Contracts and Grants, LLC

News

  • 9 Sep 2018 11:21 AM | Linda Chatmon (Administrator)


    The U.S. Government is the world's largest purchaser of goods and services. And it buys from every type of business to fulfill every type of need.

    But anyone who’s spent any time at all researching federal contracting knows that doing business with the government can be complex. So, let’s discuss the government’s process for finding the right companies and providers to meet the needs of its 400+ agencies.

    How the US Government Purchases Goods and Services

    Most every purchase of goods and services made by the federal government is made in accordance with specific policies and procedures as outlined in the Federal Acquisition Regulations (FAR). There are five ways that these purchases are handled and secured.

    Micro-purchases

    Micro purchases are purchases made under $3,000. They do not require the submission of competitive bids. Micro purchases can be made with an agency credit card and are generally acquired from large businesses.

    Simplified procedures

    Simplified procedures provide a streamlined method for making government purchases between $3,000 and $100,000. All of these purchases are made from small businesses. Any purchase over $25,000 must be listed at FedBizOpps.gov, and federal agencies are not required to participate in a full competitive bidding process for purchases under $100,000.

    Sealed bidding

    Sealed bidding uses the government-wide Invitation to Bid system wherein businesses are free to participate in competitive bidding by submitting an undisclosed or sealed offer. Sealed bidding follows specifically detailed instructions which outline what to include, how to bid, transaction conditions and specific date of submission.

    Contract negotiations

    Although this method is generally complicated and time-consuming, it is still the preferred method for most government agency purchases. If the purchases involve highly specialized products, government agencies can choose to negotiate and validate contract terms with specific vendors.

    Consolidated purchasing programs

    Government-Wide Acquisition Contracts (GWACs) are utilized when the same goods, products, and services are needed by multiple government agencies. Consolidating multiple needs into a single purchase simplifies the buying process by choosing a single vendor, or set of vendors, to provide services across multiple government agencies. This system also affords the Government Service Administration (GSA) schedules to negotiate supply contracts uniformly for all agencies.

    As you prepare to compete in the government arena, don't be afraid to contact government agencies directly to get first-hand information on the products and services for which there is currently a need. Find out the best ways to go about doing business with the agencies you contact and make sure your products and services are a good fit for your target agency.



  • 9 Jul 2018 11:14 AM | Linda Chatmon (Administrator)


    The U.S. Small Business Administration lists 7 certifications available for eligible small businesses. These certifications provide small and micro enterprises access to government contracting opportunities set aside specifically for fulfillment by a business which qualifies under one or more of the following certifications:

    • Small business

    • Historically Underutilized Business Zone (HUBZone)

    • Woman-owned

    • Veteran & service-disabled veteran-owned

    • 8(a) business development

    • Alaskan-owned

    • Native American-owned


    Is Small Business Certification Even Necessary?

    Is it really all that important for businesses to become certified through the SBA?  The answer to that question depends on the needs and goals of the business itself.  A company’s choice to pursue certification should be directed by their overall business goals.

    For young businesses, I always recommend they operate for at least two years before applying for small business certification. However, the length of time a business has been open is far less important than the abilities, experience, and past performance of the principals and management team itself.   

    It is possible to get the two-year requirement waived if the business owners or managers are accomplished industry professionals. Consider, however, the ability of your team to fulfill the requirements of a government contract, particularly if your business is actively expanding and readjusting operations to accommodate new growth.

    Streamlining the Certification Process

    For many of the businesses on the verge of transitioning into the government contracting arena, the application and documentation process associated with minority certifications is intensive and can be intimidating. Getting through the process confidently requires lots of preparation.

    Preparation and organization are keys to successfully completing the minority certification process, in part because there is so much documentation required.  

    If you plan to pursue certification, have all your corporate documents in one place and designate one person in the office to be the certification coordinator.  Your certification coordinator will assume responsibility for compiling any and all the needed data.  Having one person own all certification-related tasks will help streamline the documentation process.  Otherwise, you and your team risk wasting resources when you inevitably duplicate efforts. Once you compile all the documents you need, you can start to prepare your submission.

