FedBiz'5: Recent Episodes
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FedBiz’5 is your definitive resource to accelerating government sales. FedBiz’5 is a hard-hitting, 5-minute series of free government podcasts designed to help federal contractors find and win more business. Each episode brings new information and strategies from leading experts to help simplify government contracting and provide you a clear path from registration to award. The FedBiz team has more than 20 years of experience in government contracting with over $35.7 Billion in client awards.
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Some of the most accessible government contracts may be sitting much closer to home than you think.
Across more than 91,000 local governments and tens of thousands of public schools, cities, counties, school districts, utilities, libraries, parks departments, and other public entities purchase products and services every day.
The opportunity is enormous, but most small businesses are still looking in the same crowded places.
In this episode of FedBiz’5, we reveal 12 local government contract categories that may offer realistic entry points for established small businesses. These are recurring, location-dependent purchases that often reward responsiveness, commercial experience, local knowledge, and the ability to solve a clearly defined problem.
You’ll also learn why “easier” does not mean effortless, how local procurement differs from federal contracting, where future opportunities may appear before the bid is posted, and what separates a promising local contract from a pursuit that wastes your time.
Your next government customer may not be in Washington. It could be the city, county, school district, utility, or public authority right down the road.
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Federal contracting gets most of the attention, but it is not the only government market small businesses should be watching.
In this episode of FedBiz’5, we look beyond SAM.gov and explore the state, local, and education market hiding in plain sight. Across counties, cities, school districts, universities, utilities, public authorities, and state agencies, there are thousands of public-sector buyers with real needs and active budgets.
But here’s the catch: many contractors miss these opportunities before they ever become public bids.
Why? Because in SLED, timing matters. The real buying signals may show up in budget documents, board meetings, capital plans, expiring contracts, local projects, or procurement activity long before an RFP appears.
This episode breaks down why SLED is not just a backup plan, how small contractors can stop reacting late, and why the companies that win are often the ones seeing the market earlier.
Listen now to learn why the next growth lane for your business may be closer than you think.
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AI is moving fast in federal contracting, but the real opportunity for small businesses may not be where everyone thinks it is.
In this episode of FedBiz’5, we break down how AI, cybersecurity, and federal buying are converging, and why that creates both pressure and possibility for small business contractors. Agencies want AI-enabled solutions, but they also need security, governance, data protection, compliance, human oversight, and practical implementation support.
That is where small contractors can still break in.
You’ll learn how AI is showing up in RFIs and RFPs, what “AI security layers” really mean in procurement terms, why CMMC, FedRAMP, CUI, and data governance matter more than ever, and which AI-adjacent lanes may be most realistic for small businesses heading into 2026.
If you support cybersecurity, data modernization, compliance, cloud, training, governance, analytics, or mission-focused IT services, this episode will help you see where federal AI demand is headed and how to position before the market gets even more crowded.
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The Simplified Acquisition Threshold has moved to $350,000, and that creates a bigger, faster lane for small business contractors who know where to look.
In this episode of FedBiz’5, we break down why simplified acquisitions may be one of the smartest places to build early federal wins in 2026. These opportunities are often more focused, less burdensome than larger RFPs, and ideal for contractors looking to build past performance, buyer relationships, and real momentum.
You’ll learn why the $350K range matters, how agencies use simplified acquisition procedures, what small businesses should do before the opportunity drops, and why “smaller” does not always mean “easier” or “lower risk.”
If you’re tired of chasing massive contracts you’re not positioned to win yet, this episode will help you rethink your pipeline and focus on federal opportunities that are realistic, strategic, and built for traction.
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Teaming can unlock bigger contracts fast. It can also quietly trigger affiliation risk and get your “small business” bid thrown out after a size protest.
In this episode of FedBiz’5, we break down how to team with primes the right way, without accidentally looking like a pass-through or an “ostensible subcontractor.” You’ll learn what SBA affiliation really means in plain English, the red flags that make evaluators and competitors pay attention, and the practical checks you should run before you sign a teaming agreement.
If you’ve ever thought “we’ll just let the prime handle the heavy lifting,” or you’re relying on a larger partner for key personnel, proposal writing, or delivery, this episode will help you protect your eligibility and keep your teaming strategy safe, scalable, and built to win long-term.
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Fixed-price contracting is gaining momentum fast, and for small businesses it changes everything. It reshapes how solicitations are written, how bids are evaluated, and who absorbs risk when scope shifts.
In this episode of FedBiz’5, we break down what the government’s fixed-price push really means in practical terms. You’ll learn why some firms win fixed-price contracts and still lose money, the red flags that signal a high-risk requirement, and how to protect margin with sharper scoping, disciplined pricing, stronger proposal language, and better Q and A strategy. We also cover how prime contractors may shift risk downhill, and what to watch for before you sign up to perform work you can’t control.
If you’ve been seeing more fixed-price language in solicitations or you suspect it’s coming to your market next, this episode gives you the playbook to bid smarter, avoid bad wins, and stay profitable as the rules of the game change.
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Federal contracting can feel like a rigged slot machine. One week your opportunity is “almost ready,” the next week everyone goes silent, and then suddenly you’re staring at a 48-hour deadline in September.
