Government Contracting Success: Where to Start: Who Buys What You Sell and What are Their Needs
The web of contracting officials in government small business contracting can be overwhelming if you don’t know where to start. It’s important to understand their roles and how they interact so you can connect the dots.
Understanding the key players in government small business contracting, including small business specialists, contracting specialists, and contracting officers, is the basis for forming a successful engagement plan. The person you’ll want to start with is the small business specialist.
Your Starting Point of Contact – The Small Business Specialists
Your starting point in finding out who buys what you sell and what are their needs, is the small business specialist. The small business specialist is your gateway point of contact.
Small business specialists are easily accessible and stationed in small business offices across different government agencies under various names such as the Office of Small and Disadvantaged Business Utilization (OSDBU) or the Office of Small Business Programs (OSBP). Federal agencies, as well as many state and local government agencies, have these offices to ensure small businesses get their fair share of government contracts.
A quick online search using keywords like “small business office” and the agency’s name will lead you to the right office. For example, type “small business office department of homeland security” and you will find the website link – https://www.dhs.gov/small-business-specialists.
Government Contracting Success: The Role of the Small Business Specialist
The primary role of the small business specialist is to assist you in navigating the complexities of doing business with their respective agency. They are tasked with answering your questions about doing business with their agency and providing valuable insights into procurement needs.
It’s essential to recognize that the small business specialist is not the ultimate decision-maker or your buyer. They lack the authority to award contracts, but they play a pivotal role in providing valuable information about the agency’s procurement needs and guiding you to the right contacts within their agency. It’s their job to make sure the agency is hitting its small business contracting award goals, so remember they need you.
Initiating Contact with the Small Business Specialist
Initiating contact with the small business specialist is a crucial first step in your government contracting journey. Do your research up front to determine what agency or agencies you want to pursue for government small business contract work. Try to keep your focus narrow and targeted to specifically what you do well.
Reach out via email with your capability statement to highlight your capabilities, core competency, differentiators, and past performance. At the same time, send a hard copy and with a personalized letter to ensure your information gets to their desk.
Request a face-to-face or Zoom meeting, as it allows for a more personalized and productive interaction. While phone calls can be effective, a meeting provides an opportunity to establish a rapport and gain insights that may be missed in a remote conversation.
What to Discuss with the Small Business Specialist
During your meeting with the small business specialist, focus on gathering information that will help in your pursuit of government small business contracts. Here are some key topics to cover:
- Agency’s Procurement Needs: Inquire about the products and services the agency regularly buys. Understanding their specific needs will enable you to tailor your offerings to align with their requirements.
- Identify the Agency’s Buyers: The small business specialist can guide you in identifying the key decision-makers within the agency who have the authority to award contracts. Building relationships with these individuals is crucial for success in government small business contracting.
- Contracting Opportunities: Discuss potential contracting opportunities and upcoming projects that align with your business capabilities. This information can be invaluable in shaping your business strategy.
- Certification and Qualification Requirements: Seek guidance on the certifications and qualifications required to participate in government contracting. The small Business Specialist can provide insights into the necessary steps to meet these requirements.
- Networking within the Agency: Leverage the small business specialist’s contacts to expand your network within the agency. Building connections with other relevant agency departments and personnel, as well as the agency’s prime contractor network looking for small business subcontractors, enhances your visibility and chances of securing contracts.
Initiating contact with the small business specialist is your best first move. a strategic move. You want to establish a personal connection and leverage their expertise to gain insights into the agency’s procurement landscape. While small business specialists can’t award contracts, they serve as a valuable resource for information and introductions to key decision-makers within the agency.