    Tip

    Most federal contracts have some level of minority participation included in the verbiage as part of its contract compliance.  So even if you are not planning to become a primary contractor with the federal government, your company can benefit from certification because it will enable you to participate as a sub-contractor.  

    Certifications are contract vehicles, a means by which to be eligible for sole source opportunities and subcontract opportunities, often without having to bid. 

    Any company seeking to do business with a government agency or large corporation as a prime or subcontractor should definitely consider certification. As well, most businesses types -  no matter the sector - qualify for certification.



  • 9 May 2018 11:18 AM | Linda Chatmon (Administrator)


    It’s the unfortunate truth: Many of the people who say they want to start a nonprofit, or who do start a nonprofit and serve as Executive Director, have no idea how to actually run one. And that can lead to legal and financial trouble for both the ED and the nonprofit.

    Over the years, I have found there is no shortage of people who start nonprofits with the wrong motives. They start the organization with a mission, but not for the mission. Meaning, their proposed cause is legitimate, but they have ulterior motives for investing the time and resources into building the nonprofit.

    As a result, they don’t learn how to properly structure the organization. They don’t understand the laws governing nonprofits. They don’t know the difference between being a nonprofit and being tax-exempt.

    Unfortunately, this mindset often leads one of three places: Either the organization will survive, but pay tens of thousands of dollars in donated money trying to course-correct later down the line, the organization will go out of business, or the government will get involved. And that’s where things can get sticky.

    The Slippery Slope That Is Self-Dealing

    One of the trickiest spots for newly-crowned Executive Directors to navigate is managing their existing relationship and building new relationships, both personal and professional. One such relationship is the one you (and the nonprofit) have with your other personal and professional activities.

    If any part of your nonprofit’s actions is tied to another one of your businesses, it’s self-dealing. You, your friends, or family members cannot privately benefit from your mission-driven nonprofit.

    Let me give you an example from my book, Grant-Worthy.

    A client came to me for help starting a nonprofit that transitions renters into first-time homebuyers. It was a fantastic mission: Creating a path for working-class Americans to buy affordable homes in areas hit the hardest by the Great Recession.

    She wanted me to help her find government and community grants that would allow her organization to refurbish blighted properties and get these homes back on the tax rolls and back in the market. Had it worked, that nonprofit would have helped rebuild hundreds of neighborhoods, and started many young families on the road to homeownership.

    There was just one problem.

    The woman who had this great idea was a real estate agent. She planned to use her ongoing real estate business as a way to direct qualified homebuyers into the nonprofit program.

    The real estate broker for whom she worked would facilitate the deals and pay her a commission on each house she sold. On the nonprofit end, she would eventually earn a salary as a managing member of the nonprofit once the organization could afford it.

    In this instance, the nonprofit business depended on the managing director’s for-profit business to survive. The for-profit business would have been directly impacted by the success of the nonprofit business. This method of running a nonprofit is both unethical and illegal.

    Here is another example of self-dealing that's not so blatant.

    If you are a pastor of a church and your wife owns a floral shop, the church cannot buy its weekly floral arrangements from your wife’s shop. This violates private inurement laws that prohibit you or your immediate family members from benefitting privately from the nonprofit organization.

    The Stiff Penalty for Self-Dealing

    Nolo defines private inurement as a 501(c)(3) using a nonprofit’s money for private uses instead of the charitable cause for which it was intended. Board members as well as an organization’s managing members can find themselves in trouble for self-dealing or embezzlement even if they weren’t directly involved in the act. Being found complicit can be as simple as not being as thorough with the accounting as a prosecutor or government agent thinks you should have been.

    I’ve heard it said that embezzlement happens; it’s how your organization deals with the embezzlement that matters. At the end of the day, once the mis- dealings are discovered – and they usually are – the least you stand to lose is a little face by having to pay penalties. Next, your nonprofit can lose its tax-exempt status, which will absolutely level the organization. But the greatest loss will be your reputation. That is something from which you and your organization may never recover.