It’s not luck. It’s funding.
In this episode of FedBiz'5, we break down how federal money actually moves from “budget” to “obligation,” why the fiscal year creates the famous feast-or-famine rhythm, and what’s really happening when a contracting officer says, “We’re waiting on funding.”
You’ll learn how continuing resolutions slow momentum, why Q4 turns into a controlled scramble, and how to position your business earlier so you’re not trying to introduce yourself during the sprint. We also walk through real scenarios contractors live every year, plus practical tactics you can apply right now, including how to spot obligation patterns, time buyer conversations around fiscal year milestones, and build a pipeline that matches the government’s rhythm instead of fighting it.
If your pipeline has ever felt unpredictable, this episode will give you clarity, leverage, and a playbook you can use immediately.
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Breaking into government contracting does not always start with winning prime contracts on your own. Sometimes the smartest path is getting on the radar of the right prime contractors and positioning your business as a valuable teaming partner.
In this episode of FedBiz'5, we break down a practical, easy-to-follow strategy for small businesses that want to win more government contracts by teaming with primes. You’ll learn how to identify the right contractors to target using spend data, agency alignment, and vendor portals, how to approach them in a way that actually gets attention, and what prime contractors are really looking for in a small business partner.
Also covered is the role tools like USAspending.gov, SAM.gov, subcontracting directories, and AI-powered platforms like FedBiz365 can play in helping small businesses streamline research, sharpen outreach, and focus on real opportunities instead of wasted effort.
If you’ve been wondering how to move beyond random outreach and start building smarter teaming relationships, this episode will give you a practical framework you can use right away.
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Contracting officers are busy, risk-focused, and constantly juggling competing priorities. That’s why so many well-intentioned outreach emails get ignored, even when the contractor is fully capable.
In this episode of FedBiz’5, we break down how to communicate with government buyers in a way that earns trust, reduces perceived risk, and actually gets replies. The spark for this episode came from a LinkedIn graphic making the rounds with smart “reframe your questions” advice. We expand it into a practical framework you can use in outreach emails, capability briefings, and follow-ups.
You’ll learn what buyers are really listening for during market research, how to sound helpful without sounding salesy, and how to structure short, buyer-friendly messages that make it easy for COs to respond. We also cover common mistakes that quietly undermine credibility and simple adjustments that make your outreach feel low-friction and professional.
If you’ve been sending messages and hearing nothing back, this episode will help you tighten your approach so government buyers see you as a low-risk partner worth engaging.
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If your SAM.gov status is Active but your inbox is quiet, this episode explains why and what to fix.
In this FedBiz Five episode, we break down the difference between being “registered” and being “findable.” Contracting officers still use SAM.gov and SBA’s Small Business Search for market research, but they scan fast and they skip profiles that look unclear, inconsistent, or hard to trust.
You’ll learn the most common reasons active contractors get zero buyer inquiries, plus a quick self-audit to improve visibility right away:
- why generic capability text gets ignored
- how NAICS and keyword misalignment makes you invisible
- the credibility hit when SAM and Small Business Search don’t match
- what buyers look for in a 10-second scan
- how to get “ready to respond” when an inquiry finally hits
If you’re capable but overlooked, this is your practical fix to start getting found again.
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In this episode of FedBiz'5, we tackle one of the most costly problems in government contracting: chasing the wrong opportunities. Small and medium sized businesses rarely lose because they cannot do the work. They lose because they burn precious time and proposal dollars on bids that were never a strong fit to begin with.
You will learn a practical No-Go playbook you can run in 15 to 30 minutes on any opportunity. We walk through hard red flags like unclear scope, unrealistic timelines, hidden budget traps, stacked incumbency, weak past performance fit, and proposals that demand more effort than the payoff is worth. You will also hear how to separate true No-Go opportunities from smart "Not Yet" calls that you can revisit when key triggers change.
If your team feels exhausted from constant proposal work with too few wins to show for it, this episode will help you build a simple, disciplined qualification framework so you can protect your time, focus on the right bids, and improve your win rate without hiring a bigger BD team.
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In this episode of FedBiz’5, we unpack the SBA’s 2025 Annual Report and translate it into what really matters for small business government contractors heading into 2026. We break down the report into clear signals: record access to capital, a serious push on program integrity and fraud enforcement, shifting contracting priorities (including veterans and manufacturing), innovation funding momentum, and growing demand in disaster response and resilience.
You’ll hear how these trends can affect your pipeline, pricing strategy, certifications, and growth plans over the next 12–18 months. We’ll talk about what increased oversight means for legitimate firms, how to align with “Made in America” and onshoring narratives, why SBIR/SBIC data points to more tech-to-contract pathways, and how to get your documentation and positioning ready before agencies start moving faster in 2026. If you want to turn SBA policy signals into real competitive advantage instead of background noise, this episode is for you.
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In this episode of FedBiz’5, we tackle a silent deal-killer in government contracting: being invisible to buyers online. Contracting officers and primes may start their search in SAM.gov and SBA’s Small Business Search, but they increasingly validate vendors through LinkedIn and AI-powered research tools long before they return an email or agree to a capability briefing.
