In order to prepare your business for federal contracting success, there are a number of things that you and your firm have to keep in mind. I have broken them down into three distinct checklists that I’ve found make it easier to intuitively work through and digest, Administrative, Tactical and Strategic.

Administrative

1. Determine a perceived need for a product or service you have the capability to offer to the federal government at a reasonable price, that is at a minimum comparable quality to what is already in the marketplace.

2. Find either your Federal Supply Classification Code (FSC) or Product Service Code (PSC); Ex:  D302 ADP Systems Development Services.

3. Identify your North American Industry Classification Code; Ex:  541512 Computer Systems Design Services. Finding your code can be determined at https://www.census.gov/eos/www/naics/

4. Determine if your firm is a small business, determine the Size Standards for your industry; Ex:  NAICS Code 541512 (Computer Systems Design Services) - $30MM average annual receipts preceding 3 years. https://www.sba.gov/document/support--table-size-standards

5. Register your business with https://sam.gov/SAM/

6. Determine if your firm is eligible for an SBA Certification (8(a) – Minority, WOSB – Woman Owned, HUBZone – Historically Underutilized Business Zone, or a VA Verification (Veteran Owned or SDVOSB – Service Disabled Veteran Owned Small Business.)

7. Develop a capabilities statement.

8. Have a specific government marketing page on your website.

9. Register your business with large federal prime contractors.

Tactical

1. Target the “right customer”. Generally focusing on two to four agencies is best.

2. Monitor https://beta.sam.gov/ and other federal bulletin boards for ongoing opportunities.

3. Obtain a GSA Schedule Contract if it is pertinent to your business.

4. Get needed assistance from Small Business Administration, Procurement Technical Assistance Centers (PTAC), and/or Service Corps of Retired Executives (SCORE).

5. In-Person:  Work on your quick pitch for talking on the phone to federal buyers.

6. E-Mail Marketing Campaigns can reach broader audiences and keep you relevant.

7. Keep abreast of all IDIQ Contracts and GWACs that become available in your industry.

8. Manage your past performance by making sure you are exceeding expectations throughout the contract.

Strategic

1. Always be working to anticipate your potential federal buyer’s needs.

2. Learn your competitor’s strengths and weaknesses in order to further develop your federal niche.

Should you need guidance to make sure you are preparing your business properly for federal contracting success, I always recommending contacting an industry expert, or experts, depending on your specific needs. If you have not yet examined your federal certification potential, that would be ez8a and/or Advance GSA. If it is concerning the structure of your marketing plan, I would recommend Fedvital. None of the aforementioned consulting firms charge for an initial consultation.