Below are the Administrative – Tactical – Strategic Checklist you should run through to make sure you are preparing your business for federal contracting success.
Administrative
1. Determine a perceived need for a product or service (could be a new product, invention etc) you have the capability to offer to the federal government at a reasonable price with at a minimum comparable quality to what is already in the marketplace.
2. Find either your Federal Supply Classification Code (FSC) or Product Service Code (PSC); Here are a Ex: D302 ADP Systems Development Services, or within Information Technology, Professional Services, Security, Facilities or Construction, Industrial Products, Transportation etc.
3. Identify your North American Industry Classification Code, an Example: 541512 Computer Systems Design Services. Finding your code can be determined at Census.gov/naics.
4. Determine if your firm is a small business or size standards; determine your Size Standard; Example: 541512 $21MM average annual receipts preceding 3 years.
5. Register your business with Sam.gov. Registration is Free.
6. Determine if your firm is eligible for an SBA Certification (8(a) – Minority, WOSB – Woman Owned, HUBZone – Historically Underutilized Business Zone) or a VA Verification (Veteran Owned or SDVOSB – Service Disabled Veteran Owned Small Business.)
7. Develop a capabilities statement. Not more than two pages.
8. Have a specific government marketing page on your website. Not required but helpful.
9. Register your business with large federal prime contractors that is selling into the government organization that you may be targeting.
Tactical
1. Target the Right Customer, generally focusing on two to four agencies, is best.
2. Monitor beta.sam.gov and other federal bulletin boards for ongoing opportunities.
3. Obtain a GSA Schedule Contract if it is pertinent to your business.
4. Get needed assistance from Small Business Administration, Procurement Technical Assistance Centers (PTAC), and/or Service Corps of Retired Executives (SCORE).
5. In-Person: Attend workshops agency sponsored events. Work on your 30 second quick Pitch for talking on the phone to federal buyers and large primes.
6. E-Mail Marketing Campaigns can reach broader audiences and keep you relevant.
7. Keep abreast of all IDIQ Contracts and GWACs that become available in your industry.
8. Keep good records of past performance Manage by making sure you can highlight how you are different to potential competitors.
Strategic
1. Always be working to anticipate your potential federal buyer’s needs by keeping tract of wins and losses. Learn how to look for LOW HANGING FRUIT. It does exist.
2. Learn your competitor’s strengths and weaknesses in order to further develop your federal niche.
I am confident these efforts will open doors.
Of course, you can always count on Federal Specialties, Inc..
410-312-5451