You’ll learn why your LinkedIn profile is now part of your competitive position, the most common visibility mistakes contractors make, and practical ways to fix them — from rewriting your headline and About section for government buyers, to showcasing proof in your Experience and Featured sections, to maintaining just enough posting activity to look current and credible. If you’re a capable small business that feels overlooked, this episode shows you how to turn LinkedIn into an asset instead of a liability and start showing up the way serious vendors should.
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In this episode of FedBiz’5, we break down the late-2025 signals that are already reshaping government contracting in 2026 – and what they really mean for small and mid-sized businesses. From the ongoing FAR overhaul and tightening cybersecurity expectations under CMMC, to FedRAMP 20x, GSA Schedule ordering trends, evolving SBA certification processes, and a more dynamic SAM.gov, the rules of the game aren’t changing overnight – but the playing field definitely is.
You’ll learn how these six trends are showing up in real proposals, registrations, and contract vehicles, why “good enough” boilerplate and outdated profiles are becoming a liability, and how disciplined, low-friction vendors can actually turn this wave of change into an advantage.
Whether you’re already winning federal work or gearing up for a stronger 2026, this episode will help you focus on the operational tweaks that matter most – so you can stay compliant, stay visible, and stay competitive as the new landscape takes shape.
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For years, “lowest price wins” ruled federal contracting, but that’s not the whole story anymore.
In this episode of FedBiz’5, we unpack how FAR changes, MAS reforms, and category management are pushing agencies toward true best-value decisions that weigh performance, past performance, and risk alongside price.
You’ll hear five practical ways to package value in your bids. From turning past performance into mission-focused case studies to proving real surge capacity and bringing “innovation receipts” instead of buzzwords, so evaluators have clear reasons to choose you even when you’re not the cheapest.
If you’re a small or mid-sized government contractor tired of racing to the bottom on price, this episode will help you rethink how you position your offers and win in a best-value world.
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AI just moved from buzzword to daily workflow inside federal agencies. GSA’s new OneGov deal with Perplexity means contracting officers will be using AI to research vendors, draft RFIs, and even summarize proposals — with your company often being “seen” by AI before a human ever looks you up.
In this episode of FedBiz’5, we break down what Perplexity actually does for the acquisition workforce, how it changes market research and evaluations, and why your SAM, DSBS, website, and capability statement now matter more than ever. You’ll learn what AI is really looking at when it builds a snapshot of your business, how the bar for written quality is shifting, and what practical steps you can take to stay visible, credible, and competitive in an AI-assisted federal marketplace.
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The new fiscal year is underway — and for small and mid-sized government contractors, FY 2026 is already shaping up to be full of promise.
In this episode of FedBiz’5, we break down the ten most strategic contracting categories where smaller firms can gain traction, from facility maintenance and infrastructure projects to healthcare tech and R&D innovation.
You’ll learn:
- Which agency priorities and budget trends are driving demand this year
- How to position your business for high-potential recompetes and small-business set-asides
- Why focusing on a few well-chosen lanes beats chasing every RFP that drops
- And how to use market intelligence to act early, find teaming partners, and anticipate buyer needs before your competition
Whether you’re a seasoned contractor or just expanding into new categories, this episode will help you refine your FY 2026 strategy, stay visible, and prepare to capture more awards in the months ahead.
Because in government contracting, the firms that understand where the money’s moving, and position themselves first, are the ones that keep winning.
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When Washington grinds to a halt, many contractors do too. The smart ones don’t. They use shutdowns as a strategic reset; a window to strengthen relationships, sharpen operations, and prepare for the surge when funds return.
In this episode of FedBiz’5, we break down the calm contractor’s playbook: how to triage active contracts, manage communication like a pro, stabilize cash flow, and rebuild momentum while competitors stand still. You’ll also learn how to use the downtime to polish your profiles, advance certifications, refresh your capability statement, and map out your “day one” reentry plan for when the government flips the lights back on.
Shutdowns are temporary, but the advantages of preparation aren’t. This episode will help you turn a federal pause into your next big opportunity.
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A federal shutdown can stall agency spending, delay awards, and leave even seasoned contractors wondering what’s next. But here’s the truth — a shutdown is federal, not final. While Washington pauses, procurement across state, local, and education (SLED) markets keeps moving.
In this episode of FedBiz’5, we explore how government contractors can pivot during a shutdown without losing momentum. You’ll learn why SLED opportunities often surge when federal activity slows, how local governments continue issuing contracts tied to infrastructure, public safety, and education, and why flexibility and visibility are key to keeping revenue flowing.
We’ll break down how to read shifting demand signals, adapt your marketing focus, and position your company for quick-turn opportunities — even when the federal process freezes. Because in government contracting, success isn’t just about who wins the bid; it’s about who keeps showing up when everyone else stands still.
If you’re ready to stay proactive, stay visible, and keep winning no matter what happens in D.C., this episode is for you.
