So, you’ve been in business for at least three years. Your
operating systems are tight and your buckets aren’t leaking. You
have financial resources set aside and you are looking to get
your first government contract.
First of all, please know that getting a government contract is a
project not a process. It is something that will consume a great
deal of time and resources, for a relatively short amount of
time, so be prepared for this situation.
Many “first-timers” go through the process themselves before
hiring a consultant. I highly advise this, so whatever you, as the
entrepreneur, usually do for your current business, make sure
that it gets done or gets delegated to the appropriate person
before you take this project on.
1. Find your customer
a. Not every government agency is an appropriate customer
for your product or service. Do your due diligence and find
out which agency will be most likely to purchase your
product or service and target that agency.
2. Get registered in CCR (Central Contractor Registration)
a. You’re going to need to pull together a great deal of
information to do this so make sure that you have all of it
together to make this a smooth process. At a minimum, you
will need your EIN number, DUNS number NAICS/SIC codes,
financial accounts numbers, etc.
3. Find Leads to Bid On
a. Monitor FEDBIZOPPS for leads within your industry. Make
sure that you are using good keywords for your product or
4. Get the Package
a. The package refers to the Bidder’s package which includes
the specifics of the contract, pricing arrangements, Special
Bidding Techniques and Buyers’ Office Terminology.
5. Review the Bid
a. Become especially familiar with the RFID and the UID
6. Get The Technical Data
a. Make sure that you know the correct specs that the
agency wants. I cannot tell you how many small businesses
have gone out of business because they didn’t read the
7. Price Out the Contract
a. Determine the true costs to your business and remember
you DO NOT have to be the lowest bidder to win the
contract; however, you want to be in the lower third of the
bidders. However, you won’t find out where you stand
according to pricing until later in the project.
8. Write Out Your Proposal
9. Submit Your Bid
10. Await the outcome of the evaluation and award process.
a. Realize that you very well may not receive the award. Even
“old hats” usually receive three out of ten contracts that they
submit their bids on. Factors that influence the award process
are meeting all contract requirements, capability, performance
record and quality control measures.
Good luck in submitting your bid and being awarded your first
government contract. Should you have more questions on this
process, please contact Team Scorpion. We have a consulting
package that helps veterans, service disabled veterans and
military spouses with the government contracting project and
we are happy to assist you!