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. [July
2005 ]
- Getting
Started
- Federal
Business Opportunities
- Subcontracting
Opportunities
- Selling
to the Military and Department of Defense
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Getting Started |
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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 a daunting task. 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 would be of interest to government
agencies.
- Review your company's marketing strategy and goals.
- 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 Publications (Spanish Version click here)
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.
- GSA Training Programs
Online and onsite
courses, including How to Be a Contractor.
- 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.
- 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.
- 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.
- Check federal department and agency websites for
specialized services or products that may be needed: to locate, use the FirstGov.gov A-Z Index.
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Federal Business Opportunities |
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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.
- Serves both federal agencies as buyers and
businesses as vendors to the government.
- For help navigating the website, call the toll-free helpline number (877)
472-3779.
For
vendors:
- Search FedBizOpps for agency announcements, awards of contracts, and
requests for proposals.
- Review the Vendors Guide for tips on searching by agency,
classification codes, or award categories.
- Sign up for e-mail notification of announcements of particular agencies or
for particular products or services.
For
continuing
business, apply to become a
GSA Schedules
contractor.
Under the GSA Schedules
program, also referred to as Multiple Award Schedules (MAS) and Federal Supply
Schedules (FSS), GSA establishes
long-term government-wide contracts with commercial firms. The GSA application
and approval process "to get on the Schedule" may take considerable time but may
be worth it for future business with government agencies.
- Getting on Schedule
Part of the GSA Schedules
Program, the Federal Supply Schedule gives many businesses, small and large,
further opportunities for multiple awards.
- GSA
Training Programs
FSS Center for Acquisitions Excellence offers online
training and classroom instruction on the GSA Schedules
Program. Check for GSA course listings on how to sell to the government
and get contract awards, including the course How to be a Contractor.
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Subcontracting Opportunities |
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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.
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Selling to the Military and Department of Defense |
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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, 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.