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The FAR rewrite is the most sweeping change in federal procurement in decades, and for small business contractors, Part 19 is where the stakes are highest. This section of the FAR governs how and when contracts must be set aside for small firms, how socio-economic certifications like 8(a), WOSB, HUBZone, and SDVOSB are applied, and how prime contractors must engage with small business subcontractors.
In this episode of FedBiz'5, we break down the new Part 19 overhaul in plain language, explaining what has changed and why it matters. You’ll learn how the Rule of Two has been preserved and clarified to protect small business access, how tighter certification requirements make your status more meaningful, how sole-source authority has been centralized for easier use, and how subcontracting rules have been strengthened to expand opportunities for teaming and partnerships.
We’ll also cover why this rewrite is more than just regulatory—it’s strategic. With record levels of federal awards already flowing to small businesses, these changes help ensure the momentum continues. And more importantly, we’ll share the steps you should take now to be ready: updating certifications, strengthening your capability statement, engaging in market research, and building prime and subcontractor relationships that will position you for success.
If you want to understand how the new FAR Part 19 tilts the playing field in your favor—and how to turn the regulatory change into opportunity—this episode is for you.
Five minutes, countless opportunities.
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The Missile Defense Agency is preparing to launch one of the largest contracting vehicles in U.S. history: SHIELD—the Scalable Homeland Innovative Enterprise Layered Defense contract, valued at up to $151 billion over 10 years.
This episode of FedBiz'5 explains what SHIELD is, how it fits into the broader Golden Dome initiative, and why it’s structured differently from past defense contracts. Learn how the “all technically acceptable offers win” model works, what the 19 scope areas and 40 NAICS codes mean for participation, and where small businesses can find entry points through subcontracting and teaming.
You’ll also hear actionable steps contractors should take now to prepare—so when the final RFP drops, you’re positioned to compete with confidence.
Five minutes, countless opportunities.
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On October 1, 2025, major acquisition thresholds shift across federal contracting—and small businesses stand to benefit. In this episode of FedBiz'5, we break down the new rules from FAC 2025-06, including the micro-purchase threshold rising to $15K and the simplified acquisition threshold jumping to $350K.
We explain what’s changing, why these thresholds move, and most importantly, how small businesses can position themselves to win more awards. From becoming purchase-card ready to sharpening capability statements and leveraging commercial item status, this episode offers practical steps to prepare before the rule takes effect.
If you want to capture more of the federal spend flowing through streamlined lanes, this is the playbook you need.
Five minutes, countless opportunities.
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In this episode of FedBiz'5, we break down the 10 easiest government contracts to win and, more importantly, explain why they’re easier entry points for small and veteran-owned businesses. From janitorial services and office supplies to IT support, medical equipment, and staffing, these opportunities are recurring, accessible, and often set aside specifically for small businesses.
We also share practical strategies on how to position your company for success—from registering and obtaining certifications to leveraging market research for real-time market intelligence.
Whether you’re brand new to government contracting or looking for reliable wins to build your track record, this episode will help you identify low-hanging fruit and start competing with confidence.
Five minutes, countless opportunities.
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In this episode of FedBiz'5, we unpack the sweeping overhaul of FAR Part 12, the section that governs the acquisition of commercial products and services. Driven by Executive Order 14275, this reform simplifies procurement, raises acquisition thresholds, reduces red tape, and better aligns federal buying with commercial practices.
Learn what’s new, why it matters—especially for small businesses—and how contractors can position themselves to benefit. From higher ceilings and faster awards to streamlined documentation and better visibility, this episode breaks down the changes in plain language, so you’re ready to act.
Five minutes, countless opportunities.
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In this episode of FedBiz'5, host Sam Fields explores a proposed amendment by Rep. Derrick Van Orden that would direct the Department of Defense to establish annual contracting goals specifically for Veteran-Owned Small Businesses (VOSBs). While it hasn’t become law yet, this amendment holds promise for increased set-aside opportunities, greater visibility for VOSBs, and a fairer competitive landscape—if enacted.
Sam dives into what the proposal entails, why it could be a game-changer for veteran entrepreneurs, and how your business can get ready—and why staying active and prepared now could pay off later.
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In this episode of FedBiz’5, host Bobby Testa dives into a challenge every contractor faces—cutting through the noise in an increasingly competitive federal marketplace.
You’ve got the qualifications. You’re in SAM. Maybe you even have some past performance under your belt. So why are you still getting passed over?
Because in today’s government marketplace, being “qualified” isn’t enough.
Agencies want results. They want reliability. And they’re scanning hundreds—sometimes thousands—of vendors trying to find the safest bet for the mission. If your messaging doesn’t clearly show what makes you a standout, you might as well be invisible.
Bobby walks listeners through the top reasons most small and mid-sized contractors blend in—and exactly how to fix it. You’ll learn how to flip the script from "we do everything" to "here's the measurable value we bring."
Key points in this episode include:
- What “Best Value” really means to contracting officers
- Why most capability statements fall flat—and how to rewrite yours to hit
- The three differentiators that matter most: results, past performance, and team credibility
- A simple value formula you can use to reshape your proposals and pitches
- Tactical moves to update your SAM profile, DSBS listing, and boilerplate content
- How to avoid the “GovCon Generic” trap and create messaging that sticks
This isn’t theory. It’s a roadmap.