  • 15 Mar 2018 10:45 AM | Linda Chatmon (Administrator)


    FOR IMMEDIATE RELEASE


    Contact Name: Ali VanHouten

    Contracts and Grants, LLC

    Contact Phone Number:678-916-0444


    Performance-Based Online Directory Matches Small Businesses with Government Contracting Opportunities


    ATLANTA, March 12, 2018 - In a push to streamline the process of connecting top-performing small businesses and prime government contractors, Contracts and Grants, LLC is bringing to market the first ever performance-based online business directory for government contractors.

    Teaming Exchange Network (TEN) is the only online marketplace that rates experts, freelancers, and small businesses with an algorithm-driven score before matching them with prime contractors. The score is designed to be to government agencies and prime contractors what credit scores are to lenders - an indicator of the likelihood of successful performance.

    The platform was created by Contracts and Grants CEO Linda Chatmon and  Paydirt Analytics CEO James McCool to give women-owned, minority-owned, and veteran-owned small businesses the opportunity to get in front of prime government contractors using specific performance metrics. Prime contractors often partner with disadvantaged small businesses to fulfill agency-mandated Small Business Participation requirements.

    TEN uses the Performance Assessment Rating System (PARS™) to assess the strengths and weaknesses of companies by rating them in three core areas: Technical capability, teamining suitability, and government suitability.

    The matchmaking functionality of PARS + TEN provides prime government contractors with a tool that can quickly and easily vet hundreds of small businesses and generate results to help primes predict the performance of subcontractors before contracting with them.

    Trade organizations with a large professional membership can build a virtual pipeline to government contracting by offering its business members access to the PARS scoring tool.

    PARS is a prescriptive, predictive tool that tells small business stakeholder if the company is ready for government contracting, and shows companies that aren't how to get ready.

    While both PARS and TEN are free to use, they are extensions of ContractsandGrantsOnline.com, Chatmon’s web-based resource center that teaches businesses and professionals how to successfully transition into government contracting.

    Prime contractors, member organizations, government agencies, and small businesses who are interested in learning more about either PARS or TEN can do so by accessing one of the links below.



    # # #

    PARS is powered by PayDirt Analytics, a strategic analytics company dedicated to helping companies find a path to success through data and computational understanding.

    Contracts & Grants, LLC provides proposal, program and contract management services to government contractors and corporations.It also provides procurement, economic and community development consulting  to government agencies, community development authorities, boards and private developers.


    Related links:

    http://ContractsandGrantsOnline.com

    http://pars.teamingexchangenetwork.com/

    http://PayDirtAnalytics.com



  • 8 Aug 2017 10:28 AM | Linda Chatmon (Administrator)


    Most nonprofit founders are a little surprised when I suggest they compete for federal contracts instead of looking for government grants. In this article, I will tell you why it may be better for your organization to turn to federal contracting opportunities as part of your funding strategy.

    One of the huge advantages young nonprofit organizations have over young for-profits companies is the opportunity to select and assemble a board of directors.

    The average struggling startup doesn’t have or need a board. This is one case where the stereotype may be true, in that the typical startup is owned by a tech person and sales guy, and hopefully it really is a sales guy, and not just a “visionary”.

    Either way, startup founders often work double-duty as the company’s strategists, sales team, copywriters, and admin staff.

    Nonprofits, on the other hand, often have boards made up of a diverse selection of talented people, many of whom are leaders in their own space.

    This small difference can give nonprofits a distinct advantage when they enter the federal contracting space and have to compete against for-profit companies.

    In fact, this distinction is one of the primary reasons I encourage nonprofit organizations to go after government contracts instead of just competing for government grants.

    Federal Contracts Vs. Government Grants

    Most founders are a little surprised when I suggest they compete for federal contracts instead of looking for government grants. The truth is federal contracting often provides a better opportunity for nonprofits to have the type of long-term income that can support consistent growth.

