Guide to Government Contracts

So, you’ve been in business for at least three years. Your operating systems are tight and your buckets aren’t leaking. You have financial resources set aside and you are looking to get your first government contract.

First of all, please know that getting a government contract is a project not a process. It is something that will consume a great deal of time and resources, for a relatively short amount of time, so be prepared for this situation.

Many “first-timers” go through the process themselves before hiring a consultant. I highly advise this, so whatever you, as the entrepreneur, usually do for your current business, make sure that it gets done or gets delegated to the appropriate person before you take this project on.

Getting Started

1. Find your customer

a. Not every government agency is an appropriate customer for your product or service. Do your due diligence and find out which agency will be most likely to purchase your product or service and target that agency.

2. Get registered in CCR (Central Contractor Registration)

a. You’re going to need to pull together a great deal of information to do this so make sure that you have all of it together to make this a smooth process. At a minimum, you will need your EIN number, DUNS number NAICS/SIC codes, financial accounts numbers, etc.

3. Find Leads to Bid On

a. Monitor FEDBIZOPPS for leads within your industry. Make sure that you are using good keywords for your product or service.

Finding your Customers

4. Get the Package

a. The package refers to the Bidder’s package which includes the specifics of the contract, pricing arrangements, Special Bidding Techniques and Buyers’ Office Terminology.

5. Review the Bid

a. Become especially familiar with the RFID and the UID

Bidder’s Package

6. Get The Technical Data

a. Make sure that you know the correct specs that the agency wants. I cannot tell you how many small businesses have gone out of business because they didn’t read the specs.

7. Price Out the Contract

a. Determine the true costs to your business and remember you DO NOT have to be the lowest bidder to win the contract; however, you want to be in the lower third of the bidders. However, you won’t find out where you stand according to pricing until later in the project.

8. Write Out Your Proposal

9. Submit Your Bid

Researching The Data

10. Await the outcome of the evaluation and award process.

a. Realize that you very well may not receive the award. Even “old hats” usually receive three out of ten contracts that they submit their bids on. Factors that influence the award process are meeting all contract requirements, capability, performance record and quality control measures.

Good luck in submitting your bid and being awarded your first government contract. Should you have more questions on this process, please contact Team Scorpion. We have a consulting package that helps veterans, service disabled veterans and military spouses with the government contracting project and we are happy to assist you!

Awaiting the Outcome

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