Q&A - Selling to the Federal Government

In our very first article, we provided you with an overview of the Small Business Administration (SBA.) The role of the SBA is to help Americans start, grow, and build resilient businesses. Since its founding, SBA has delivered millions of loans, loan guarantees, contracts, counseling sessions, and other forms of assistance to small businesses.? Via the SBA and the mentoring arm of the SBA, the SCORE program provides mentors who assist small businesses with guidance, education, and training in all aspects of business endeavors. One of the amazing opportunities afforded to small businesses is that small businesses can sell their products and services to the Federal Government.??

Now, we know there might be some queries surrounding how can a small business do business with the Federal Government. This Q&A segment may help you begin your journey of doing Business with the Federal Government.

Q. What is the intent of becoming a government contractor??

A. Knowing what your business goals and motivations are for becoming a Federal government contractor can be pivotal.? A contractor must first understand what their intent is for seeking a Federal government contract.? The intent may be solely one of these or a combination: (1) financial,? (2) reputational and/or (3) strategic.? Knowing your business intent is valuable when seeking Federal government contracts because it helps establish your alignment with government objectives, position you to be innovative and a problem solver, as well as foster long-term partnerships.

Q. Is my business prepared to dedicate time and resources to the acquisition process??

A. Putting together a quote/proposal for a Federal government contract, and then getting through the acquisition process can take months. So, before you submit a quote/proposal, consider some critical facts to ponder:

1)? Does your business understand the big picture?

2)? Can your business commit time and staff to support the entire process?

3)? Have you considered the risk involved??

4)? Is this type of acquisition aligned with your business mission and model?

Once you consider these facts (which are not all-inclusive) and you determine your business is prepared, you will have confidence that you are ready to move forward knowing that you have the necessary resources, expertise, and commitment to pursue and potentially win the Federal contract.

Q. Can small business owners successfully win Federal government contracts??

A. Yes they can. The U.S. government has specific programs and set-asides to promote the participation of small businesses in federal contracting.? Small businesses can do well in the Federal government spaces.??

Remember:? SBA.gov and SCORE are your resources for further information and assistance.