get started
Unsure where to begin? Connect the dots to begin your Federal Contracting journey!
Scroll down to review each step in the process.
%20(1).webp)
Start here
Research the Federal Market
Ask:
- Does the Government buy what I want to sell?
- What agency is buying?
- What agency is funding?
- Who is my competition in the Federal marketplace for this product or service?
- What is the primary North American Industry Classification System (NAICS) code for the industry within which my business operates?
- What size is my business given the NAICS code(s) selected?
- Which role is the better fit for my business in the Federal marketplace--Prime or Subcontractor?
Next Steps and Links to More Info:
- Determine your business size using the SBA Table of Small Business Size Standards
- Do your market research and determine your target agencies by querying:
- USASpending.gov -- use our guide, USASpending.gov for Federal Marketplace Research with tips for interpreting your query results
- Watch Using Government Tools to Read the Federal Marketplace at @FedSubK on YouTube.
- Research award information using the SAM.gov Data Bank and the Federal Procurement Data System (FPDS) ezSearch
- Learn about the top small business awardees and find your small business competitors by searching the SBA Small Business Data HUB
- Read our FedSubK Feature, Prime or Subcontractor? What to Know about Each Role
Register in SAM.gov
Ask:
- Are you seeking Federal grants and loans, Federal contracts, or both?
- What is the business structure?
- What are the gross receipts of the business?
- What are the specifics of the business's ownership and affiliates?
- Do you have the required documents you need to register in SAM.gov?
- If you are a foreign entity, have you obtained a NATO Commercial and Government Entity (NCAGE)?
Next Steps and Links to More Info:
- Review the Entity Registration Checklist
- Have your NAICS code, business size, & Product and Service Code (PSC) handy
- Familiarize yourself with the SAM Glossary of Terms
- Consult the SAM.gov Quick Start Guides
- Find free support from:
- Obtain your Unique Entity Identifier and Commercial and Government Entity (CAGE) code.
Create a Capabilities Statement
Ask:
- What is your core marketing message?
- What are your core competencies?
- What sets you apart from your competitors?
- What projects and clients reflect your success in the types of opportunities you are seeking in the Federal marketplace?
- What others products and services can your company provide in addition to those that are your goal to provide?
- What experience does your company have in the private sector?
- What experience does the company have in the Federal space?
- For the work your company has performed, what is the range of project sizes in terms of dollar value and performance duration?
- What is the company's value proposition?
- Who should interested agencies and other entities contact?
- Does your company website and social media accounts reflect the information you plan to include in your capabilities statement?
- Do you accept the Government Purchase Card for orders and/or payment?
Next Steps and Links to More Info:
- Learn what a capabilities statement is and get a free editable template at the NorCal APEX Accelerator Site.
- Identify and assess core differentiators between you and your competitors.
- Develop a concise message that conveys your expertise without overgeneralizing.
- Highlight relevant government and private sector projects and clients.
- Include NAICS numbers (not descriptions), certifications, points of contact, and website URL.
- Keep it to a single page; be creative in your use of space and graphics.
- Use easy to read font (type and size).
- Remember to say that your business accepts the Government Purchase Card for orders and payment.
- Add your capabilities statement to your website and Dynamic Small Business System (DSBS) profile.
- Be aware that you may need to tailor your capabilities statement by agency and offering, depending on the industry and opportunity.
SBA Certifications
Ask:
- Is the business a small business based on its NAICS and the SBA Table of Small Business Size Standards?
- Does the business owner qualify for any SBA Federal Contracting Assistance Programs?
- Small Disadvantaged Business (SDB) Program?
- 8(a) Business Development Program?
- Historically Underutilized Business Zone (HUBZone) Program?
- Women-Owned Small Business (WOSB) Federal Contract Program?
- Veteran Contracting Assistance Program (to include Service-Disabled Veteran-Owned Small Business (SDVOSB) Program)?
- SBA Mentor-Protege Program?
- Qualifying Joint Venture?
Next Steps and Links to More Info:
- Read about the different SBA Federal Contracting Assistance Programs and find resources available at SBA & FedSubK Quick Links - Small Business Resources.
- Use the "Should I apply?" tool if you are unsure of which certifications may be available to your business.
- Review SBA application previews, quick start guides, checklists, & tips before starting your application.
- Collect all documents before starting your application and scan each into separate labeled files.