    Let’s face it: If your nonprofit doesn’t have a large endowment sitting in an account somewhere drawing interest, your organization will have to raise funds to generate enough revenue just to cover the organization’s expenses.

    The problem with fundraising is it’s unpredictable.

    You don’t know from year to year how close you will get to raising your target amounts. To me, it makes sense for mission-focused nonprofits to offer a menu of products and services they can monetize to support their mission.

    How To Determine If Your Nonprofit Is Eligible For Government Contracts

    The easiest way to figure out if you’re eligible for a government contract is to do what for-profit companies do – find a federal Request for Proposal (RFP) for which your organization would be a good fit.

    Many people have the misconception that the government only buys products. But the government buys services as well. So, you don’t have to make and sell widgets to compete for government contracts.

    Your company can develop training programs for certain segments of the population. You may even be able to find RFPs that will keep your contracting activities within the scope of your organization’s mission.

    Some government agencies get grants then use the proceeds to to contract with nonprofit organizations. The Department of Labor does it, as do Housing and Urban Development, the Environmental Protection Agency, and the National Institute of Health.

    All four of these agencies contract with nonprofits. But these are not government grants. This money is set aside for nonprofit organizations who are willing to pursue federal contracting opportunities.

    In addition to competing for federal contracts yourself, make it a point to also reach out to larger nonprofit entities like the Salvation Army and Catholic charities as they often have “subgrant” opportunities for nonprofits who are looking to partner with them and perform certain programs.

    Larger organization secure government grants then look for smaller nonprofits to provide the services needed to fulfill grant requirements.

    Don’t overlook federal contracting and sub-grant opportunities as part of your program income funding strategy.


  • 11 Jun 2017 8:33 AM | Anonymous

    FOR IMMEDIATE RELEASE

    Media Contact: Danielle Crowe

    Contact Phone Number: 678-833-5759

    ATLANTA, June 19, 2017 — Henry County is preparing to play host to the first ever performance-based chamber of commerce. Spearheaded by Commissioners Bruce Holmes and Dee Clemmons, the Southern Crescent Small Business Chamber of Commerce was created to help small businesses strengthen their market positions and expand their reach locally, regionally, nationally and globally through business develop and relationship-building.

    The Southern Crescent Chamber, which will officially open its doors in August 2017,  provides small, minority-owned, women-owned,  veteran-owned, and rural businesses the opportunity to identify and facilitate relationships and partnerships throughout the Southeastern Region of the United States and with fellow Chamber members.

    While the Chamber will serve small businesses across multiple sectors, the organization’s newly-appointed president, Linda Chatmon, wants the Southern Crescent Chamber to focus on preparing its members to make inroads into three key markets – government contracting (local, state and federal),  entertainment, and the movie/film industry.

    The launch of the Southern Crescent Chamber marks the first time a chamber of commerce will help its members build relationships based on an internal performance rating structure. The organization’s performance-based membership will enable businesses to choose teaming partners using the Chamber’s objective, third-party assessment of each company’s past performance and present capabilities.

    “Traditionally, chambers of commerce and similar member-driven trade organizations have focused on membership growth as their only performance metric, not the market strength of their members,” says Chatmon. “But that’s not our focus. I have 22 years of experience growing businesses other than my own and it makes sense to me that my value as a leader is to help our members grow their businesses. That’s the metric by which I plan to measure the performance and effectiveness of Southern Crescent: If we can accelerate the success of local businesses, we are successful as a business organization. Then and only then can I say we have served our members.”

    The President hopes that having a system by which companies can measure the performance of the other members, will make businesses and contracting officers more likely to confidently “in-source” partners and suppliers from within the Southern Crescent Chamber’s region-wide membership before outsourcing to companies outside the region or country.

    Chatmon intends to leverage her existing relationships to help bridge the gap that exists between Southern Crescent’s small business members,  small business liaisons, and government contracting officers. She wants them to know Southern Crescent understands the role performance metrics play in filling mandated small business requirements.