If you’re tired of getting ghosted after submitting bids or overlooked during market research, this episode is your reset button. From proposal prep to strategic teaming, Bobby gives you the framework to become a vendor agencies want to work with.
No more fluff. Just proven tactics to improve visibility, build trust, and win more.
Listen now to get clear, confident, and ready to stand out.
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In this episode of FedBiz'5, Bobby Testa breaks down Executive Order 14240—"Eliminating Waste and Saving Taxpayer Dollars by Consolidating Government Procurement"—and why it’s shaking up the entire landscape of federal contracting.
If you’re a current or aspiring government contractor, this EO isn’t background noise—it’s your new playbook.
Uncle Sam is cleaning house. The goal? Streamline procurement, eliminate duplication, and centralize control under the General Services Administration (GSA). Agencies are being asked to submit lists of their most commonly purchased goods and services—and GSA will take it from there. That means fewer contract vehicles, more centralized buying, and a big shift in how agencies shop for solutions.
This isn’t a budget cut. It’s a procurement evolution.
And the biggest shake-up? IT. The GSA is taking a stronger lead on tech procurement, from SaaS to cybersecurity. Programs like SEWP and CIO-SP are now under a microscope. If you’re in tech and not already tied into GSA contracts, it’s time to get moving.
Bobby’s five-step FedBiz'5 Survival Guide outlines exactly how to prepare:
- Audit Your Contracts: Know which vehicles are vulnerable to consolidation.
- Get GSA Ready: If you’re not on a GSA Schedule, now’s the time.
- Refocus Your Capability Statement: Emphasize cost-effectiveness and performance, not just qualifications.
- Engage Early: Don’t wait for the RFP—respond to RFIs and attend Industry Days.
- Team Strategically: Partnering with a GSA-savvy prime could be your fast track forward.
EO 14240 is not the end of opportunity—it’s a redefinition of it. Contractors who move quickly and align with GSA’s centralized priorities can come out ahead. The ones who wait? They risk becoming invisible.
The bottom line: Adaptability wins. Visibility is key. And staying passive is not an option.
🎧 Tune in now to hear Bobby’s straight-shooting take on what this means for your business, plus practical advice to get ahead of the curve.
📞 Need help? Call 844-628-8914 or visit FedBizAccess.com to schedule a complimentary consultation with a FedBiz Specialist today.
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In this episode of FedBiz'5, host Bobby Testa dives into one of the biggest shifts in government contracting: the rise of Artificial Intelligence (AI) in federal procurement. With more than 200 active AI use cases across federal agencies—from the DoD's Project Maven to the IRS's chatbot—AI is no longer emerging. It's operational, funded, and rapidly expanding.
Bobby breaks down five critical insights government contractors need to understand right now if they want to stay ahead in this evolving space. This episode isn't about theory—it's about real agency usage, real budgets, real compliance expectations, and real market strategies that help small to mid-sized contractors show up and compete.
You’ll learn:
- How AI is currently being used across federal agencies
- Where AI-related opportunities are growing (hint: DoD, VA, NIH)
- What regulatory expectations you need to prepare for (yes, FAR clauses are coming)
- How to position your AI capabilities in SAM.gov, DSBS, and capability statements
- Why early outreach—RFIs, Industry Days, OSDBUs, and teaming—is more important than ever
Whether your company offers AI tools, supports infrastructure, provides training, or consults on ethical compliance, this episode will show you how to align with what agencies are actually buying.
We also explore how tools like FedBiz365 can uncover pre-solicitation activity, highlight AI-related trends, and help you build a smart, targeted strategy based on real data—not guesswork.
And of course, Bobby keeps it real (and funny) as always, because what’s a discussion about AI and federal procurement without a little commentary on IRS hold music, fantasy football algorithms, and black-box buzzwords?
🎯 The question isn’t “Are agencies using AI?” It’s “Are they using yours?”
Need help getting visible in the AI procurement space? FedBiz Specialists are just a phone call away. From optimizing your SAM profile to building a winning capability statement to launching marketing campaigns that connect you with decision-makers—FedBiz Access is here to help.
📞 Call 888-299-4498 or visit FedBizAccess.com to schedule a complimentary consultation today.
—
Stay proactive. Stay visible. And if your AI becomes sentient, definitely tell legal.
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In this episode of FedBiz'5, host Bobby Testa shares practical, real-world advice for small businesses entering the government marketplace. Pulled from our popular "Top 10 Tips for New Government Contractors" blog, Bobby dives into the five most critical lessons new contractors need to know.
Key Takeaways:
- Learn the FAR: Focus on Parts 12, 13, and 19 to understand commercial items, simplified acquisitions, and small business programs.
- Optimize Your SAM.gov Profile: Your SAM registration is your storefront—make it complete, accurate, and keyword rich.
- Choose Strategic NAICS Codes: Align your codes with what agencies actually use when searching for vendors.
- Create a Strong Capability Statement: Stand out with a clear, sharp, and buyer-focused document—plus a 60-second snapshot video.
