Business Opportunities with the Federal
Government
Information gateway, prepared by the Congressional Research Service for
Members of Congress, provides guidance and online procurement procedures for
doing business with the federal government. [March 2007]
Information and Training
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Learning
how to sell successfully to the U.S. government, the world's largest
buyer of goods and services, can be daunting. Most of the process is conducted
online: using a computer is essential. Here are suggested
approaches:
- Update your
company's business plan, highlighting special
products, skills and expertise that might be of interest to government agencies.
- Review your
company's marketing strategy and goals.
- Learn federal
procurement processes and terms.
- Government
Contracting (SBA)
Resources to help you sell your products and
services to the Federal government.
- Small Business Administration (SBA)
Provides
a step-by-step guide for selling to the government, with tips on bidding,
marketing, and competing for government contracts, and links to free online
courses.
- General Services Administration (GSA)
As the
government's chief acquisitions agency, GSA spends
billions of dollars annually on products and services offered to all federal
agencies.
- Doing Business with GSA
Covers
government procedures, marketing strategies, and bidding procedures for
contracts. Also lists important contacts, such as the 11 GSA regional
centers and technical advisors for small businesses.
- Office of Small Business Utilization
Through outreach
activities in regional offices, promotes increased access to GSA's nationwide
procurement opportunities for small, minority, veteran, HUBZone, and women
business owners.
- How to Sell to the Government
Describes how GSA buys from
small and large businesses, including an explanation of how GSA advertises
business opportunities locally and nationally, and lists a calendar of local
workshops for businesses wanting to sell to the government.
- GSA Training Programs
Online and onsite courses, including
How to Be a Contractor; Using GSA Schedule.
- Contact offices in your state or
region
- Speak with
procurement specialists or contracting officers about federal government buying
procedures.
- Ask questions about
application procedures, technical requirements, and marketing suggestions.
- Attend procurement
programs, which provide opportunities for business people to meet directly with
government officials and to learn from other companies involved in federal
contracting.
- Small Business Development Centers
(SBDC)
Located in every state, these centers advise and train
businesses in financial matters, including certification procedures for small
and minority businesses. They are an excellent first stop for any business,
especially those with little or no previous experience in dealing with federal
procurement.
- Procurement Technical Assistance Centers (PTAC)
Although the main focus is providing technical
assistance on selling to the military, the centers cover marketing to all
government agencies through counseling, training, and procurement programs.
- GSA
Regional offices
The contracting officers are familiar with the
procurement needs of the federal facilities located in their region.
Registration Requirements
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Registration is required to
compete for federal government procurement and contracts. The federal
government's Business Partner Network (BPN) is the single source for vendor
data for the Federal Government.
Review Small
Disadvantaged Business Certification and Eligibility (SDB) If your business is classified as small or
disadvantaged, this certification may lead to more federal procurement
opportunities.
Additional statistical codes,
required for many government forms:
Federal Business
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FedBizOpps (Federal Business
Opportunities)
Single point of entry for announcements of federal contract
opportunities over $25,000, both civilian and military
agencies.
For
continuing business,
apply to be a GSA Schedule contractor.
Under the GSA Schedules Program, GSA establishes long-term governmentwide
contracts that allow customers to acquire a vast array of supplies and services
directly from commercial suppliers. Gives many businesses, small and large,
further opportunities for multiple awards.
- Also called Multiple
Award Schedules (MAS) and Federal Supply Schedules (FSS).
- Getting on Schedule
Application and approval process "to get
on the Schedule" can take considerable time but may be worth it for future
business with government agencies.
- GSA Schedules Training
Online training and classroom
instruction on the GSA Schedules Program, and how to sell to the government and
get contract awards.
Subcontracting
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A federal
contract may be so large that a single company might have difficulty in
providing the products or services required to meet the terms of the contract. A
prime contractor may need to use subcontractors to complete contractual
obligations.
- SUB-Net (SBA Subcontracting Network)
Identify subcontract
opportunities by reviewing the postings of prime contractors.
- Subcontracting Opportunities Directory (SBA)
Identify
prime contractors through a listing of contractors, with addresses and phone
numbers, by state.
- Subcontracting Directory (GSA)
GSA
contractors with subcontracting plans and goals. Companies are listed within
each of the eleven GSA regions. For each, gives products and services offered,
and the small business contact within the company.
Selling to the Military and Department of
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Specialized Information on Selling to the
Military
Many of the
DOD contract
announcements and registration requirements for businesses have been
incorporated into FedBizOpps (Federal Business Opportunities), with registration
at Central Contractor Registration (CCR). However, there are often
special requirements for selling to the military. The vast majority of DOD contracts are
awarded by DOD
field organizations, or specific mission-oriented agencies within an
organization.
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