Land a Government Contract in Five “Easy” Steps

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In 2004, the government spent over $300 billion on government contracts with businesses, with 23% going to SMBs (small to medium businesses). The opportunity is there, but you have to actually land a contract.

The Steps

1. Familiarize yourself: Federal procurement has rules and regulations, set out under the Federal Acquisition Regulations (FAR). You’ll need to learn about the process and buying procedures.

Also, study your target agency and find out how your business can help them. Know that the agency will be looking at your financial status, history, record of accomplishment and staffing.

2. Pick a niche: Each government agency has federally mandated small business procurement goals they must meet. Women-owned businesses, small disadvantaged businesses, veteran-owned businesses and service-disabled, veteran-owned businesses are all given a special leg-up.

* Women-owned businesses: 51% or more is owned and operated by women.
* A small disadvantaged business: 51% or more is owned and operated by someone socially and economically disadvantaged. Other businesses can qualify by proving they are disadvantaged.
* A veteran-owned business: 51% or more is owned and operated by a veteran.
* A service-disabled veteran-owned business: 51% or more is owned and operated by service-disabled veterans.

3. Register with the Central Contractor Registry (CCR): Prepare a business profile with your services and information on why your business is unique. Make it short, sweet and too the point, and mention your website.

4. Find the opportunities: They’re there; you just have to look.

* Contact the small business specialist for the agency, who will point you were you need to go.
* Attend a “Business Matchmaking” event, a United States Small Business Administration program. Small businesses can meet with government and corporate procurement officers.

5. Sell: Government contracts or not, this is still business. Once you’ve followed the steps above, and find yourself in front of the right government official, the rest is up to you.

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“Sabre Consulting & Training provides consulting, training, integration, management, engineering and logistical support to industry and government clients around the world. The members of Sabre Consutling & Training are highly respected and credentialed professionals with a vast portfolio of experience and relationships extending throughout the United States and internationally.”

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