- Complete the application at MySBA Certifications, saving your work as you go.
- Promptly respond to SBA's inquiries in response to your application submission and as certification renewal periods approach.
- Market your certification status on your capabilities statement and use the SBA program logos, following SBA's guidelines for use.
Dynamic Small Business Search (DSBS)
Ask:
- Did you know that the Dynamic Small Business Search (DSBS) tool is one of the first places agencies go to start their market research for procurements?
- Do you have a complete DSBS business profile to maximize your visibility to Federal buyers?
- Does your website reflect the information you will use to populate your DSBS profile?
Next Steps and Links to More Info:
- Read the FedSubK Feature: Be A Dynamic Small Business! for tips on completing your profile.
- Use our guide, DSBS Profile Update to collect information in preparation for completing your DSBS record.
- Establish a MySBA Certifications account.
- Link your business website in your DSBS profile in the field provided.
- Keep your DSBS record current.
Build Relationships at All Levels
Ask:
- Do you know understand the roles of the different players on the Federal acquisition team?
- What existing relationships can you leverage with--
- Federal Agencies or employees?
- Current Federal Prime Contractors?
- Current Federal Subcontractors?
- Current Federal Suppliers?
- Your current network?
- Do you attend any industry conferences or other networking events?
- Do you AND your business have a LinkedIn profile?
- Do you have a well-honed elevator pitch?
Next Steps and Links to More Info:
- Read our FedSubK Features--
- Find industry events and register for small business training events highlighted on our Small Business Events page each month.
- Create and practice your 2-minute elevator pitch.
- Create a LinkedIn presence for yourself and your business.
- Network by posting, commenting, connecting, or attending events
- Link your website in the profile
- Upload your Capabilities Statement
Find Opportunities
Ask:
- Do you have a business pipeline or tool to find opportunities?
- Are you familiar with the different types of opportunity notices?
- Who holds current Federal Prime contracts in your industry or with your target agency?
- What is your strategy to capture opportunities at all dollar thresholds (i.e., Micro-purchases, Simplified Acquisitions, Large Contracts) as both a Prime and Sub / Supplier?
- Do you have Federal buyers interested but no contract vehicle to reach you?
Next Steps and Links to More Info:
- Read our FedSubK Features--
◦ Navigating Federal Contract Opportunity Notices
◦ Asks for the Meet & Greet. Make the Phone Calls.
◦ Think Micro for Macro Results!
◦ Do You Need a GSA Multiple Award Schedule (MAS) Contract?
- Respond to Request for Information (RFI) & Sources Sought Notices.
- Explore the collection of links under Finding & Responding to Opportunities in the FedSubK Resource Library to learn more about:
◦ Micro-purchases
◦ Procurement Forecasts
◦ Contract Opportunities
◦ Subcontract Opportunities
◦ GSA Schedules
- Review our FedSubK guide on how to Export a List of GSA Schedule Contractors.
- Implement a micro-purchase strategy today by--
◦ Watching the video "Government Purchase Card: Think Micro for Macro Results"
◦ Creating a free vendor profile and selling services at MicroMarket.co where Federal buyers can use their Government Purchase Card to place non-competitive orders at and below $10,000 (and up to $25,000 for training).
Bid/No-Bid Decision Matrix
Ask:
- Does this opportunity play to one or more of our strengths?
- What is the contract type?
- Do you have the capacity to perform with other existing / concurrent work?
- Can you self-perform or do you need a team?
- Do you have the right team?
- What is the agency's contract or order history for same / similar work?
- What are the most recent prices paid?
- Does your business have an existing compliance and reporting structure in place to meet the demands of Federal contracts?
- What other factors impact your decision (i.e., cybersecurity requirements, time investment, politics, business goals, budget)?
Next Steps and Links to More Info:
- Prioritize opportunities using a system or scorecard that makes sense for your industry and align with business goals.
- Know your capacity to perform at any moment.
- Consider establishing standing subcontract / supplier agreements.
- Review our FedSubK guides--
- Read our FedSubK Features--
- Explore the collection of links in the FedSubK Resource Library.
- Pricing tab under Finding and Responding to Opportunities
- Cybersecurity tab under Government Initiatives
- If considering GSA Schedules--
- Be familiar with Limitations on Subcontracting requirements for small businesses.
Stay Updated, Stay Ahead
Get timely, actionable insights delivered straight to your inbox.
