FEATURE ARTICLE
Looking to break into government contracting? It’s a growing market with enormous potential.
Nearly two percent of working adults in the United States work for the federal government, which means they all need a lot of stuff. From planes to printer paper, the U.S. federal government has massive operations that make it the world’s largest buyer of products and services with an annual contracting marketplace between $350 and $500 billion. For your small business, that means there’s enormous potential to level up your organization by landing the right contracts.
Landing the right contracts, however, is a major challenge.
It’s not just perfecting the product you’re offering. It’s knowing which RFPs to pursue, organizing your proposals, and understanding the people reviewing your proposals. That is a lot if you’re trying to get a foot in the door in the industry and establish yourself as a true competitor.
Already feeling overwhelmed? It’s a serious undertaking with a massive to do list. However, if you’re ready to tap into this market, there are a few simple steps you can take to get off to a strong start.
1. Research, research, research
How can you bid for work with a government agency if you don’t know what it needs?
You have a Ph.D. in your product or service, but you probably don’t know nearly as much about the folks who will be reviewing your proposal. That means you don’t know what they’re looking for or what pain point they need to address.
To get started in government contracting, begin with researching the agencies you want to work with to see if they even need your product. You’ll save time pursuing worthwhile projects and be more defined about what you want your business to be.
2. Certifications matter
Think about all the credentials you have in your everyday life? You probably have more than you realize.
Your driver’s license, college degree(s), scuba license, and fishing license are all types of certifications that communicate, “I’m qualified to perform this task or activity appropriately and accurately.”
The same applies when bidding on government contracts. The alphabet soup of acronyms at the end of someone’s name communicates at least a portion of these credentials. The certifications you’ve earned like 8(a), HUBZone, and Woman Owned Small Business are all important to the federal government and give you an edge over your competitors.
3. Get out there
We all know connections are how business gets done. So why would government contracting be any different?
Think about it from the agency’s perspective. Decision makers need to know they can depend on you executing this project because so much is invested in making sure it’s finished on time and on budget. You can imagine partnering with someone with whom you have a relationship might help them to rest a little easier at night.
Networking, therefore, is key. Industry conferences, government events, and relevant professional organizations are all great ways to build a network. You’ll also want to connect with contracting officers, prime contractors, and fellow small business owners.
4. Know your competitors
You’ve got to know who you’re up against for these coveted contracts.
If you want to compete for the Olympic gold medal in the 100-meters, then you need to know how fast you need to run. Simple enough, but the same applies to winning government contracts. You’ve got to understand your competition inside and out to position yourself as a stronger alternative.
You may even want to start working for established government contractors to gain experience, showcase your capabilities, and establish a track record. While you’ll blow past these companies down the road, you can see them as stepping stones for now.
5. Level up your marketing
Here’s an insider secret. It may seem like government offices are just faceless buildings void of any humanity, but those big gray buildings are filled with normal people with families, pets, favorite running routes, preferences on where to get sushi or burgers, and all sorts of other thoughts and feelings that make a person a person.
And just like anyone else, those normal people respond to effective marketing. That means the messaging you’re presenting needs to be the message that resonates with them and connects your company to the services they need.
6. Patience and Persistence
There are a couple more things you’ll need to break into government contracting, and they aren’t very sexy.
Patience and persistence are a must if you want to get your business off the ground in this industry. You can follow all these tips and any other great insight you find, and it still may take years to land your first big federal contract. But if you can stick with it, the hard work will have all been worth it in the end.
Ready to make a name for yourself as the next great government contracting star? You’ve got what it takes, now go get ‘em.
