Marketing your 8a Certified Firm to the Federal Government
The federal government is the largest buyer in the world
, but how do you know what agency will buy what you sell?
What Do Government Agencies Buy?
The federal government buys everything from office supplies to missiles. No matter what your product or services are, chances are there is an agency that buys it. But you can't sell your products or services to the government if you don't know which agencies are buying and what their needs are. The federal government operates an online service called Federal Business Opportunities, known as FBO or FedBizOpps. This single entry, governmentwide Web site,
http://www.fbo.gov, announces available business opportunities and is a powerful tool to help you become successful in government contracting. The online tool identifies contract opportunities over $25,000.
Any proposed contract of $10,000-$25,000 must be displayed in a public place or by an appropriate electronic means, such as agency Web sites when advertising requirements using simplified procedures. A quick check of an individual agency's web site can provide this information. Look for procurement forecasts as well as organization charts with names and phone numbers for points of contact. Each web site should list the Small Business Specialist's name and telephone number, as well as the Freedom of Information Officer. Contact the Small Business Specialists at targeted installations to request pamphlets, guides, web sites, bidder's list applications, etc.
Agencies use a variety of means for purchasing items costing $3,000-$10,000. 8a firms should become familiar with how those buying offices advertise these requirements and then monitor them closely. Most government agencies have common purchasing needs. The government can realize economies of scale by centralizing the purchasing of certain types of products or services.
For purchases between $3,000 and $100,000, the federal government can use simplified procedures for soliciting and evaluating bids. Federal rules require these purchases to be reserved for small businesses such as 8a's, unless the contracting official cannot obtain offers from two or more small firms that are competitive on price, quality and delivery.
In general, government purchases of individual items under $3,000 are considered micro-purchases. These government purchases do not require competitive bids or quotes and agency employees other than a contracting officer can pay using a government credit card. Micro-purchases, unlike other small government procurements between $3,000 and $100,000, are not reserved for small businesses. It is important to be able to process credit card purchases if you want a share in micro-purchases.
Once you have an idea of who you can sell your products and services to, your local Procurement Technical Assistance Centers (PTACs) may offer workshops for small businesses to acquire a basic understanding of the federal government procurement process. Some locations also offer services such as matching a firm's capabilities with federal solicitations advertised in FedBizOpps, information on subcontracting opportunities, one-to-one technical assistance in completing bid packages and other paperwork, etc. For the PTAC in your area, go to
http://www.aptac-us.orgWhen Will the Agency Buy It Again?
Most agencies publish forecasts on their web sites. Forecasts are wish lists of proposed contract opportunities that may or may not come to fruition. Procurement history may be more reliable. If they've been buying it for years, they may continue to buy it. You may want to try to identify knowledgeable officials at the buying agency and then ask for their opinions. But again, their information may be subject to change. Much of what an agency buys depends on their budget. You should also develop a good rapport with buying agency officials.
One of the most important things that you have to do next is to convince the buying agency that they should buy from you. If the buying agency is using a competitive procurement process, why should it consider using 8a procedures? You must show that your business is competent, capable and reasonably priced. Make it in the buying agency's best interests to contract with you.
If the buying agency is currently using 8a procedures, why should it contract with you and not some other 8a firm? How will you provide better service, better quality or better prices? What is it that you can do to either solve the buying agency's problems, or prevent problems from occurring, or provide insight into problem solving more than any other firm? Show them what you bring to the table.
Selling to the federal government is not that much different from selling to the private sector. It all comes down to marketing. Your 8a status is a marketing tool that allows you to get your foot in the door at buying agencies, but you must use the tool wisely. Unless you have an unlimited marketing budget and personnel, you will have to decide which and how many agencies to target. Realistically, an 8a company can effectively market only three, four, or at most, five agencies. Which agencies you decide to market will depend on the factors discussed above. Please
contact us for further information on becoming 8a Certified.
Marketing your 8a Certified Firm to the Federal Government
By: Rick Otero
Mad About Manga - Is It A Scam? Multi-Level Marketing aka MLM: For 6-figured Income Emerging economies: rapidly growing PV markets Affiliate Marketing Traffic Cell marketing campaign trend increasing Affiliate Marketing For Dummies - Make Money Online With No Brains Required New Vision Minerals Scam Review Bonds Are One Of The Safer Stock Market Investments Email Marketing Help-How To Set Up A Successful Email Marketing Campaign Eating habits Secrets the Weight-loss Market Doesn't Want You to Know Are bold archetype articles scams Acetrader-Daily Market Outlook-7-10-2010 Simple Tips to Finding Success with Facebook Marketing