 days of receiving a request.

That said, you have the right to ensure you’re handing over information to actual authorities. Specifically, that request must be submitted to you in writing. Don’t fall victim to identity theft through a scam claiming that your business has already fallen victim.

You also have the right to ask questions. You may ask victims and/or authorities to provide proof of identity and a police report. If you cannot verify the requestor or if the claim seems to be a misrepresentation, you have the right to refuse in good faith.

More on the rules and regulations of turning over records can be found on the FTC website here.

What to Do In Case of Identity Theft

Let’s say it happens – let’s say customer information (social security number, credit card number, account number) is compromised. The first step is to contact local law authorities.

The next step, according to the FTC, is to notify other businesses that may be impacted. If account or credit card numbers have been stolen from your possession, you must contact the financial institution or credit card company affected – primarily so these organizations can monitor the accounts for fraudulent activity.

If names and social security numbers were compromised the FTC suggests you contact the major credit bureaus for next-step advice. If the compromise affects a large group of people, the FTC further suggests that you let the credit bureaus know if you are advising that your customers request fraud alerts for their files. Letting the credit bureaus know will help your customers.

For more information on which credit bureaus to contact and when can be found on the FTC website here: http://www.ftc.gov/bcp/edu/pubs/business/idtheft/bus59.htm

And, finally, if names and social security numbers have been compromised, the FTC advises that you notify the individuals affected. Be aware, however, this can be very tricky. The FTC provides guidance and guidelines on its website here:

http://www.ftc.gov/bcp/edu/pubs/business/idtheft/bus59.htm

Conclusion

Identity theft is a reality. And, your business may be targeted. I’ve provided places to go to find out your roles and responsibilities, like Business.gov and the FTC. In my next post, Identity Theft Part 2, I’ll provide advice on how to protect yourself against identity theft before it happens.

Tracy Johnson is a Senior Manager with ENC Marketing & Communications. She has the pleasure juggling a variety of clients from both the Information Technology and U.S. Government worlds. She brings a fresh perspective to problem solving for clients often integrating interactive marketing solutions with traditional communication methods. One of her top current clients is the Business Gateway Initiative, where she and the BG team provide marketing and outreach services for Business.gov.

Tracy Johnson for Business.gov

You may have seen our post last week on market research performed by the government that you can leverage (for free) to build your business plans, monitor the market, and stay on top of the trends.  In that post, we focused on business data available on the market, the economy, and general information about your type of business and your location.  Now, let’s dig a little deeper.

So you have surveyed the market and are closely monitoring the economic landscape for your business type.  Now, you need to consider your customers.  Who are they?  Where are they? And how can you better target them to match up your goods and services with their needs?  The following demographic resources provided by the government can help you answer those questions.

There are three agencies that are the go-to agencies for free demographic info: The Census Bureau, the Department of Labor, and the Social Security Administration.

General Demographics

The U.S. Census Bureau provides information on population, housing, economics, and geographic data.  You can search information on groups by age, gender, education, disability, income, origin, race, ethnicity, etc. You can also obtain information specific to the state in which you do business.  The same type of inquiries can be made on this narrower level.

Identifying Consumer Behaviors

The Department of Labor’s Bureau of Labor Statistics provides data on specific demographic categories of the United States labor force.  Some of the categories available to search are consumer spending and injuries or illnesses.  You can even search data on the amount of time people spend doing various activities, such as paid work, childcare, volunteering, and even socializing!  This type of information can be incredibly helpful when trying to target to certain customer groups and understanding their behavior and lifestyle.

Earning Information

The Social Security Administration provides Fact Sheets by demographic groups listing income information for each group.  This information, when combined with the demographics above can help your business further target your ideal customer base.

Ready for the Big Leagues: Doing Your Own Research

The SBA has compiled a market research guide for small business owners to give an overview of the why market research is helpful, what kind of market research you may need, and points small business owners to additional resources for performing both primary and secondary research.