    Metro Atlanta companies and organizations interested in learning more about the benefits of becoming members of the Southern Crescent Chamber of Commerce can visit the Chamber’s website at www.southerncrescentchamber.org/

    # # #

    Linda Chatmon is the founder and CEO of Contracts and Grants, LLC. For more than two decades, Chatmon and her team have provided proposal, program and contract support services for local government, federal and defense contracts. A Subject Matter Expert in Federal and Defense Acquisitions, Chatmon and the Contracts and Grants team have been responsible for more than $12.2 billion in contracts and grant negotiations and awards since 2011.


  • 11 Mar 2017 6:37 AM | Linda Chatmon (Administrator)


    If you ever thought about owning your own business, I hope you also considered the work that goes into launching and maintaining an enterprise.  Often, nine-to-fivers will leave their jobs in corporate America to run their own business in hopes of uncapping their earning potential and taking advantage of the flexibility that entrepreneurship offers.

    The truth is before you ever open the door of your business, you will spend months – and maybe even years – planning your business.

    You need time to assess the market and find out where the voids are. You’ll need to know if you can fill the void at a reasonable cost to you and still make money. It is also notable to mention that you need to have a specific product idea in mind and a pretty broad understanding of both your product and your target market – essential factors in establishing your niche in the business industry.

    After doing the preliminary work, most entrepreneurs spend years and years working long days to clear a living wage of about $70,000 a year, which is what the average business owner earns according to Fox News.

    The U.S. Small Business Administration (SBA) can be a valuable resource to help you start and grow your small business. There are four basic types of resources available through the U.S. Small Business Administration that can really help you small business.

    RESOURCES TO HELP YOU ORGANIZE YOUR SMALL BUSINESS

    Starting and planning your own business can be time-intensive, but it can also be a fluid and seamless task when you have access to the right information and people.

    Get the SBA’s guide for new entrepreneurs to get insights into steps to take to prepare for, plan and launch your business. SBA Direct is a service provided by the U.S. Small Business Administration that provides business owners the information they need to build strong businesses.

    RESOURCES TO HELP YOU MANAGE YOUR SMALL BUSINESS

    Business doesn’t start and end with you taking your products and services to market. Developing and implementing a good management strategy is essential to your business success. Business management includes guiding and motivating your team, managing the finances to keep the business profitable, scaling the business for growth, and anticipating changes in your market.

    At the heart of good business management are the leadership skills of the management team. Your business will grow and evolve as long as you do.

    The SBA provides free and low-cost resources to help your leadership team propel the business forward. Available resources focus on skill-building, strategic thinking, and developing a leadership mindset. Entrepreneurs can also get technical assistance and participate in mentoring programs.

    RESOURCES TO HELP YOU FUND YOUR SMALL BUSINESS

    A business that’s under-capitalized can die before it ever gets going. Contrary to popular belief, the federal government doesn’t provide seed money to help entrepreneurs start businesses. So, how do you get the money to start a business?

    In the current market, it seems like any kid in a hoodie can pitch an angel investor and walk away with hundreds of thousands of dollars to start a business. But most seasoned entrepreneurs will advise novices to keep overhead low, stay lean, and skip raising hundreds of thousands of dollars (which is essentially selling off bits and pieces of your business) in investment money.

    Come up with a plan, execute on the plan, and see how well your business idea does in the market. That’s the key to funding your business – actually selling.

    There are several questions to ask yourself while still in the planning phase of your project:

    • How will I fund the business before it’s monetized?
    • How will I monetize my business?
    • How much is it going to cost to operate this business for the first six months? The first year? Two years? Five years?
    • Do I have enough operating capital on-hand to sustain my business through the slow seasons?
    • Is there another way I can gather resources to sustain my business in lieu of money? (bartering, technical assistance for example)
    • What are the advantages and disadvantages of securing a small business loan?
    • Can I qualify for a conventional small business loan or will I have to seek outside funding through crowd sourcing or angel investors?

