Make the government your biggest and best customer
Working the Registration Process
You’d be amazed by how many free and low cost resources are available to help you ease through the government purchasing process. Among the best is the Procurement Technical Assistance Centers (PTACs). These centers offer training classes such as how to write proposals, provide one-on-one procurement counseling, and marketing assistance that helps small businesses win contracts in all areas of government. Go here to find out what PTAC services are available in your state http://www.dla.mil/db/procurem.htm.
The SBA is also a must to explore. If there is an office near you, make a point to visit it frequently and get to know the people who work there. At the SBA website, you’ll find out what you need to do to ensure your company meets the basic requirements of being a small business (http://sba.gov/services/contractingopportunities/index.html). Follow the links to “services”, “contract opportunities”, “size standards”, and “what is a small business”. Within the site content, you’ll also find information on various contracting methods and numerous links to other critical information, such as the Federal Acquisition Regulation (FAR). Hint: Become very familiar with part 12 because if you provide products instead of services because its possible you can alleviate many of the federal contract requirements (http://www.arnet.gov/far/).
You will need to register with other government agencies depending on your business status and the government entity you are trying to sell to. It’s also possible that for very low cost services or with local governments, registration won’t be required at all. However it doesn’t hurt to plan ahead. In the very least register with the Central Contractor Registration (CCR) system and apply for your Data Universal Numbering System (DUNS) number. Both registrations are necessary should you wish to conduct business with the Federal government.
To sign up for your DUNS number go to http://www.smallbusiness.dnb.com. To register with CCR go to http://www.ccr.gov. However before you apply for your DUNS number and register with CCR you will need to identify how your business is classified within the North American Industry Classification System (NAICS) which can be found on the SBA website where you determine if you meet the small business requirements.
If your small business is woman or minority-owned, service-disabled or veteran-owned, disadvantaged, or is located in a HUBZone (http://www.sba.gov/hubzone/section05b.htm) then you qualify for additional procurement opportunities. A separate Pro-Net registration is no longer required because registration has been integrated in the CCR system which makes it easier to register for special status.
How to Find Opportunities
All procurement opportunities exceeding $25,000 are listed on http://www.fedbizopps.gov. Government purchases that fall under $2,500 may not be highly advertised and agencies may choose to skip advertising altogether and purchase from vendors direct using government issued credit cards. You can access these opportunities and strengthen your chance of winning repeat business just by being in the right place at the right time with the right product. This proves why networking and establishing strong personal relationships with local key decision makers is critical.
If you have products and services that fall under the $2,500 threshold be sure you check your city’s commerce journal and other local newspapers, peruse your city government’s website, or sign up with a subscription bid service such as http://www.governmentbids.com/ to help you aggregate opportunities from multiple sources.
The government usually relies on references or previous government experience to narrow their contracting options. This is where PTACs are an excellent resource. However other options such as subcontracting from a prime government contractor can help small businesses get the experience they need to get their foot in the door and earn sizable income in the process.
You can find subcontracting opportunities by making inquiries to your small business liaison within the government agency you’re targeting. The SBA publishes a subcontracting directory and has commercial market representatives who can match you with prime contractors. Other resources include industry conferences, trade associations, and Internet communities.
If you can convince the government that you have a product they need and you follow the steps in their application process, then by all means don’t let a first-time experience deter you.
When Marcia Layton Turner received her first contract award she didn’t have any previous experience selling to the government. “I spotted an opportunity to do some marketing work for an area university within the state government’s jurisdiction. I saw the contract information in the New York Contract Reporter so I called the purchasing agent and asked for the bid information. I received it and decided it was something I could definitely do. I spent a few hours putting together what I thought was a comprehensive response to their RFP and turned it in before the deadline. Imagine my surprise at being told a few weeks later that I was the winner. Since this was one of the first government proposals I’d ever completed, I was curious about what I had done right. I emailed the purchasing agent to ask if they could give me some feedback to help me be successful on future bids. “You were the only bidder,” was the response I got.”
Sonya Carmichael Jones, freelance direct response copywriter and direct marketing consultant helps you rev up your response rates and sales orders with compelling copy and direct marketing strategies. For effective online and offline copywriting and marketing solutions contact Sonya at marketingbuddha.com.
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