A lot of businesses want to sell their services/products to the U.S. Federal Government. Why not? After all, the federal government is the largest customer you can have the world!
Some people tend to believe that you can become rich quickly by becoming a federal contractor. That’s not exactly correct. There’s more to federal contracting than most people realize.
Federal contracting is not for the faint of heart. It is not a get rich quick scheme.
However, if you have a product or service that the federal government buys, you can become successful by starting out with completing these tasks:
- Conduct market research to confirm which federal agencies that need and purchase your services/products and other key players in your market. Search fbo.gov
- Pick your primary North American Industry Classification Code (NAICs) go to http://www.naics.com/search/
- Request a DUNS number http://www.dnb.com/get-a-duns-number.html
- Register your business in the System for Award Management sam.gov
- Develop your marketing materials: Website, Capability Statement, Brochures, Marketing Presentation, Social Media Pages
- Create a Strategic Marketing Plan targeted at the federal agencies that purchase your services/products.
- Attend relevant networking events: Federal Contracting is a relationship based business. Build Strategic Alliances.
- Utilize available free/low cost resources: Procurement Technical Assistance Centers, Small Business Development Centers, SCORE, and SBA.
- Invest in necessary resources to build up your infrastructure: Experienced and Trusted Consultants, Attorneys, and Accountants & Bankers.
- Know the rules of the game: Familiarize yourself with federal contracting and small business rules that apply to your business.
It is possible to be successful as a federal contractor and grow your business. Remember that it will take hard work, persistence and patience. The firms that are most successful have specialized in a particular area in their industry by being true to their values and focused on the customer’s need.
Small business programs are great and can be a tool for marketing to the government however, your specialization, discriminator, and unique selling proposition is what will kindle the interest of agency officials who are looking to work with a company that they trust to perform excellently.
About Maria Asuelimen
Maria Asuelimen, Managing Partner of AMA Consulting is a business leader with over 13 years of management experience in various industries and federal government contracting field. Her wealth of experience has been a great resource for small businesses in the Washington DC Metro Area, to include the U.S Small Business Administration where she managed a portfolio of 100 8(a) small businesses. If you’re interested in more information on AMA Consulting, please visit www.amaconsultonline.com
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