Similarly, the Missouri Small Business Development Center (SBDC) has produced a research workbook applicable for small business owners of any state, not just Missouri.  This workbook walks you through the necessary data you will need to compile a comprehensive business plan.  Good luck!

Tracy Johnson is a Senior Manager with ENC Marketing & Communications. She has the pleasure juggling a variety of clients from both the Information Technology and U.S. Government worlds. She brings a fresh perspective to problem solving for clients often integrating interactive marketing solutions with traditional communication methods. One of her top current clients is the Business Gateway Initiative, where she and the BG team provide marketing and outreach services for Business.gov.

Tracy Johnson for Business.gov

Any successful business owner will tell you marketing your small business begins with research.  The experts can direct you to the best methods for performing research and provide you with successful strategies for market research, but a lot of the statistics and demographic information you desire can be obtained, for free, from the government.

The government collects oodles of data that is public information.  The data can be immensely useful when pulling together your marketing plan and can help you cite accurate statistics without spending a ton of money on a custom market research engagement.  These tools certainly are not a substitute for quality market research such as surveys and focus groups, but rather provide helpful data to frame that research.  For a lot of start-ups; however, the research budget is minimal.  If that is the case for your business, these stats can be leveraged to build the framework of your marketing plan.

General government Statistics

Fed Stats gathers data across over 100 agencies, states, counties, congressional districts, and cities to provide a comprehensive purview by location or by topic.

The Statistical Abstract of the United States, published since 1878, is the authoritative and comprehensive summary of statistics on the social, political, and economic organization of the United States.  The abstract is prepared by the Census Bureau, but collects data from many Federal agencies.

The Census Bureau also releases reports for business owners called the Statistics of U.S. Businesses including detailed analysis of companies, establishments, employment, and annual payroll.

Another great resource for statistics specific to small businesses is the Small Business Administration’s Office of Economic Research.  Reports from this office include:

Entrepreneurship: The Foundation for Economic Renewal in the Gulf Coast Region [PDF file] – The proceedings from the 2006 New Orleans conference include; presentation summaries, powerpoint presentations, and conference participants.

The Impact of Regulatory Costs of Small Firms (Update) – Analyzes the cost of regulations on small and large firms. This study updates two earlier reports from 1995 and 2001.

Small Business Frequently Asked Questions (FAQ) – [HTML file] – Provides answers to basic questions about small business. [PDF file] – [Text file]

Research Resources – designed as a portal to direct faculty, students, and researchers to small business data and research.

The Small Business Economy: 2007 [Research Summary] – This is an annual reference source on small business’ performance in the economy. To obtain a printed copy, see the U.S.Government Online Bookstore . (Text synopsis version) (historical versions (1996-2001) (2002-2006).

You can also subscribe to the Department of Commerce’s Stat USA subscription for updated information on federal business, trade, and economics.

Additional Resources

www.business.gov/market-research

Read Part 2 of this Series: Free Market Research, Part II :: Demographics

Tracy Johnson is a Senior Manager with ENC Marketing & Communications. She has the pleasure juggling a variety of clients from both the Information Technology and U.S. Government worlds. She brings a fresh perspective to problem solving for clients often integrating interactive marketing solutions with traditional communication methods. One of her top current clients is the Business Gateway Initiative, where she and the BG team provide marketing and outreach services for Business.gov.

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!

Again, recently, residents were forced to flee their hometowns in an attempt to run from wildfires in California.  The fires are have charred more than 76 square miles over the past two weeks taking homes, lives and businesses.  Fire crews have been working around the clock to settle the fires and prevent their spread, but some homes could not be saved.  If you are a home-based business owner, that not only means your bed and photos have been destroyed, but you also now do not have a place of business.  What can you do now?  And if your business has been spared, what can you do to protect it from natural disaster in the future?

Recovering

If your business has been significantly affected by a natural disaster, you may be eligible for Federal government dollars from the U.S. Small Business Administration.  The SBA considers a small business qualified if you have “suffered substantial economic injury,” regardless of physical damage.  If your place of business is within an area declared as a disaster area, you are most likely eligible. Check with the SBA to see if you may be eligible.

