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resources that are available to them," she says. "They just need to learn how to actively go in there and
find the opportunity." Another good guide is from the Small Business Administration at
www.sba.gov/fedcontractingtraining .
2. Work with others who have experience. It's a steep learning curve, so consider partnering with
another business that has been doing federal contracting work for years or be one of its subcontractors.
Lynn Sutton, managing principal of Kairos Consulting Worldwide LLC of Chicago, recently received her
first government contract in September last year for $1.26 mil lion with the Department of Defense. She
couldn't have done it without teaming up with another local business, which had done some federal
contracting work for two to three years prior and had informed Ms. Sutton about the opportunity, shesays. The other business helped her management-consulting firm navigate the contracting process, and
now shares the contract. "It was life-changing, a huge turning point for the company [as] companies on
the private sector are really tightening their belts," she says. Her company recently got an extension of
the contract, which now totals $2 mi llion, to September 2010.
3. Use other resources to your advantage. If appropriate, get your small business certified in a category
that may give you an edge, such as woman-owned, minority-owned, veteran-owned, or in a poor
economic area called a HUBZone. Each agency is required to hand at least 23% of all federal contracts to
these groups. "Help them make their small-business goals," says Babs Doherty, president and chief
executive of Eagle Ray Inc. of Chantilly, Va. Her woman-owned management-consulting servicecompany, which special izes in standards compliance and software testing, has been doing
subcontracting work since 2002 and has become a primary contractor for the Coast Guard in the past
few years. One good resource for women-business owners is GiveMe5.com, a program to educate200,000 women on federal contracting opportunities and created by American Express Open and
Women Impacting Public Policy.
Write to Raymund Flandez [email protected]
Copyright 2009 Dow Jones & Company, Inc. All Rights Reserved
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http://online.wsj.com/public/page/sitemap.html?page=Site+Maphttp://online.wsj.com/http://online.wsj.com/public/page/news-global-world.htmlhttp://online.wsj.com/public/page/news-world-business.htmlhttp://online.wsj.com/public/page/news-business-us.htmlhttp://online.wsj.com/public/page/news-financial-markets-stock.htmlhttp://online.wsj.com/mdc/public/page/marketsdata.htmlhttp://online.wsj.com/public/page/news-tech-technology.htmlhttp://online.wsj.com/public/page/news-personal-finance.htmlhttp://online.wsj.com/public/page/news-lifestyle-arts-entertainment.htmlhttp://online.wsj.com/public/page/news-opinion-commentary.htmlhttp://online.wsj.com/public/page/news-autos-automotive.htmlhttp://online.wsj.com/public/page/news-career-jobs.htmlhttp://online.wsj.com/public/page/news-real-estate-homes.htmlhttp://online.wsj.com/public/page/news-small-business-marketing.htmlhttp://online.wsj.com/article/Corrections.htmlhttp://online.wsj.com/public/page/us_in_todays_paper.htmlhttp://online.wsj.com/videohttp://online.wsj.com/public/page/news-interactive-features-trends.htmlhttp://online.wsj.com/page/columnists.htmlhttp://blogs.wsj.com/http://topics.wsj.com/http://online.wsj.com/public/page/guides.htmlhttp://online.wsj.com/ksemailhttp://online.wsj.com/emailhttp://online.wsj.com/public/page/mobile.htmlhttp://online.wsj.com/public/page/podcast.htmlhttp://online.wsj.com/rsshttp://online.wsj.com/communityhttp://online.wsj.com/public/page/twitter.htmlhttp://www.facebook.com/wsjonlinehttp://online.wsj.com/page/my-journal-main.htmlhttp://online.wsj.com/http://www.marketwatch.com/?siteid=wsj&dist=freedjsiteslinkhttp://online.barrons.com/public/mainhttp://www.smartmoney.com/http://allthingsd.com/?reflink=DNH_EURhttp://www.fins.com/http://www.filife.com/http://bigcharts.marketwatch.com/http://vse.marketwatch.com/Game/Homepage.aspxhttp://online.wsj.com/home-pagehttp://asia.wsj.com/home-pagehttp://europe.wsj.com/home-pagehttp://india.wsj.com/home-pagehttp://chinese.wsj.com/gb/index.asphttp://online.wsj.com/portuguesehttp://online.wsj.com/americashttp://the-acap.org/acap-enabled.phphttp://online.wsj.com/article/SB10001424052748704322004574475811791936736.html#printModehttp://online.wsj.com/article/SB10001424052748704322004574475811791936736.html#printModehttp://the-acap.org/acap-enabled.phphttp://online.wsj.com/americashttp://online.wsj.com/portuguesehttp://chinese.wsj.com/gb/index.asphttp://india.wsj.com/home-pagehttp://europe.wsj.com/home-pagehttp://asia.wsj.com/home-pagehttp://online.wsj.com/home-pagehttp://vse.marketwatch.com/Game/Homepage.aspxhttp://bigcharts.marketwatch.com/http://www.filife.com/http://www.fins.com/http://allthingsd.com/?reflink=DNH_EURhttp://www.smartmoney.com/http://online.barrons.com/public/mainhttp://www.marketwatch.com/?siteid=wsj&dist=freedjsiteslinkhttp://online.wsj.com/http://online.wsj.com/page/my-journal-main.htmlhttp://www.facebook.com/wsjonlinehttp://online.wsj.com/public/page/twitter.htmlhttp://online.wsj.com/communityhttp://online.wsj.com/rsshttp://online.wsj.com/public/page/podcast.htmlhttp://online.wsj.com/public/page/mobile.htmlhttp://online.wsj.com/emailhttp://online.wsj.com/ksemailhttp://online.wsj.com/public/page/guides.htmlhttp://topics.wsj.com/http://blogs.wsj.com/http://online.wsj.com/page/columnists.htmlhttp://online.wsj.com/public/page/news-interactive-features-trends.htmlhttp://online.wsj.com/videohttp://online.wsj.com/public/page/us_in_todays_paper.htmlhttp://online.wsj.com/article/Corrections.htmlhttp://online.wsj.com/public/page/news-small-business-marketing.htmlhttp://online.wsj.com/public/page/news-real-estate-homes.htmlhttp://online.wsj.com/public/page/news-career-jobs.htmlhttp://online.wsj.com/public/page/news-autos-automotive.htmlhttp://online.wsj.com/public/page/news-opinion-commentary.htmlhttp://online.wsj.com/public/page/news-lifestyle-arts-entertainment.htmlhttp://online.wsj.com/public/page/news-personal-finance.htmlhttp://online.wsj.com/public/page/news-tech-technology.htmlhttp://online.wsj.com/mdc/public/page/marketsdata.htmlhttp://online.wsj.com/public/page/news-financial-markets-stock.htmlhttp://online.wsj.com/public/page/news-business-us.htmlhttp://online.wsj.com/public/page/news-world-business.htmlhttp://online.wsj.com/public/page/news-global-world.htmlhttp://online.wsj.com/http://online.wsj.com/public/page/sitemap.html?page=Site+Map8/3/2019 Unfiled Notes1
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