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Aspiring 8a

Starting Point for Selling to Federal Agencies

What agency do you want to sell to is the first question you should ask, before you adapt a haphazard approach. I advocate putting in the time, conducting the necessary market research to find who in the federal government buys your products and services. During this process, a firm should determine the needed contracting vehicles for selling to target agencies, and work to obtain these vehicles, as this often takes time. As part of this strategy, the firm should focus on three initial agencies, and then over time the firm generally focuses on a single agency that provides the majority of its work. It has been my experience that firms that follow this strategy are conducting what we believe to be “federal government best practices.” Over time my experience tells me these firms achieve better results than their peers.

Therefore, I am listing the various agency’s small business help websites. Please do not think that I am advocating for a federal “skatter” approach to marketing. Do not target all of these agencies. However, it is also important early on to gain as much insight and understanding, while making valuable contacts with your target agencies as quickly as possible. This list of agency websites that are dedicated to helping small businesses “break into” these federal markets is invaluable, check it out.

Obviously, some of these sites are more useful than others:

DoD: https://business.defense.gov/Small-Businesses/Marketing-to-DoD/

Department of Commerce: https://www.osec.doc.gov/osdbu/

Department of Education: https://www2.ed.gov/fund/contract/about/camdoingbusiness.pdf

Department of Energy: https://www.energy.gov/osdbu/small-business-services/guidance-small-businesses-how-do-business-department-energy

HHS: https://www.hhs.gov/grants/small-business-programs/events-calendar/index.html

DHS: https://www.dhs.gov/do-business-dhs

HUD: https://www.hud.gov/program_offices/sdb

Department of Justice: https://www.justice.gov/osdbu/doing-business-department-justice

Department of Labor: https://www.dol.gov/agencies/oasam/centers-offices/office-of-the-senior-procurement-executive/office-of-small-and-disadvantaged-business-utilization

Department of the Interior: https://www.doi.gov/pmb/osdbu/doingbusiness

Department of the Treasury: https://home.treasury.gov/policy-issues/small-business-programs/small-and-disadvantaged-business-utilization/how-to-do-business-with-treasury

DOT: https://www.transportation.gov/osdbu/procurement-assistance/small-business-innovation-research-sbir-program

EPA: https://www.epa.gov/resources-small-businesses

FAA: https://sbo.faa.gov/Home.cfm

FDIC: https://www.fdic.gov/about/doing-business/index.html

GSA: https://www.gsa.gov/small-business

NASA: https://www.osbp.nasa.gov/business.html

National Science Foundation: https://www.nsf.gov/bfa/dcca/contracts/contproc.jsp

Nuclear Regulatory Commission: https://www.nrc.gov/about-nrc/contracting.html

OPM: https://www.opm.gov/about-us/doing-business-with-opm/small-business-program/

SEC: https://www.sec.gov/about/offices/oacq/doing_business_with_the_sec.pdf

Smithsonian Institute: https://www.si.edu/OEEMA/SupplierDiversity

Social Security Administration: https://www.ssa.gov/osdbu/

USAID: https://www.usaid.gov/business/small_business/small-business-program

USDA: https://www.dm.usda.gov/smallbus/index.php

US Postal Service: https://about.usps.com/doing-business/welcome.htm

You will notice that some of these agencies offer courses on how to find work, other have business liaisons, while others offer some simple tips. Gaining as much exposure to your target agency is an important part of the Business-to-Government sales process. If you have interest in fully exploring the future business development potential that your firm possesses selling to the government, I always recommend contacting an industry expert such Fedvital. They do not charge for an initial consultation.


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