Winning Government Contracts: A Strategic Guide
There are several key databases available to help businesses find federal contracts to bid on, just as there are multiple platforms government agencies use to discover contractors.
Dynamic Small Business Search (DSBS)
The Dynamic Small Business Search (DSBS) is a vital resource where government agencies seek out small business contractors for upcoming contracts. Additionally, small businesses can leverage DSBS to find other businesses to collaborate with on federal projects. Managed by the Small Business Administration (SBA), the DSBS is populated by information you submit during your registration on the System for Award Management (SAM) platform. Thus, ensuring your business profile is complete and well-crafted is critical.
Contract Opportunities at SAM.gov
Federal business opportunities for contractors are mainly advertised on SAM.gov, a single-access source of contracting information. To get federal contracts, businesses are to register at SAM.gov, all contract opportunities over $25000 must be posted there.
Subcontracting Opportunities
That is why SubNet exists today where big contractors advertise subcontracting opportunities that small businesses want to take advantage of. Also, the SBA continues to have a current list of prime contractors with subcontracting plans and the GSA has a subcontracting directory for such partnerships. This is particularly beneficial for small business entities that intend to bid for federal contracts to serve as subcontractors to big prime contractors.
Certifications for Small Business Contracts
It’s imperative to get socio-economic certifications if you want your business to succeed in the next bid-out opportunities. These certifications, offered at the federal level by the SBA, include:
- 8(a) Business Development Program is designed to provide adaptable support and meta-perspective expertise for newly emerging minority-owned small businesses.
- The Women-Owned Small Business (WOSB).
- Veteran Buying Small Business (VBS)
- HUBZone
At the state and city, subsidiary certification such as Minority Business Enterprise (MBE), Women Business Enterprise (WBE), or Disadvantage Small Business (DBE) will enhance the organization’s qualification for government tender and purchase order and other commercial B2B distributor.
Fast-Tracking Contracts with a GSA Schedule
The fastest way to land a federal government contract fast is through the GSA schedule. The General Services Administration (GSA) streamlines acquisition through serving as the procurement headquarters for most of the government buying bureaus. The Advantage of registering your business as an GSA GSA-approved vendor is that your business comes listed on the two resources; GSA Advantage and GSA eBuy where the government agency can make purchases directly from you without going through the rigorous general solicitation process. Fiscal Year 2022 GSA acquisition spending was $41.1 billion to GSA-sourced vendors, demonstrating the significant possibilities for companies on the GSA schedule.
Building Relationships and Marketing for Success
Winning government contracts isn’t just about registration—it’s about building relationships and effectively marketing your business. Conduct research to understand which agencies buy what you sell and how to position your business accordingly. Your SAM and DSBS registrations, combined with a compelling capability statement and a professional website, form the foundation of your marketing efforts to government buyers.
Steps to Winning a Government Contract
- Research: Understand the market and the opportunities available.
- Review Tender Documents: Carefully read the requirements to ensure your business aligns.
- Prepare Your Evidence: Show, don’t just tell, how your business meets the criteria.
- Demonstrate Added Value: Highlight the unique benefits your business brings to the table.
- Review and Refine: Continuously evaluate and improve your bid before submission.
- Submit on Time: Timely submission is crucial to avoid disqualification.
What is the Best Value Contract?
In government contracting, the Best Value contract refers to an outcome that, in the government’s estimation, provides the greatest overall benefit in meeting the project’s requirements, according to FAR 2.101.
