Be a Successful Government Contractor by Garnett Newcombe

Author:Garnett Newcombe
Language: eng
Format: epub
Publisher: AudioInk Publishing
Published: 2013-09-15T00:00:00+00:00

9 Successful Strategies to Adopt and Apply

“Never cut a tree down in the wintertime. Never make a negative decision in the low time. Never make your most important decisions when you are in your worst moods. Wait. Be Patient. The storm will pass. The spring will come.” –Robert H. Schuller

Over the years, I have had many interviews with various media outlets regarding my success with government contracting. One particular question comes to mind: “What strategies would you share with other women-owned businesses that are thinking of taking on the government as a customer?” Reflecting back on my obstacles and triumphs over the years, I have outlined 9 simple strategies to adopt and apply. These strategies have worked for me, and they can work for you too!

1. Lay the Groundwork

Prior to being awarded your first contract, prepare your team to support the government’s needs. Identify the internal skill sets of your staff because they will leverage potential business with the government. Next, improve workflows to ensure that the right systems and processes are in place to quickly deliver as you promise.

2. Do Your Homework

Make sure you understand the whole process of government contracting so you know what you’re getting into and can be well prepared. I recommend talking with counselors at the Small Business Administration, PTAC, as well as other business owners.

3. Secure Working Capital

Develop relationships with financial sources so that once you win a contract, you have a line of credit to support it. It may be 30-45 days after you complete a project before you receive your first payment from the government. Get your financials in order so you have the necessary working capital.

4. Improve Your Networking Skills

Networking is an important part of government contracting. To do it well, you need to learn that it isn’t always about what you want, but how you can help the other person. Remembering to listen and find out what others need is critical.

5. Be Visible

Take advantage of matchmaking events or industry days hosted by the Small Business Administration (SBA), U.S. Department of Labor, and Department of Homeland Security; General Services Administration (GSA); The United States Office of Personnel Management – OSDBU and other agencies to meet contracting officers and learn exactly what their needs are.

6. Register your Company

Let the government know you are ready to do business. This is done by registering your company with the System for Award Management (SAM), formerly known as the Central Contractor Registration (CCR). SAM is a free website where you input your vital company information and capabilities, allowing government buyers and other prime contractors to preview your products and services.

7. Browse the Small Business Administration (SBA) Website during the Time of Day When You Are at Your Best

Doing business with the government will be beneficial to those women business owners who like challenges, are willing to take on the task of understanding what the government buys and that want to learn how to navigate the process. Understanding the registration, certification and regulations is half the battle. For me, these were the very first steps I took and after that was done, I was ready to work.

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