There are currently a little over 5,800 8(a) firms sharing over $40B per year in federal contracts. 8(a) firms are permitted to be in the 8(a) program for 9 years only. After that period of time, the firms are said to have “graduated” from the 8(a) Program and are no longer eligible for 8(a) contracts. This has strategy implications for new 8(a) firms because when firms graduate their contracts become up for grabs for newer 8(a) certification holders.
 
When starting in the program, each 8(a) firm is assigned a business development specialist to assist them in obtaining federal contracts. Most 8(a) firms begin their career going after Sole-source 8(a) contracts (informal contract process) which are generally smaller in dollar value than Set-aside contracts (more formal contract process.) Therefore, at the beginning of an 8(a) firm’s career, they need to communicate to federal buyers that are likely to award 8(a) Sole-source contracts.
  
Fortunately for new 8(a) firms, the SBA assigns a specialist to them who can assist them with finding federal buyers within their geographic service area. 
 
Below outlines the processes the SBA undergoes to assist 8(a) firms to aid in their successful integration as Federal Contractors. 
   
How SBA Business Development Specialists Assist 8(a) Firms

1.  SBA Search Letter – This process begins when your local SBA Business Development Specialist sends out a “Search Letter” on behalf of your company, advising appropriate agencies of your firm’s capabilities and NAICS codes. The letter asks them to identify current or planned contracts/projects,etc., that your firm could qualify to perform.

2.  SBA Requirement Search Letter – The 8(a) firm conducts research and finds an emerging procurement that they think their firm could perform. The next step is to contract the SBA’s District office where the 8(a) firm is assigned and discuss the procurement. At the same time, the firm should send a letter to the SBA asking for consideration on the procurement because in the event the SBA receives two letters from two separate 8(a) firms for the same procurement, the SBA will choose the firm based upon first come first serve of the letter date.

3.  Agency Unilateral Process – The third pathway is when the agency has a procurement that they wish to place with an 8(a) firm. The agency will then typically evaluate the capabilities of the 8(a) firms at that local SBA office and will select the firm they believe is the most capable. Often, this occurs when a contract held by a graduating 8(a) firm requires a new 8(a) firm to perform on the contract.

TIP:  Pro-active 8(a) companies do a lot of Search Process 2 (above) in their efforts to market themselves to Federal Agencies.  In most cases, Sole-source search process 1 & 3 require utilizing your local SBA office and networking to make sure the SBA is well aware of your firm’s capabilities.

Effective communication and marketing is a must at all times, if the appropriate agencies are unaware of your firm’s capabilities, then it doesn’t matter how well you provide your service, or how great of a product you have. If you would like assistance marketing your firm post 8(a) Certification application approval, either with the SBA or on your own, I always recommend contacting an industry expert such as ez8a, Government Marketing or Advance 8a. None of them charge for an initial consultation.