1. Identify Your Product or Service
It is essential to know the Federal Supply Class or Service (FSC/SVC) codes and North American Industry Classification System (NAICS) codes for your products or services.
2. Register Your Business
 Obtain a DUNS Number
The Data Universal Number System (DUNS) Number is a unique nine character identification. If you do not have a DUNS Number, contact Dun and Bradstreet to obtain one.
Register with Central Contractor Registration (CCR/PRO-Net)
You must be registered in Central Contractor Registration (CCR) to be awarded a contract from the DoD. CCR is a database designed to hold information relevant to procurement and financial transactions. CCR affords you the opportunity for fast electronic payment of your invoices.
On January 1, 2004, CCR assumed all of SBA's PRO-Net search capabilities and functions. Small businesses will now only need to register with CCR. Contracting officers, contract specialists, etc. utilize the CCR, as well as the “Dynamic Small Business Search” side of the CCR, to identify small business concerns for potential prime and subcontracting opportunities.
3. Identify Your Target Market within DoD
Research DoD Personnel & Procurement Statistics. Of particular interest to small businesses is the Standard Tabulation (ST) 28 report of products and services purchased each fiscal year by the DoD. Data on the ST28 are sorted by FSC/SVC code and provide name and location of DoD contracting offices. This report is found at the bottom of the Procurement Statistics page and can be cross-referenced with the list of Small Business Specialists within each individual service organizations.
4. Identify Current DoD Procurement Opportunities
Identify current procurement opportunities in your product or service area by checking the electronic version of the Federal Business Opportunities website, which can assist you in identifying DoD, as well as other Federal procurement opportunities.
5. Familiarize Yourself with DoD Contracting Procedures
Be familiar with Federal Acquisition Regulations (FAR) and the Defense Federal Acquisition Regulation Supplement (DFARS).
6. Investigate Federal Supply Schedule (FSS) Contracts
Many DoD purchases are, in fact, orders on Federal Supply Schedule (FSS) contracts. Contact the General Services Administration (GSA) for information on how to obtain a FSS contract.
7. Seek Additional Assistance as Needed
There are several important resources that are available to assist you in the DoD marketplace:
Procurement Technical Assistance Centers (PTACs) are located in most states and are partially funded by DoD to provide small business concerns with information on how to do business with the Department of Defense. They provide training and counseling on marketing, financial, and contracting issues at minimal or no cost.
Electronic Business (eBusiness) provides assistance on getting started in the DoD electronic marketplace.
Small Business Specialists: The Military Services and some Defense Agencies have small business specialists at each of their procurement and contract management offices to assist small businesses, including veteran-owned, service-disabled veteran-owned, HUBZone, small disadvantaged, and woman-owned small business concerns in marketing their products and services to the DoD. Among other services, these specialists provide information and guidance on (1) defense procurement procedures, (2) how to be placed on the solicitation mailing lists, and (3) how to identify prime contract and subcontract opportunities.
The Army, Navy, Air Force, and Defense Logistics Agency maintain the names of Small Business Specialists associated with their organizations. Links to these websites are below.
DefenseLink is the official web site for the Department of Defense and the starting point for finding U.S. military information online, including links to the Military Services and ODAs.
Additional procurement-related resources are located in the Links section of our web site.
8. Explore Sub-contracting Opporunities
Regardless of your product or service it is important that you do not neglect our very large secondary market, Our guide “Subcontracting Opportunities with DoD Prime Contractors”. This directory provides, by state, the names and addresses of DoD prime contractors, the names and telephone numbers of Small Business Liaison Officers (SBLOs), and the products and services supplied to the DoD. The report is generated from data mined through DoD Prime Contractor’s contracts and subcontracting plans. Please note that the DoD OSBP does not maintain the data on this website. The directory reflects data as of September 30, 2005. We encourage you to investigate potential opportunities with these firms. Many also have websites that may be useful and we encourage you to explore teaming options. In addition, many of the larger organizations may have subcontracting opportunities at the lower tiers (beyond the first and second tiers).
The SBA's SUB-Net is another valuable resource for obtaining information on subcontracting opportunities. Solicitations or notices are posted by prime contractors as well as other government, commercial, and educational entities.
9. Investigate DoD Small-Business Programs
There are several programs that may be of interest to you such as: Veteran-Owned, Service-Disabled Veteran-Owned, HUBZone, Small Disadvantaged, Woman-Owned, Small Business Innovation Research, Small Business Technology Transfer, Mentor-Protégé, Indian Incentive, Historically Black Colleges, Tribal Colleges, Hispanic Serving Institutions, and other Minority Institutions. Information on all these programs is available on the DoD Office of Small Business Programs website.
10. Market Your Firm Well!!!
After you have identified your customers, researched their requirements, and familiarized yourself with DoD procurement regulations and strategies, it is time to market your product or service. Present your capabilities directly to the DoD activities that buy your products or services. Realize that, like you, their time is valuable and if the match is a good one, you can provide them with a cost-effective, quality solution to their requirements. Additional helpful resources, posted on our website, include “Government Contracting: The Basics” and “Marketing to the Department of Defense: The Basics”.
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