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Doing Business with the Federal Government

Learning how to sell successfully to the U.S. government, the world's largest buyer of goods and services, can be daunting. Because most of the process is conducted online, Senator Lieberman's office has compiled some websites which can be helpful in learning how to do business with the Federal Government.

**Click here for information about a workshop about investing overseas for minority and women-owned businesses.

Skip to: Information and Training | Registration Requirements | Federal Business Opportunities | Subcontracting Opportunities | Selling to the Military, DOD and DHS

Information and Training

  • Update your company's business plan, highlighting special 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 (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
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 and Using GSA Schedule.

  • Contact Business Assistance offices in Connecticut

§  Speak with a procurement specialist or contracting officer 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
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 Regions Overview
The contracting officers are familiar with the procurement needs of the federal facilities located in their region.

§  Connecticut Women's Business Development Center
The Women's Business Development Center is a non-profit micro-enterprise development organization whose goal is to increase economic independence for women. This is accomplished through Small Business and Professional Development Training-specifically, small business and micro-enterprise training, career assistance, networking, and access to applicable resources.

Registration Requirements

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 a small or disadvantaged business, this certification may lead to more business opportunities.

Additional statistical codes, required for many government forms:

Federal Business Opportunities

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.
  • For help navigating the website, call toll-free (877) 472-3779; or email fbo.support@gsa.gov.
  • Review the Vendors Guide to learn how to search for agency announcements, requests for proposals, classification codes, award categories.
  • Vendor Notification Services: sign up for e-mail notification of announcements of particular agencies or for particular products or services.

For continuing business, apply to be a GSA Schedule 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.

  • 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 Opportunities

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 contrators 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, DOD, and DHS

**Doing business with the Department of Homeland Security

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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Issue Spotlight

 

Senators Introduce Revised Cybersecurity Legislation, S.3414

The five co-sponsors of bipartisan cybersecurity legislation introduced new, revised legislation July 19, 2012; to protect our national security, economic security, and life-sustaining services from increasingly commonplace cyber-attacks.

The co-sponsors - Homeland Security and Governmental Affairs Committee Chairman Joe Lieberman, ID-Conn., Ranking Member Susan Collins, R-Maine, Commerce Committee Chairman Jay Rockefeller, D-W.Va., Select Intelligence Committee Chairman Dianne Feinstein, D-Ca., and Federal Financial Management Subcommittee Chairman Tom Carper, D-Del. – offered the revised Cybersecurity Act of 2012 in a good faith effort to secure enough votes to address the immediate threat of attack from foreign nations, hacktivists, criminals, and terrorists against the nation’s most critical cyber systems. More information: here.

Watch Senator Lieberman's Recent Floor Speech About Cybersecurity

 

The "Fiscal Cliff"

There are several major tax and spending policy changes set take effect under current law at end of 2012 or early in 2013, collectively referred to by some as the "fiscal cliff." These tax provisions include the expiration of the "Bush tax cuts" and the Social Security payroll tax rate reduction. Major spending changes include the expiration of certain extended unemployment benefits, reductions to Medicare payments to physicians, and the automatic spending cuts enacted as part of the Budget Control Act of 2011. Congress likely will consider the benefits of deficit reduction against the potential implications of fiscal policy choices for the ongoing economic recovery. In addition, Congress likely will debate other policies not directly related to the fiscal cliff, including another debt limit increase and FY2013 appropriations bills.

 

Read Senator Lieberman's Recent WSJ Op-Ed About the Fiscal Cliff