Business Opportunities with the Federal Government

Quick Links | Where would you like to go?
Getting Started | Federal Business Opportunities | Subcontracting Opportunities | Selling to the Military

This information gateway was prepared by the Congressional Research Service for Members of Congress and provides guidance and online procurement procedures for doing business with the federal government. [July 2005 ]

Getting Started

Learning how to sell successfully to the U.S. government, the world's largest buyer of goods and services, can be a daunting task. Most of the process is conducted online: using a computer is essential. Here are suggested approaches:

1. Update your company's business plan, highlighting special products, skills and expertise that would be of interest to government agencies.

2. Review your company's marketing strategy and goals.

3. Learn federal procurement processes and terms.

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 (scroll down, click to view or print out publication)
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 (OSBU)
Through outreach activities in regional offices, promotes increased access to GSA’s nationwide procurement opportunities for small, minority, veteran, HUBZone, and women business owners.

Using GSA: 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.

4. Contact offices in your state or region.
Speak with a procurement specialists or contracting officers about federal government buying procedures.  Ask questions about application procedures, technical requirements, and marketing suggestions.  Attend procurement programs, 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 advise and train businesses in financial matters, including certification procedures for small and minority businesses. 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 Regions Overview
The contracting officers are familiar with the procurement needs of the federal facilities located in their region.

5. Register your business online with Central Contractor Registration (CCR).
A company must have a CCR number to get government contracts.  Also review the Criteria for Small Business Classification.  If your business is classified as small or disadvantaged, this certification may lead to more business opportunities.

6. Additional statistical information for business registrations, required for many government forms:

North American Industrial Classification Code (NAICS)
The NAICS numeric codes identify products or services for more than 1,000 industries. and is used by the government for statistical purposes.

Federal Supply Classification Groups and Classes
Commodity codes used to classify products and services purchased by the military and many civilian agencies.

7. Check federal department and agency websites for specialized services or products that may be needed: to locate, use the FirstGov.gov A-Z Index.