SBA/VA Certifications

The truth is that companies with (federal) certifications are given preference over those without certifications. This preference may be used to take advantage of contracting possibilities with lower entry requirements, and successful contract execution helps the company get more contracts in the future. The 8(a) Certification is the toughest certification available in the federal market.

Therefore, I usually advise companies that qualify to get their 8(a) Certification early on in their government marketing journey because it significantly lowers the marketing effort needed by the company.

Understanding How Federal Buyers Acquire the Goods or Services from My Company

It's also crucial to remember that there are several ways the federal government buys products and services from 8(a) firms. These include sole source contracts, set-aside contracts, GSA Schedules, GWACS like 8(a) STARS, and other IDIQ contracts.

Key Point

Many small companies believe that registering with sam.gov and verifying that they are a minority-owned business is the only step they need to do, but in reality, it is simply the first step in becoming a vendor with the federal government.

The government market is currently competitive, especially for 8(a) firms. Even if there are thousands of new entrants every year, the federal market is well-established. Being a new player makes navigating the industry and identifying the right decision-makers to present your value offer essential. Thus offering a compelling case for your business in the government sector makes figuring out which contractual vehicles these decision-makers use crucial.

Engage in Federal Networking

One of the fundamental tenets of selling in the private sector is relationship and network-based selling. The majority of inexperienced 8(a) federal marketers believe that networking is useless when dealing with the government. The Federal Acquisition Regulations (FAR) is undoubtedly a constraint on federal purchasers, yet government contractors have all established reliable government relationships. These connections frequently only use 8(a) companies with whom they have had positive experiences when awarding contracts.

My 8(a) customers are asked to concentrate on one to three federal agencies since, in my experience, this kind of federal networking is so crucial. However, I frequently find that my most successful clients rapidly narrow this down to just one agency. As a result, there are many more options for contracting than there would be with a dispersed strategy since they know and understand every participant at that agency.

A firm's revenue can be significantly increased by using an 8(a) Certification in the federal marketplace. If you have interest in exploring your firm’s eligibility and potential utilizing the 8(a) Certification, I always recommend contacting an industry expert such as ez8a or Advance 8a. Neither charge for an initial consultation.