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FEDERAL CONTRACTING

By Business Briefing
2/23/2004 - 12:00am
Finance and Accounting , Marketing , Office Technology , Sales Management

Business Briefing

Business Briefing is a collection of business-building advice from various resources, including HR Specialist, Small Business Tax Strategies, Executive Leadership and more.

Tap into federal government's simplified contracting process

Starting this year, the federal government offers a single Internet portal for small businesses that want to do business with the government. The result: You'll have an easier time registering as a contractor and marketing your goods and services to the government.

The move integrates the U.S. Small Business Administration (SBA) Pro-Net database of small businesses interested in government contracts with the Defense Department's Central Contractor Registra-tion (CCR) database at www.ccr.gov.

Small firms can now register once, with CCR, instead of registering with Pro-Net, too. Federal agencies will use CCR to find small businesses that are certified in SBA's minority contracting and Hubzone programs (for firms in "disadvantaged" areas).

Small businesses can also use the CCR site to perform market research and confirm their eligibility for contract-preference programs.

Improve odds of winning contract by partnering with a larger firm

Small businesses face a tough time breaking into government contracting. It takes hours and dollars to buy into the game. To increase your chances, align yourself with a larger business that's more experienced in federal or state contracting.

Larger partners will actually want this. Reason: The federal government is pushing big companies to show proof that they subcontract part of their work to smaller businesses.

One way to track down a partner: The Business to Government site, www.b2gmarket.com, which allows you to search a contract history database to see which companies have landed contracts or are bidding on contracts in your industry.

Becoming a government contractor: 10 steps to successful bids
1. Think like the government. Start thinking about your business the same way the government does, as an end-product provider. Think in terms of output, not process. 2. Identify your customers. The government's buying offices don't know you're out there. To find buying offices, search Web sites (such as www.fedbizopps.gov), call a local government office or stop by a local Procurement Technical Assistance Center (PTAC). Find PTAC locations at www.sellingtothegovernment.net. 3. Register your company. Before you can start bidding on contracts, the government needs to know who you are and what you do. Register your company with the Central Contractor Registration (CCR) at www.ccr.gov, the primary database of government vendors and suppliers. (See article above.) 4. Find bid leads. Govern-ment agencies must, by law, inform all potential contractors of what they're looking for. But are you listening? Find opportunities and advice at sites like www.fedbizopps.gov, www.b2gmarket.com and www.govcon.com. 5. Obtain the bid package. Once you find a bid you're interested in, obtain the bid package (or "solicitation package") that offers the specifics. It's often as easy as downloading something online. 6. Review the bid. Big packages typically come in one of three forms: request for proposal (RFP), request for quote (RFQ) or invitation for bid (IFB). Read the bid several times; it is a binding contract. 7. Collect technical data. To complete the bid successfully, you'll need to learn the type of specs that apply and how to find the correct data. Your local PTAC can help. 8. Price it out. In a competitive bidding process, price is the determining factor. Be competitive; the stories of $600 toilet seats are history. 9. Write your proposal. This is a formal procedure that you must complete exactly. Again, your PTAC can help. 10. Submit your bid. Double-check that you've followed all specs and that your unit pricing and proposal details are in order. Source: Adapted from CCH Business Owner's Toolkit. For details on each step, visit *www.toolkit.cch.com/text/ P09_2000.asp*.

Becoming a government contractor: 10 steps to successful bids

1. Think like the government. Start thinking about your business the same way the government does, as an end-product provider. Think in terms of output, not process.

2. Identify your customers. The government's buying offices don't know you're out there. To find buying offices, search Web sites (such as www.fedbizopps.gov), call a local government office or stop by a local Procurement Technical Assistance Center (PTAC). Find PTAC locations at www.sellingtothegovernment.net.

3. Register your company. Before you can start bidding on contracts, the government needs to know who you are and what you do. Register your company with the Central Contractor Registration (CCR) at www.ccr.gov, the primary database of government vendors and suppliers. (See article above.)

4. Find bid leads. Govern-ment agencies must, by law, inform all potential contractors of what they're looking for. But are you listening? Find opportunities and advice at sites like www.fedbizopps.gov, www.b2gmarket.com and www.govcon.com.

5. Obtain the bid package. Once you find a bid you're interested in, obtain the bid package (or "solicitation package") that offers the specifics. It's often as easy as downloading something online.

6. Review the bid. Big packages typically come in one of three forms: request for proposal (RFP), request for quote (RFQ) or invitation for bid (IFB). Read the bid several times; it is a binding contract.

7. Collect technical data. To complete the bid successfully, you'll need to learn the type of specs that apply and how to find the correct data. Your local PTAC can help.

8. Price it out. In a competitive bidding process, price is the determining factor. Be competitive; the stories of $600 toilet seats are history.

9. Write your proposal. This is a formal procedure that you must complete exactly. Again, your PTAC can help.

10. Submit your bid. Double-check that you've followed all specs and that your unit pricing and proposal details are in order.

Source: Adapted from CCH Business Owner's Toolkit. For details on each step, visit www.toolkit.cch.com/text/ P09_2000.asp.

Tags: ada, contracts, contracts, customers, government contracts, marketing, small business, web sites

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Career Management	Office Communication
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Leadership Skills	Small Business Tax

Case in Point	Your Office Coach
HR Forum	Admin Forum
The Next Level

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