get started
Unsure where to begin? Connect the dots to begin your Federal Contracting journey!
Scroll down to review each step in the process.
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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.
Small Business Search (SBS)
Ask:
- Did you know that the SBA's Small Business Search (SBS) tool is one of the first places agencies go to start their market research for procurements and where businesses look for teaming partners?
- 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.
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