Experts on Government Contracts

Identify your company as a potential vendor The U.S. government requires that all potential vendors complete an online registration, just as many major corporations have a similar application process.

I recommend:  Register your company in the Central Contractor Registration (CCR) as the first step to doing business with Uncle Sam and Big companies like Procter & Gamble, Wal-mart, or Verizon also want potential vendors to register online.

Apply for certification, if you qualify If your small business could also be considered disadvantaged, woman-owned, minority-owned, veteran-owned, or located within a HubZone area targeted for federal economic help, documenting that status could up your odds of winning government or corporate contracts.

I recommend:  Investigate the certification process at the SBA, your state economic development department, or private organizations like the Women's Business Enterprise National Council, or buy a guide to the many certification programs at MWBE.

Ask to be placed on corporate bid lists Every major corporation has a list of suppliers they turn to when a need arises, so your challenge is getting your name added to that list, called a bid list. Once you're on the list, you'll get first crack at projects that arise.

I recommend:  Make a list of the companies you want to do business with and call the purchasing department using a corporate directory like Hoovers or this investing guide, to locate phone numbers.

Watch for opportunities Government and private information vendors will keep you informed of new bid opportunities.

I recommend:  The federal government centralizes its contracting opportunities at FedBizOpps. Onvia collects government and construction-industry contracting and purchase notices for its subscribers. Government Express watches for small-business contracting opportunities. Nearly every state has at least one Procurement Technical Assistance Center (PTAC) office, which helps small businesses identify and pursue procurement opportunities.

Brush up on your proposal skills Once you know about a business opportunity, you next need to pursue and win it. The tool for this step is the proposal, provided in response to a request for proposal (RFP), which details your solution to your customer's challenges.

I recommend:  Read guidelines for developing a winning proposal or download a proposal template as a starting point for your response.