If farmland has been destroyed by the disaster, special assistance is available through the USDA’s Farm Service Agency.

The Federal Emergency Management Agency (FEMA, a part of the Department of Homeland Security) offers many resources when a business has been hit by disaster.  FEMA currently offers flood insurance for businesses in light of the terrible flooding we have seen in recent years.  These disasters also sparked the development of the Emergency Management Guide for Business & Industry which includes a list of state and local Emergency Management Offices to contact for additional local assistance.  The guide; however, is mostly targeted towards preparing for emergencies.

What About the Things That Were Lost?

The IRS has pulled together a Disaster Losses Kit for Businesses which provides help for a variety of natural disasters including floods, fires, tornadoes, blizzards, and hurricanes.  This kit is your guide to claiming losses and obtaining copies of previous filed forms.  The IRS can recover and provide copies or transcripts of previously filed tax returns free of charge.

Emergency Preparedness

As we all know, hind site is 20/20, and if we can prepare for emergencies before they occur, we will all be better off.  The Small Business Administration and Department of Homeland Security offer the most robust resources for small business owners in preparing for an emergency.  Ready.gov/business is an excellent guide to help business owners “prepare to stay in business” and protect investments.

Top Government Emergency Preparation Guides for Businesses

• Ready.gov (DHS)
• IRS
• FEMA (DHS)
• SBA

Buyer Beware

Everyone isn’t as honest as Mom. Recognizing and avoiding scams is key – do your research! The most common scam is known as the “pyramid scheme” or a multilevel marketing plan. This involves illegal practices where you are promised commissions for the amount of people that you recruit, not the amount of goods you sell as a distributor. Typically, only a very limited amount of people (those at the top of the pyramid) actually receive any money. Most states have outlawed pyramid schemes. The FCC provides a great resource on pyramid schemes and consumer alerts.

Franchise Benefits and Risks

Once you’ve assessed the opportunity clearly and eliminated the shysters out there, realize that that a great benefit about buying a franchise is instant name and brand recognition. People automatically know what to expect and have established loyalty in the business right away. There is established marketing and advertising, too – although with a price tag in most cases (paying a portion of your local advertising or promotions).

There are also varying fees associated with branded franchises. In exchange for the right to use a franchisor’s name for a set period of time, you will inevitably incur an initial franchise fee. The range for this fee can be hefty and usually includes: inventory, rent and equipment costs, operating licenses, and “grand opening” or promotion fee. Before you sign on the dotted line, make sure that you have the funds for the initial investment. In addition to this startup investment, most franchisors require frequent royalty payments, usually monthly. These royalty fees are usually a percentage of weekly or monthly income. Check out more information on the possible costs of starting a franchisee.

Tips for Selecting a Franchise

Now that you have information on avoiding scams and you’ve determined that you have the proper funds to invest, the next step is picking a franchise. Before you jump on an opportunity, you should always evaluate alternatives and ask yourself these two questions:

• Is there a demand for certain products or services in your area?
• What is the level of local competition?

Pick a franchise that is right for who you are: consider your schedule, goals, family, etc. Perhaps the most important step in selecting a franchise is to evaluate each one’s Disclosure Document. This document contains the company background, initial and ongoing franchisee costs, restrictions, training guidelines, advertising information, current and former franchisees in your area, earnings information, and other important information. However, even armed with this information and feeling confident, you should always visit (in person) at least three other franchisees. The reason that you should visit in person is to make sure that they are actually franchisees and not phony references (people that are paid to say certain things). Like with any other business venture, it pays to be careful and do your homework.

Other Resources

Franchise and Business Opportunity Guide

Tracy Johnson is a Senior Manager with ENC Marketing & Communications. She has the pleasure juggling a variety of clients from both the Information Technology and U.S. Government worlds. She brings a fresh perspective to problem solving for clients often integrating interactive marketing solutions with traditional communication methods. One of her top current clients is the Business Gateway Initiative, where she and the BG team provide marketing and outreach services for Business.gov.