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Marcia Layton Turner

Guide to Government and Corporate Contracting Opportunities

Learning the system is all that is standing in the way of a sizeable sale

By Marcia Layton Turner

You know there's business to be had at the world's largest companies and government agencies, but navigating the procurement system can be overwhelming. The key to being considered for work with major corporations and federal agencies is playing by their rules, which include:
  1. Registering as a vendor in their central database
  2. Responding to requests for proposals (RFPs)
  3. Persistence, persistence, persistence

Action Steps
The best contacts and resources to help you get it done


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.

Tips & Tactics
Helpful advice for making the most of this Guide

  • Treat government procurement contacts just as you would corporate purchasing managers. Schedule an appointment to meet face-to-face, offer information to document the quality or your work or your products, and learn more about their challenges, so you'll be better prepared when an RFP is issued.

The official source of Government and Corporate Contracting Opportunities is
the Experts on Government Contracts page at Business.com

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Related Resources

Recommended Solution Providers

ProposalWriter: Proposal Writing and Government Contracting
Offers proposal writing and management services for firms, organizations and universities bidding on government contracts.

GovernmentBids: The Leading Source of U.S. Government opporunities.
A service that provides access to thousands of active Local, State & Federal Government bids and awarded contracts, matched to your business profile.

U.S. Women's Chamber of Commerce: National Center for Women in Government and Corporate Contracting
A national organization that helps grow your business and advance opportunities for women across America. Members get directories, guides, listings in federal databases, and discounts to summits and events.

The National Procurement Council: The Nation's Trade Association for Small Business Contractors
Represents 100,00s of small business contractors in the U.S., fights for small business opportunities, provides valuable resources and access to contracting influencers, and keeps you informed and advancing your business opportunities.

Best Sites to Learn More

U.S. Small Business Association: Government Contracting
Advocates on behalf of small business in the federal procurement world, with an emphasis on small, disadvantaged, and woman-owned businesses. Site includes programs to assist business, online resources, and much more.

GovCon: Digital Marketplace for the Government Contratcing Industry
A comprehensive source for public sector contracting. Find help in proposal development, sell IT products to governments, search for consultants, and much more.

Business.gov: Government Contracting
A comprehensive, plain English guide to understanding government contracting for small business.

FedBizOpps: Federal Business Opportunities
A portal for government procurement opportunities. Commercial vendors seeking Federal markets for their products and services can search, monitor and retrieve opportunities here.

WomenBiz.gov: The Gateway for Women-Owned Businesses Selling to the Government
An extensive, plain English guide for women-owned businesses contracting to the federal government.

FedMarket.com: Federal Sales Newsletters
A series of in-depth, informative newsletters about getting started in government contracting.

Small Business Center: Government Loans and Grants for Small Business
Research and uncover the different types of small business loans and grants available for your small business development.

CCR: Central Contractor Registration
The CCR is a single small business resource where you can register your company information if you are interested in government contracting.

Business Matchmaking: Article Library
Valuable tips and advice to prepare small business owners to take on the government and big business.

Best Blogs and Forums

GovCon: Digital Marketplace for the Government Contratcing Industry
A community forum to discuss all issues related to government contracting. Includes a section for small business threads.

Government Contracting 101: Helping You Win More Government Business
News, advice, and analysis in the business of government contracting.

ZDNet Government Blog: Government Contracting
News and analysis from the world of federal government contracting.



FEATURED LISTINGS
Government Contracts
Find & Win Government Contracts. Bid Notification and Govt Business Intelligence. Custom Leads Sent To You Daily. Get A Free Lead Report Now.
www.onvia.com
Government Contracts Resource
Find Government Contracts. Search listings and reviews of retailers, specialists and services in your local area now.
JustClickLocal.com
Government Contracts Financing
We provide professional consultation to businesses who want to cash out their government contracts.
www.accessfundingcenter.com
Save on Law Books at West
Save 15% on over 5,000 legal products including law books, CDs, PDFs, and eForms. Free shipping available on all Law Books.
west.thomson.com
Codes and Regulations on Government Contracts Resources
Find Codes and Regulations on Government Contracts. Search listings and reviews of retailers, specialists and services in your local area now.
JustClickLocal.com

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