Working with the Government - Your Small Business Boon

A Home Business Article Contributed by Sharon Hill

Securing a Government Contract for Your Small Business

As a small business owner you'll want to get to know the General Services Administration (the GSA). It's the federal agency responsible for management and purchase tasks for all U.S. federal government agencies and departments. Each year the GSA spends billions of dollars on purchase of products and services for its various agencies. Your small business might be one of the vendors chosen to provide one or more of these products or services. Here's how:

What Small Business Type Gets First Dibs?

The General Services Administration gives preference to small, rather than large businesses. Of these small businesses it further prefers disabled veteran, minority and female owned companies. Whether you offer equipment, maintenance, construction, transportation, vehicles, real estate , technical expertise or just about any product or service you can think of, chances are your small business product or service is needed by Uncle Sam.

Steps to Secure Your Small Business Government Contract

While applying for and finally being rewarded a federal government contract is not easy, it can be very lucrative for your small business. It's most definitely worth the effort.

Your first step is to get your small business added to the bid list of each federal agency. Don't guess which agency will most need your services. Contact them all! Be persistent. You may have to call a few times, but what you want is their form and instructions - what is known as a RFP, Request for Proposal. Follow the instructions carefully. It's complicated and your best source of assistance with filling out these forms, or even finding out the names, locations, and contact for the various federal agencies, is your Small Business Administration (SBA).

Next you complete your proposal. Keep in mind, this is the federal government. You are not writing a novel or a clever advertisement. This is not the time to "think outside of the box." Make absolutely sure you follow the instructions to the letter. Be clear, organized, detailed and precise. If you're vague, you won't get the contract. If you are new and lack the experience to be competitive seek an experienced subcontractor whose experience and reputation will make your proposal stand out.

Remember, you're not just getting a contract. You're starting what could be a long term lucrative relationship. It's worth the extra money you may spend for that subcontractor's expertise. Make sure you can justify your bid. There's no sense deliberately trying to underbid everyone else knowing you probably can't bring the job in for the stated amount. You'll lose the opportunity to work with Uncle Sam if you do this.

Should you be one of the finalists you may receive feedback from the General Services advising you that your small business is still in the running for the contract and do you want to reconsider your bid?

If you should lose the contract, gently and politely see what you can find out. Each set of proposal instructions supplies a GSA contact. Call that contact and ask for guidance on where you erred - what caused them to give the contact to others. You might even be allowed to see a copy of the winning bid. What's true in sales holds true in government contract bids as well - each no is the next step to your next yes. Stay positive. Stay focused. Follow instructions exactly. Sooner or later you'll get that government contract.