Procurement: Selling to the Federal Government and Building Your Business

Business-owners who harness the purchasing power of the federal government often seem to be set for life and whether you’re selling anything from toothpicks or spaceships, there’s an opportunity for your product or service. Still, with the paperwork, codes, DUNS numbers and proposals, many women-business owners find themselves at a loss as to how and where to start. Resources like Womenbiz.gov, the Small Business Administration and Business.gov give you the rules and regulations and connect you with sources to secure government contracts. In the meantime, here’s a brief overview of what to consider and how to get started.

Is It Right for You?
Small business owners are busier than ever. Doing more with less, you’re now drawn into the day-to-day details of project management and there’s not a lot of time left for applying for government contracting. Womenbiz.gov recommends asking yourself the following questions to determine whether or not it’s best for you and your business:

• Can you spend the time required to find agencies and buyers, and to prepare and present the bids?
• Are you willing to do ongoing, detailed research to find bidding opportunities?
• Are you prepared to be a subcontractor to the big companies that are primary contractors?
• Can your business financially support the execution of a government contract that involves delayed payments?

How to Find Your Market?
More than half of government spending purchases services, and figuring out which agencies buy your product is key. Once you’ve determined your target group, develop a strategy to reach out to them. Womenbiz.gov recommends:

1) Familiarize yourself with the agency’s operating administration—know who will actually use your products or services and the procurement officers with whom you will deal.
2) Focus on opportunities in your niche and prioritize.
3) Make appointments and attend contracting sessions. Network frequently and broadly. The more you know about each agency, the better your chance of winning contracts.
4) Be persistent, consistent and professional. Follow through on every commitment you make.

Where Do You Get More Information?
Office of Government Contracting & Business Development
The Office of Government and General Contracting’s mission is to help enhance the effectiveness of small business programs by working with Government Contracting and Business Development (GC/BD) program offices and others to develop policies, regulations and statutory changes.

FedBizOpps
Government buyers publicize their business opportunities by posting to FedBizOpps.gov. These opportunities are all more than $25,000 projects and vendors seeking these opportunities are able to create searches that will monitor and retrieve opportunities.

GovWorks
This Federal service helps agencies acquire products and services for their programs while operating as a resource for small businesses.

Offices of Small and Disadvantaged Business Utilization
This group provides information on upcoming conferences and events related to procurement and business.

Go to NAWBO Focus Table of Contents >>