    If you can answer these questions before you launch, it can make the difference between you being able to help your small business grow slowly over time, and your business stalling out from a lack of resources.

    Resources to Help Your Small Business Get Federal Contracting Opportunities
    Winning the right government contract at the right time can help you grow your business. But it’s important that you are able to recognize if it really is the right time for your company to pursue a government contracting opportunity.

    Can your company handle the responsibilities associated with winning a government contract?

    Audit your daily operations and capabilities to help you objectively determine if you have what it takes to deliver on a government contract.

    Opportunity awaits.


  • 2 Nov 2016 10:08 AM | Anonymous

    Can you market your business to the Federal government with any real-world success?

    Most businesses grow their customer base and increase their bottom line through marketing. They focus on putting their products and services in front of their target customer. They find ways to engage prospective customers and drive sales that create and maintain profitability.

    But for whatever reason, too many companies make the transition to the federal contracting space and stop marketing. They think they no longer need to market their business, like the government will come to them.

    Here’s the deal: You can’t assume that fulfilling the administrative requirements is enough to have success as a federal contractor. Just adding your business to the Central Contractor Registration (CCR) database or replying to Request for Proposals (RFPs) isn’t enough.

    The truth is businesses seeking government contracts MUST market their services and build brand awareness just like they would in the private sector!

    Companies need to map out business development activities as federal contractors just like they do with the B2B or B2C activities. That means facilitating relationships with agency procurement officers and making the rounds at various networking events.

    Just how DOES one go about marketing their good and services to the federal government?

    Just What Should You Be Marketing?

    Start by marketing your most important asset – a stellar reputation. A successful track record of providing high quality, innovative products and services goes a long way toward ensuring your success as a government vendor.

    Next, start the work of building relationships. Networking is a key component of creating awareness of your brand. Talk to people, forge relationships, and create partnerships and alliances that are mutually beneficial both for your business and your teaming partners.

    In the private sector, relationships are invaluable. Well, it’s the same in the public sector. Knowing how to go about building those relationships is a skill every prospective government contractor should learn.

    Know Your Client & Make Contact

    Effective marketing in the public sector is about finding out precisely what your clients’ needs and wants are. To effectively market your business, you need to know your client. If you want to do business with a specific government agency, you should know how that agency functions, what it does, its mission, and whom it serves. That’s the kind of insight that will help you figure out how you can provide the most value.

    And make no mistake: Rumors of $600 toilet seats aside, Federal agencies are looking for value – the best quality at the best (not the cheapest) price.

    Federal agencies publish a list of the contracting opportunities available for small businesses. You can learn about upcoming opportunities through trade magazines, and by attending industry networking events and trade shows.

    Once you have enough information, don’t be afraid to reach out to procurement officers directly or through an intermediary like the Small Business Administration. Make sure agencies know you exist, but don’t try to sell yourself before you established a good relationship.

    Get Ahead Of The Procurement Cycle

    Another strategy that will enable you to effectively market your business to the federal government is to get ahead of the procurement cycle. Make it a point to get to know procurement officers before they are looking to buy your product or service.

    When you contact a government agency, your goal should be creating a dialogue with procurement officers so they know who you are long before they need your services. That way, by the time RFPs are released for the products and services you provide, you will already have the relationships in place with decision-makers who know you and are aware of your value offering.

    Don’t think of new business as something that’s given, but rather as something that’s attracted.

    Forge Partnerships

    Sub-contracting is a good way to learn the federal contracting process. Vendors who win prime contracts valued over a certain threshold must provide a sub-contractor plan which involves the participation of a small business.

    Large companies need small companies with whom they can partner to deliver on the terms of their federal contract. Your business can benefit by finding out which companies have been awarded federal contracts and seeing if there is a way for your company to serve as a provider for the prime contractor.

    Check out SUB-net, a government service that matches prime contractors with sub-contractors.

