How to Become a Small Business Government Contractor of Choice . Small Business Administration. So you think you're ready to sell to the government, but is the government ready to buy from you?
Schedule Input Program (SIP) Upload Improve your online visibility and relevance to federal GSA buyers. GSA Marketing Plan Learn who buys your products / services through GSA, and how to sell to them. GSA Maintenance Program Ensure your GSA Schedule is. Schedule # 70– Information Technology, Software & Services Solicitation FCIS-JB-980001B (Refresh # 37) Page 2 of 7 Becoming a successful FSS contractor requires that your company take a few key steps. The first step to success under the FSS Program is to.
Government buyers are a discerning group. After all, we trust them to make the right procurement decisions with our taxpayer dollars. Yet, despite the fact that formal goals are in place to ensure that small businesses get their fair share of work with the federal government, winning a share of the percentage of contracts set aside for small business isn’t easy. Convincing government buyers that you’re a viable business partner who can help them achieve their goals requires a different approach that one you’re used to seeing in the commercial sector. SBA has lots of resources that can help you find and do business with Uncle Sam, but here are some extra steps you might want to consider to boost your chances of being perceived as the winning choice, not the risky one: Team up. Collaboration and teaming is very important in government contracting. Oftentimes, set- aside contracts are too big for a single business to handle.
Teaming with other small businesses is a great way to provide the collective services that agencies often seek within one contract. For example, IT companies could team with marketing agencies to better deliver against a contract that requires both web/application development in addition to content management.
Teaming provides another valuable benefit too – it gives small businesses the opportunity to build credibility for themselves and show proficiency not only to the government but to other contractors. Teaming requires preparation and careful management. American Express OPEN has put together a useful guide: Team to Help Win Government Contracts, which includes best practices and tips for raising your profile and building potential teaming connections. Get a mentor. Mentors are invaluable to small business owners, and in the government contracting world they can make the different between success and failure. If you don’t know the movers and shakers, find someone who can help you navigate the marketplace. Networking events can help you connect with potential mentors, but take the time to consider other mentoring opportunities. Here are some programs and organizations that can help.
The program also includes a mentor- prot. Stay tuned for upcoming events in 2. This means that they look for companies with experience and a good track record, including on- time service delivery, reliable goods and on- budget execution. You’ll also need to demonstrate that your team is qualified (make an investment in those with government connections and experience). Is your industry reputation strong?
You’ll need to evidence all these proof- of- performance capabilities when you bid. Promote government- centric value. This goes for any industry, but in the public sector, a clear understanding of the buyer’s challenges, issues and ecosystem is a must. As mentioned above, what works in the private sector doesn’t always cut it with government buyers. For example, your messaging and proposition needs to position your value in the context of your ability to deliver against clear goals. This is where proof of performance is vital, as is the ability to “governmentize” your sales and marketing collateral.
Latest news and information on the business of delivering technology and services to government including government contractors, the integrator community, technology case studies, and mergers and acquisitions. Opinion 5 things you must do after winning a. An explanation of GSA Advantage! Being an awarded GSA contractor grants you access to two important government purchasing websites – GSA Advantage! We appreciate your interest in the Federal Supply Schedule (FSS) Program. Under the FSS Program. Afterward, locate the 'New Contactor Orientation' webcast under the 'Vendor Training' tab on. BioPreferred Partner Spotlight: Verdezyne We are grateful for the participation of hundreds of companies currently taking part in the USDA BioPreferred Program. One of those companies is California-based Verdezyne, Inc., a program participant since June, 2015.
Be sure to talk the talk and walk the walk as a reliable, proven low- risk solution provider. Get certified. Any small business that wants to compete in the contracting market needs to be certified according to SBA requirements. This basically means that you are officially recognized as a small business and can compete for small business set- aside contracts. Read more about the process here. That’s standard process. However, there are other certification programs that can help improve your positioning and increase your chances of consideration for an award.
These include: Additional resources. To help you determine if your business is ready, and for advice about navigating the contracting space, get help from your local Procurement and Technical Assistance Centers (PTACs), which are part of the Procurement Technical Assistance Program administered by the Defense Logistics Agency. PTACs also provide up- and- coming government contractors with services such as training, counseling and business matchmaking events.