How To Build Your Government Small Business Contracts Pipeline
As the year unfolds, you are presented with a fresh set of opportunities to tap into government small business contracts. Creating a pipeline of new opportunities is key to ensuring a successful year.
Much like your commercial business, you need to have a plan that addresses your objectives and goals in government small business contracting. How are you going to target federal, state, or local opportunities? Do you have a team and a budget in place? Should you look at subcontracting or teaming opportunities?
Identify Your Target Government Market
Identify the agencies, departments, or government entities that buy what you sell. Are there set-aside contract opportunities that you qualify for? Is a more direct path to these opportunities through the GSA Schedule?
Did you know, if there are at least two small businesses that can do the work for a fair price, the contract is set aside exclusively for small businesses to compete. In addition, government small business contracts under $250,000 are automatically and exclusively set-aside for small businesses.
The field is slanted in your favor. Your first step is research. Create a list of target customers within the government at all levels and align your marketing and sales efforts with the government marketplace.
Yes, I said marketing and sales efforts. You need to treat this like you do your commercial business. Government small business contracts don’t just fall from the sky. You must have a plan and work your plan to be successful in government sales.
Actively Look for Government Small Business Contracts
Establish a regular monitoring routine to look for new government small business contract opportunities. Set up alerts and subscribe to email notifications on relevant websites. Daily monitoring is recommended to stay ahead of the competition and react quickly on potential contracts opportunities.
Below is a list of websites you should be monitoring:
System for Award Management (SAM): The primary portal for federal government procurement opportunities, offering a wealth of information on registered contractors, government small business contracts, and more.
It’s important to note that the majority of government small business contracts never get publicly posted, so you have to keep digging and do your homework.
General Services Administration (GSA) Websites: Utilize GSA eBuy and GSA Advantage! to search through online catalogs of products and services offered through the GSA Schedule. Government buyers are turning more and more to GSA Multiple Award Schedule holders for products and services as an easier procurement path since offerings are already prenegotiated for pricing and terms. It is often referred to as the “Amazon” for government buyers.
State and Local Government Websites: Depending on your focus, monitor state and local government portals for contract opportunities, understanding the specific terms and conditions associated with each.
Subscription Services: Subscription-based market intelligence platforms can help you short cut your research for identifying government small business contract opportunities. They typically have alerts based on pre-set criteria. These services also have information on historical spending, open solicitation, expiring contracts, and buyer contact information.
Organize and Prioritize Government Small Business Contract Opportunities
As relevant government small business contract opportunities are identified, organize these in a database for tracking purposes. Many subscription services have this feature built in as folders. You’ll want to track the contract details, technical requirements, deadlines, and point of contact information and assign these to the appropriate members of your team for review.
Prioritize and qualify the identified government small business contract opportunities based on factors such as contract size, location, eligibility requirements, and competitive landscape. Identify what sets your business apart when submitting bids. Remember, not every opportunity will align perfectly with your business, so don’t chase every solicitation.
Focus on What You Do Best
To develop a winning strategy for government small business contracts, focus on what you do best. What matches up with your capabilities? How can you best highlight your core competencies and differentiators? Do the pricing and terms make sense?
Proposals should be custom-tailored for each opportunity to address the specific needs and requirements of the buyer. Showcase your company’s strengths and articulate how you can deliver value to the government.
Persistence is key in government contracting. Craft a professional capability statement and proactively market your business. Build relationships with government buyers. Establish your presence and actively engage with your targeted buyers.
In conclusion: building a government small business contracts pipeline demands commitment, organization, and an understanding of how the government buys. By following these steps to create a steady pipeline, you can position your business for success in the government marketplace.
