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Top Five Tips for Small Businesses Seeking Government Contracts
Obtaining a government contract can be tough. Between numerous steps to follow and lots of information to digest, this process can quickly become overwhelming. This is why NWBC sought to bridge this gap by meeting with stakeholders who shared their thoughts and tips for obtaining a government contract. Here’s some proven wisdom from entrepreneurs, contracting officers, and small business advocates who’ve generously shared their time and experience with NWBC:
Tip #1: Give yourself time
- To do federal business, businesses need to have credentials in hand that may take time to acquire, including business registration and financial information, a federal Unique Entity ID, and registration on the SAM.gov website.
- Plan for up to 2-3 months of work for business certification or recertification processes, and between 2-4 weeks of advance preparation before submitting your first bid for a federal contract.
Tip #2: Take advantage of trusted, free advisors
- Reach out to an APEX Accelerator, Procurement Center Representative, Commercial Market Representative, and Offices of Small and Disadvantaged Business Utilization in agencies that may become your customers. They offer advice, introductions, and other resources for aspiring contractors. Women’s Business Centers, Small Business Development Centers, and MDBA Business Centers are also valuable sources of information and help.
Tip #3: Think ahead
- Check the Acquistion Gateway Forecast Tool for advance notice of future government purchases and to gain extra time to prepare bids and proposals
Tip #4: Minimize the work, maximize the sales
- Get on the General Services Administration’s multiple award schedules list of suppliers with negotiated agreements to sell to any and all government customers at pre-determined prices.
- Because agencies can buy from the chosen suppliers quickly and easily, this is a great way to do business at volume without having to prepare a lot of paperwork. GSA offers a streamlined process for new companies to join multiple award schedules.
Tip #5: Read solicitations strategically
- Although it’s important to know what’s in the fine print before you commit, the first and most important information to find in an opportunity to sell to government includes NAICS Code, statement of work, and metrics by which proposals will be judged – all factors that indicate whether the work matches your capability and expertise.
The government contracting process can be difficult, but it doesn’t have to be! For more information and resources for small business owners, check out our resource page.