- Leverage OSDBUs: Agency small business offices are powerful allies—approach them prepared and professional.
Government contracting isn't just for big players. With the right approach, smart small businesses can thrive.
If you need expert help navigating registrations, marketing, or agency outreach, FedBiz Specialists are just a call away. Schedule a complimentary consultation today by calling 888-299-4498 or visiting FedBizAccess.com.
Listen now and start winning smarter!
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In this episode of FedBiz'5, host Bobby Testa breaks down the recently signed stopgap funding bill and what it means for government contractors heading into the rest of Fiscal Year 2025.
The stopgap bill—signed into law by President Trump on March 15—keeps the government funded through the end of September 2025. But while the total budget may look similar to last year, a closer look reveals major changes in how those dollars are being allocated. With defense spending seeing a $6 billion increase and non-defense discretionary funding dropping by $13 billion, the impact across different sectors is already being felt.
Bobby walks you through a sector-by-sector breakdown, highlighting which industries are likely to thrive and which ones need to pivot quickly. From defense and aerospace (big winners), to construction, IT services, healthcare, and education (more mixed or at risk), this episode delivers actionable insights you can use to adjust your contracting strategy today.
You'll also learn:
- Why Contracting Officers are more overwhelmed than ever—and what that means for small businesses
- Why proactive marketing isn’t optional anymore—it’s essential
- How socio-economic certifications still provide a competitive edge, especially in a tighter funding environment
- Why FedBiz Access’s MatchMaker subscription might be the exact strategy, research, and marketing tool your business needs right now
If you're a government contractor—or thinking about entering the market—this episode is packed with must-know info to help you stay ahead of the curve.
Don’t wait for opportunities to find you. Learn how to position your business for success in the face of shifting federal priorities.
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In this episode of the FedBiz'5 podcast, host Bobby Testa sat down with senior government contracting specialist Frank Krebs to discuss the changing landscape of government contracting under the new Trump administration. With small businesses wondering what 2025 holds, Frank provided key insights and strategies to stay competitive.
What Small Businesses Should Expect
With the administration’s first 100 days underway, many agencies like the Department of Education and the EPA are facing potential budget cuts, creating uncertainty. However, Frank emphasized not to panic—billions in government contracts will still be available, particularly in stable sectors like the Department of Defense and Homeland Security.
Additionally, businesses should anticipate a slowdown in new government contract awards as agencies reassess budgets and priorities. While this may seem like a setback, it also presents an opportunity to refine strategies and establish stronger relationships with contracting officers.
Key Strategies for Success
- Reassess Your Position – Review your SAM.gov and DSBS profiles to ensure accuracy and relevance. Make sure they align with your current business goals and capabilities.
- Update Your Capability Statement – Your capability statement is often the first impression contracting officers get of your business. Ensure your NAICS codes, past performance, and contact details are up to date.
- Increase Government Marketing – Now is the time to reach out to contracting officers before they get overwhelmed. Building relationships now will keep you top-of-mind when contracts become available.
Why Market Now?
Although new contract awards may be slow, contracting officers are preparing for an influx of work. They are currently reviewing potential vendors, making this the perfect time to establish connections. By reaching out now, sending capability statements, and scheduling briefings, businesses can position themselves ahead of the competition.
Another key factor is the expected reduction in available contracting officers due to hiring freezes and potential agency restructuring. When contracts begin flowing again, many officers will be handling the workload of multiple people. If your business has already established a relationship with them, you’re far more likely to be on their radar when they need vendors quickly.
Final Thoughts
Frank advises small businesses to stay informed through the FedBiz Access website and continue positioning themselves for upcoming opportunities. Being proactive, staying compliant, and refining marketing efforts now will put businesses in a prime position for future government contracts.
If you haven’t already, start optimizing your government contracting strategy today. Need help navigating government contracting? Schedule a free consultation with a FedBiz Specialist today! Call 888-299-4498 or visit FedBizAccess.com.
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This week, host Bobby Testa spoke with Lee Gilliard, a U.S. Army veteran, real estate expert, and founder of Bennu Contracting Services. Lee shared his inspiring journey into entrepreneurship, his vision for government contracting, and practical tips for small businesses navigating the federal marketplace.
From Army Veteran to Business Owner
Lee Gilliard began his career in the U.S. Army, developing discipline and leadership skills. After eight years of service, he used his GI Bill to earn an MBA and launched a successful real estate career in Charleston, SC. With over 20 years of experience, including a $10 million redevelopment project at the historic Charleston City Market, Lee’s background prepared him to launch Bennu Contracting Services.
His company focuses on optimizing operations for clients, blending his expertise in real estate and his commitment to strategic goals.
Why Government Contracting?
Government contracting had been a long-term goal for Lee, beginning with his graduate thesis in 2014. For him, it represents financial independence and the American dream.
Why pursue government contracts?
- Steady, reliable revenue.
- Set-aside programs create opportunities for small businesses.
- A clear path to growth and success.
Strategic Growth Through Certifications
Bennu Contracting Services leverages certifications to access set-aside contracts:
- Disabled Veteran-Owned, Women-Owned, and Minority Business Enterprise: These certifications open doors to exclusive opportunities.
