How To Be Successful In Getting Government Contracting Jobs For Small Businesses

Things To Do Before The Requests For Proposal Or The RFP Is Released

It would help if you always asked the following questions to fully understand how you are going to structure your winning proposal:

  • What is the top priority, quality, price, or speed?
  • What problem can you solve for the government using your product or service?
  • Do you need to team up with anyone else?
  • How is the proposal going to be scored by the agency?
  • What are the agency’s operating policies?
  • Who is the agency’s current contractor for this particular good or service? 

The Structure of Government Requests for Proposals

Each proposal has three sections:

  • The Scope of Services
  • Instructions- Make sure that you follow all instructions carefully and with precise details.
  • Evaluation -This is how the government will score your proposal

The Scope of Services

This is where you will explain how you plan on completing the work or providing the goods being acquired. It is the most important part of the proposal.

You must list and provide evidence of core competencies and how you can effectively help the agency reach its desired outcome in the allotted time. This is the time for your business to show your innovation and creativity. Remember that the government wants to save money and keep your pricing competitive.

One of the ways to stand out is by identifying your employees and listing their qualifications. Make a strong case for why your people are the best at what they do and why the government is in good hands. Remember, you hired this personnel, so no one knows better than you how awesome your team can be at completing the proposal.

Narrow In On The Customer’s Needs

The United States government is a customer just like any other. However, this customer has deep pockets and unlimited needs. A small business can cater to the government by following a strategy in which the customer’s needs always come first. Identify the government agency’s pain points and offer them your innovative solutions to their problems. This type of discipline always wins big points with the government.

Be Precise And Follow Directions

Naturally, the government is a stickler for following rules and regulations. It is shocking how many bids get tossed out because companies need to follow basic directions. Be aware of deadlines, and do not leave anything black when filling out forms. The request for proposals or RFPs has very specific instructions, and you must take everything seriously. Just consider it like filing your income taxes, and do not take unnecessary shortcuts.

Be Strategic In Which Agencies That You Target

Covid-19 has not had a major impact on government spending. In 2020, over 1.55 trillion dollars were spent on just Covid response efforts. This increase in spending has made the budgets for 2021 higher for several agencies. The Department of Defense has increased its budget by 800 million dollars compared to 2020. NASA has requested a 12 percent increase in its agency funding, and the Veteran Administration agencies asked for 14 percent more money in 2021. It is a great idea to strategically target agencies experiencing this type of budget boom to secure government contracts.

Streamlining and Modernizing Information Technology

Did you know that the Internal Revenue Service, the Veterans Affairs Department, Defense Department, and the Transportation Department are operating on computer systems over 50 years old? Some still use 1970 IBM mainframe computers that store information on floppy disks!

This has caused the government to pass the Modernizing Government Technology Act, also known as the MGT. The MGT has authorized 100 hundred million dollars to modernize the federal government’s Information Technology systems in 2018. Then another 150 million dollars were added to the MGT in 2019. The Consolidated Appropriations Act added billions of dollars to upgrade the government’s I.T. systems and update infrastructure.

So small businesses that can help the government reduce redundancies, save money, and streamline government technology have a great chance of obtaining very profitable government contracts in 2020 and beyond.

Contingent Fees

A government contractor is not allowed to agree with a third party where the third party will pay a fee contingent on the successful winning of a federal contract. This is to ensure contractors are not tempted to cut corners to be paid.

The Government Is Different

Small businesses should know that doing business with the federal government is different from doing business with civilian companies or individuals. The government must protect the public interest and not abuse funds in the public treasury. They must be very responsible with the money provided by their citizens’ hard-earned tax dollars to avoid all inferences of unfair advantage.

A small business must make sure that they are not participating in the following:

  • Bribes
  • Gratuities
  • Kickbacks
  • Conflict of interest
  • Lack of procurement integrity

Any suspicion of this type of conduct can bar a business from doing business with the federal government for life and can include criminal sanctions. It would help if you were very careful not to do anything that might violate the integrity of the government process. These provisions include the “officials not to benefit” clause, the “anti-kickback” provisions, the “gratuities” clause, etc.

Make Sure You Are Organized

Having solid financial records and a clearly thought-out process goes a long way to impress government agencies that you can handle the job. It presents a professional demeanor that is quite impressive.

Sam Directory will guide you through the process of writing a successful government contract proposal. We are invested in your success and want to help you succeed in winning a lucrative federal contract.

What is FAR?

The FAR is a standardized set of regulations employed by all federal agencies in making purchases. It provides procedures for how to maneuver the procurement process. It takes you through the need for the product and service to the contract award.

Government Contracts Can Be Very Lucrative For Small Businesses

The United States government issues 500 billion dollars in federal contracts every year. They also set aside 23 billion dollars specifically for small businesses. However, many small businesses find the process of winning government contracts daunting and give up before even really trying. 

To do business with the federal government, you must register your business in the System for Award Management directory. The government will not hire any business (large or small) that has not registered in the SAM directory.