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:

Registering as a vendor in their central database
Responding to requests for proposals (RFPs)
Persistence, persistence, persistence

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

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.