- Set-Asides: Lee aims to win three to five contracts annually.
- 8(a) Program: Joining the SBA’s 8(a) program within three years will help scale the business.
Partnering with FedBiz Access
Lee credits FedBiz Access for helping him navigate the complexities of government contracting. Here’s why:
- Expert Support: From SAM registration to capability statements, FedBiz Access provides comprehensive assistance.
- Reputation: With 20+ years of experience, they’re a trusted partner for small businesses.
- Customer Focus: Lee praised their dedication, calling them “professionals who go above and beyond.”
Advice for Aspiring Contractors
Lee offered actionable advice for businesses considering government contracting:
- Define Your Niche: Know what products or services you’ll offer.
- Partner Strategically: Work with experts like FedBiz Access to streamline the process.
- Leverage Certifications: Credentials like Veteran-Owned or Women-Owned certifications set you apart.
Lessons Learned and Looking Ahead
Lee’s journey highlights the importance of preparation and resilience. By combining his military experience, business acumen, and strategic planning, he’s building a thriving business in the federal marketplace.
His story underscores these key takeaways:
- Stay informed about programs like the 8(a) set-asides.
- Seek experienced guidance.
- Invest in certi
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2024 is a WRAP! If you’re a government contractor looking for insights to stay ahead in the federal marketplace, this episode had you covered. Host Bobby Testa wrapped up the year with key takeaways on trends, challenges, and what to expect in 2025. Here’s what you need to know.
Technology’s Impact on Government Contracting2024 saw a major rise in technology adoption across federal contracting. Tools like AI-driven analytics and e-procurement systems are making processes faster, smarter, and more transparent.
Why this matters:
- Streamlined processes save time.
- Real-time insights improve decision-making.
- Digital tools help you stay competitive.
If you’re not already leveraging tech to improve operations and proposals, now’s the time.
Sustainability and Green InitiativesThe federal government continues to prioritize sustainability in contracts, rewarding businesses with eco-friendly solutions.
How to align:
- Integrate sustainable practices into your operations.
- Highlight certifications like LEED or green processes.
- Showcase efforts in your proposals to stand out.
Green contracting isn’t just a trend—it’s the future.
Regulatory Updates for Small BusinessesThis year brought changes aimed at improving accountability and creating opportunities for small businesses:
- Updates to small business contracting rules have helped minority-owned, women-owned, and veteran-owned businesses compete for awards.
- Compliance remains critical, so stay informed to maintain eligibility.
**Challenges in 2024: Supply Chains and Cybersecurity
Supply Chain Disruptions**Ongoing shortages and delays posed challenges for many contractors. Strategies for success include:
- Diversifying suppliers.
- Developing contingency plans.
- Keeping buyers informed of solutions.
Cybersecurity ThreatsCyber risks remain a top concern for contractors handling sensitive government data. To stay secure:
- Invest in robust cybersecurity measures.
- Train your team to identify threats.
- Maintain compliance with cybersecurity standards like CMMC.
Key Areas to Watch in 2025
- Advancing Technology: AI, blockchain, and digital tools will continue to shape contracting.
- Sustainability Initiatives: Government agencies will prioritize eco-friendly solutions.
- Cybersecurity: Strong defenses are no longer optional—they’re essential.
Lessons in ResilienceDespite challenges, many businesses thrived through adaptability. From pivoting to digital tools to fortifying supply chains, success stories prove that staying flexible is the key to growth.
Need Help Navigating the Marketplace?If you’re ready to tackle 2025 with confidence, FedBiz Specialists are here to help. From optimizing your SAM registration to building standout capability statements, w
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Navigating the federal contracting landscape can be challenging, especially when deciphering notices on SAM.gov. In the latest FedBiz'5 podcast, we explored the types of contract opportunities available and how contractors can leverage them to succeed. Here’s a breakdown of the key notices and what they mean for your business.
1. Award Notices and Special Notices
- Award Notice: Announces contract awards, detailing award amounts and successful bidders. While no action is required, these notices offer insights into pricing and potential subcontracting opportunities.
- Special Notice: Used to share event details, procurement forecasts, or pre-bid conference schedules. Though they don’t present immediate bidding opportunities, they are crucial for networking and understanding future procurements.
2. Sources Sought Notices
Sources Sought notices are part of the government’s market research, identifying qualified vendors for upcoming opportunities.
Action Step:
Responding is a prime opportunity to market your business to government buyers. Submit your capability statement, highlighting your NAICS and PSC codes, certifications, and unique value. Even a brief response can increase your visibility and position your company as a go-to vendor.
3. Pre-Solicitation Notices
Pre-solicitation notices alert vendors about upcoming solicitations. These may include an "interested vendors list," which allows you to express interest and gain visibility. By responding, you can help influence procurement strategies, such as advocating for small business set-asides.
4. Solicitations and Combined Synopsis/Solicitations
These are the formal opportunities to bid. Combined synopsis/solicitations typically include more upfront details and are often used for simplified acquisitions.
Pro Tip:
Carefully review all instructions and evaluation criteria in the solicitation. Ensure your response aligns with the government’s expectations to avoid disqualification.