    Success in government contracting is not just about meeting the minimum requirements of a particular RFP. It also requires you to research and learn the ins and outs of the government procurement process. Whether in the private or the public sector, your ability to effectively market your business will play a crucial role in your ultimate success.

    Can you market your business to the Federal government with any real-world success?

    Most businesses grow their customer base and increase their bottom line through marketing. They focus on putting their products and services in front of their target customer. They find ways to engage prospective customers and drive sales that create and maintain profitability.

    But for whatever reason, too many companies make the transition to the federal contracting space and stop marketing. They think they no longer need to market their business, like the government will come to them.

    Here’s the deal: You can’t assume that fulfilling the administrative requirements is enough to have success as a federal contractor. Just adding your business to the Central Contractor Registration (CCR) database or replying to Request for Proposals (RFPs) isn’t enough.

    The truth is businesses seeking government contracts MUST market their services and build brand awareness just like they would in the private sector!

    Companies need to map out business development activities as federal contractors just like they do with the B2B or B2C activities. That means facilitating relationships with agency procurement officers and making the rounds at various networking events.

    Just how DOES one go about marketing their good and services to the federal government?

    Just What Should You Be Marketing?

    Start by marketing your most important asset – a stellar reputation. A successful track record of providing high quality, innovative products and services goes a long way toward ensuring your success as a government vendor.

    Next, start the work of building relationships. Networking is a key component of creating awareness of your brand. Talk to people, forge relationships, and create partnerships and alliances that are mutually beneficial both for your business and your teaming partners.

    In the private sector, relationships are invaluable. Well, it’s the same in the public sector. Knowing how to go about building those relationships is a skill every prospective government contractor should learn.

    Know Your Client & Make Contact

    Effective marketing in the public sector is about finding out precisely what your clients’ needs and wants are. To effectively market your business, you need to know your client. If you want to do business with a specific government agency, you should know how that agency functions, what it does, its mission, and whom it serves. That’s the kind of insight that will help you figure out how you can provide the most value.

    And make no mistake: Rumors of $600 toilet seats aside, Federal agencies are looking for value – the best quality at the best (not the cheapest) price.

    Federal agencies publish a list of the contracting opportunities available for small businesses. You can learn about upcoming opportunities through trade magazines, and by attending industry networking events and trade shows.

    Once you have enough information, don’t be afraid to reach out to procurement officers directly or through an intermediary like the Small Business Administration. Make sure agencies know you exist, but don’t try to sell yourself before you established a good relationship.

    Get Ahead Of The Procurement Cycle

    Another strategy that will enable you to effectively market your business to the federal government is to get ahead of the procurement cycle. Make it a point to get to know procurement officers before they are looking to buy your product or service.

    When you contact a government agency, your goal should be creating a dialogue with procurement officers so they know who you are long before they need your services. That way, by the time RFPs are released for the products and services you provide, you will already have the relationships in place with decision-makers who know you and are aware of your value offering.

    Don’t think of new business as something that’s given, but rather as something that’s attracted.

    Forge Partnerships

    Sub-contracting is a good way to learn the federal contracting process. Vendors who win prime contracts valued over a certain threshold must provide a sub-contractor plan which involves the participation of a small business.

    Large companies need small companies with whom they can partner to deliver on the terms of their federal contract. Your business can benefit by finding out which companies have been awarded federal contracts and seeing if there is a way for your company to serve as a provider for the prime contractor.

    Check out SUB-net, a government service that matches prime contractors with sub-contractors.

    Success in government contracting is not just about meeting the minimum requirements of a particular RFP. It also requires you to research and learn the ins and outs of the government procurement process. Whether in the private or the public sector, your ability to effectively market your business will play a crucial role in your ultimate success.


ABOUT Contracts and Grants Online

Contracts and Grants Online  is a membership offered by Contracts and Grants, LLC  created to assist businesses identify opportunities, build new relationships, and find and win government and defense contracts and grants.

CONTACT US

info@contractsandgrantsllc.com

Phone (678) 916-0444

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