I want a government contract!
Have you ever considered the vast opportunities that come with securing contracts with the federal government? When I meet with my Independent Business Owner (IBO) clients and I ask them what is your long-term strategy for increasing revenue, they usually all say the same thing—"I want a government contract.” But hey, we get it—navigating the maze of procurement processes can seem like a daunting task, especially if you're new to the game. But fear not, because I've got your back! Let's break it down together and discover how you can snag those coveted federal government contracts.
Understand the Basics
First things first, let's get acquainted with some key terms that'll be your trusty companions on this journey. Ever heard of Request for Proposal (RFP), Request for Quote (RFQ), or Invitation for Bid (IFB)? These are your entre into the federal contracting world, each with its own unique rules and requirements. Understanding these basics is your first step towards success.
Download my FREE Government Contracting Acronym Glossary, to decode over 20 different terms and program requirements. Learning the jargon gets you one step closer to become a business development master.
Find Your Niche
Did you know that the federal government buys all sorts of stuff, from high-tech gadgets to construction services and everything in between? Your “niche” is also your NAICS Code, which stands for North American Industry Classification System. It’s a six digit code used by federal agencies to categorize businesses based on their primary industry activities. Depending on the different services you offer or your capabilities you like other vendors may have more than one.
Take some time to figure out where your business fits into the grand scheme of things. Do your products or services align with what the government needs? Once you've found your NAICS code, you're ready to research agencies and departments that regularly procure the products or services you provide.
Register with SAM
Yes that’s Uncle SAM, which is The System for Award Management (SAM). It is the primary database used by federal agencies to search for vendors. Registering your business in SAM is a mandatory step for pursuing federal contracts. Keep your SAM profile spick and span with accurate info about your business, NAICS codes, and capabilities statement. Spend time getting to know the platform, because this is where you will find your next opportunity.
Get Certified
Did you know that certain certifications can give your business a leg up in the federal contracting game? Examples include the Women-Owned Small Business (WOSB) certification, Service-Disabled Veteran-Owned Small Business (SDVOSB) certification, and 8(a) Business Development Program certification for socially and economically disadvantaged businesses.
Don’t sleep on your cert because these will not only open doors to exclusive contracting opportunities, contracts are “set-aside” so that you can compete in the larger contracting arena.
Stay in the Loop
The federal government is always on the lookout for talented businesses like yours. Keep your eyes peeled for upcoming contract opportunities by checking out websites like beta.SAM.gov . Set up alerts so you never miss out on a chance to shine! And hey, don't forget to mingle with government folks at industry events and networking sessions—they could be your ticket to success!
Prepare a Capability Statement
Now it's time to strut your stuff! Whip up a killer capability statement that showcases your business's awesomeness. A capability statement is your 1-page data cheat sheet that highlight your qualifications, past successes, and why you're the perfect fit for the job. Tailor your pitch to each opportunity and watch those contracts roll in! Make sure it is professionally designed and clearly articulates why your company is the best choice for the contract.
Submit Competitive Proposals
When it's time to submit your proposal, dot your i's and cross your t's. I call it “walking the dog” which just means thoroughly review the requirements and evaluation criteria outlined in the RFP, RFQ, or IFB and craft your proposal carefully, addressing each requirement with precision and clarity. This isn't the time for shortcuts! Craft a proposal that's as polished as can be, and don't forget to follow the rules to a tee. Some opportunities are sticklers for page-limits, font sizes, even your margins. Trust me, attention to detail pays off!
Build Relationships
In federal contracting as in life, it's not just about what you know—it's also about who you know. Building relationships with contracting officers, program managers, and other decision-makers within government agencies can significantly enhance your chances of winning contracts. Attend industry events, participate in outreach activities, and seek opportunities to engage with government representatives. Establishing rapport and demonstrating your commitment to delivering value can set you apart from competitors.
Follow Up
Once you've submitted your proposal, don't just sit back and wait for the phone to ring. Follow up with the contracting officer to check on the status of your bid. Be proactive, address any concerns they may have, and keep the lines of communication open. And hey, if you land that contract, keep the conversation going throughout the project to ensure smooth sailing.
If you don’t happen to win this time around, don’t get discouraged. Ask the contracting officer for a debrief, which is your opportunity to find out what you can do better your next time at bat. The contracting officer may offer specific insi
Final Thoughts
Securing federal government contracts requires persistence, strategic planning, and a thorough understanding of the procurement process. Prepare to jump through every single hoop. By following the steps outlined in this guide and remaining diligent in your pursuit, you can position your business for success in the lucrative world of federal contracting. Remember, if it were easy, everyone would get one. Each contract win serves as a stepping stone to future opportunities, so stay focused on continuous improvement and growth.
