| The U.S. government is the world's
largest buyer of products and services. Purchases by military and
civilian installations amount to nearly $200 billion a year, and include
everything from complex space vehicles to janitorial services to cancer
research. In short, the government buys just about every category
of commodity and service available.
By law, federal agencies are required to establish contracting
goals, such that 23% of all government buys are intended to go
to
small businesses. In addition, contract goals are established for
women-owned businesses, small disadvantaged businesses, firms
located
in HUBZones and service disabled veteran-owned businesses. These
government-wide goals, which are not always achieved, are 5%,
5%,
3% and 3%, respectively. They are important, however, because
federal agencies have a statutory obligation to reach-out and consider
small businesses for procurement opportunities. It is up to you
to market and match your business products and services to the
buying needs of federal agencies.
Selling to the federal government is, in some ways, similar to
selling to the private sector. While federal procurement procedures
may have a different set of rules and regulations, many of the same
marketing techniques and strategies you already employ may work
here. Use your common business sense. Some tips: Get to know the
agency and understand the context in which your product or service
could be used.
Obtain available information on past awards, quantities, costs
and awarders.
Become known to potential purchasers. Before going forward, take
a moment to think about your company's products and services. Take
a close look at your company and consider what the government will
look for when considering your company for a contract award. Financial
status, staff capabilities and track record are all of interest
to the government. |