Best Practices for Contractors
- Stay Proactive: Track notices that align with your capabilities and act early.
- Showcase Your Strengths: Ensure your capability statement is updated and accessible.
- Build Relationships: Use special notices and events to network with buyers.
- Follow Instructions: Always adhere to the detailed requirements in solicitations.
Why Choose FedBiz Access
For over 23 years, FedBiz Access has helped clients win $35.8 billion in awards. Our experts provide tailored solutions, including capability statements and government-focused landing pages, to help you succeed in the federal marketplace.
Get Started
FedBiz Access specialists are here to guide you through the complexities of government contracting. Schedule a complimentary consultation today by calling 888-299-4498 or visiting FedBizAccess.com
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In this episode of FedBiz'5, host Bobby Testa delves into a crucial yet often overlooked topic for businesses looking to break into or expand within the government marketplace: online visibility and a dedicated government landing page.
Imagine you’ve invested time and resources to win federal contracts, but the agencies you’re pitching to can’t easily find relevant information about your business. Sound familiar? That's where a government landing page comes in—acting as your digital front door to federal opportunities. Bobby explains how this specialized page serves as a centralized hub, showcasing your capabilities, past performance, and value proposition tailored specifically to government clients. He discusses how an optimized landing page not only boosts your credibility but also improves accessibility and search engine visibility, making it easier for government buyers to find and evaluate your business.
Tune in to learn exactly what content to include on your landing page, from core competencies and success stories to certifications and quick contact info, and discover how a well-crafted government landing page can be the difference between securing a federal contract or being overlooked. Bobby’s insights make it simple for contractors of all experience levels to create an impactful online presence that opens doors to federal opportunities.
Listen now to discover why a government landing page is essential for any business looking to succeed in government contracting, and make it your business’s next strategic investment!
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Visibility is key in government contracting. On this episode of FedBiz'5, new host Bobby Testa dives into this critical topic with senior government contracting specialist Frank Krebs. Their insightful discussion, geared towards enhancing your company’s visibility to government buyers, is packed with valuable strategies and tips.
Understanding the Role of Contracting Officers
Contracting officers play a pivotal role in the procurement process, tasked with finding companies that can fulfill government needs. This involves extensive market research to identify potential vendors that can meet specific requirements, often looking within socioeconomic categories such as veteran-owned or women-owned businesses. Understanding what contracting officers seek and how they conduct their research is the first step in making your company more visible.
The Art of Making Your Company Visible
Frank Krebs explains that visibility isn't achieved through a one-time effort but through a continuous, strategic process. Here are key areas he highlights:
- Registration and Presence on SAM.gov
Ensure your company is not only listed on SAM.gov but stands out. Your profile should be comprehensive, including detailed information in the Dynamic Small Business Search (DSBS) and ensuring all relevant NAICS codes and keywords are included.
- Capability Statement
This document is your government resume. Make it professional and impactful—this is often your first impression.
- Active Marketing
Reach out to contracting officers directly, attend conferences, network, and respond to Sources Sought announcements. It’s about putting your business where opportunities are.
- Online and Social Media Presence
Government buyers use all resources at their disposal, including Google and social media like LinkedIn, to research potential vendors. Ensure your online presence is robust and reflects your business positively.
Why Continuous Effort is Necessary
Visibility in government contracting is not a static achievement but an ongoing process. Here's why continuous effort is crucial:
- Government Needs Constantly Evolve: What's required today may change tomorrow. Keeping your company's information up-to-date and relevant is vital.
- Competition is Fierce: New businesses enter the government marketplace regularly. Standing out requires keeping your company’s profile and capabilities fresh and engaging.
- Contracting Officers Are Risk-Averse: They prefer companies with proven track records and clear, accessible information about their capabilities and past performance.
Final Thoughts from Frank Krebs
Perseverance and proactive marketing are key to breaking into and succeeding in government contracting. Continually update your business’s information and work with partners who can elevate your visibility. This approach not only enhances your profile but significantly increases your chances of winning government contracts.
How Can FedBiz Specialists Help?
Remember, enhancing your com
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Welcome back to our detailed discussion on mastering the proposal process, a crucial stage for success in government contracting, brought to you by the latest episode of FedBiz'5. Host Jesse Sherr and expert Frank Krebs delve into the essentials of creating compelling government proposals.
Understanding Proposal SignificanceFrank Krebs emphasizes that a proposal is your chance to showcase your value and how well you understand the government's needs. Mastering this document is vital as it determines whether your business can compete effectively in the government marketplace.
Starting Points: Understanding Solicitation RequirementsThe foundation of a strong proposal is understanding the solicitation's specifications, detailed in Sections "L" and "M" of federal contracts. These sections outline submission guidelines and evaluation criteria, respectively. Misunderstandings here can disqualify you prematurely, making precise compliance crucial.
Tailoring and DifferentiationAligning your proposal to meet the government's specific needs is critical. Demonstrate how your solutions solve their problems uniquely and effectively. Stand out by clearly articulating added value and ensuring your proposal is both concise and memorable, aiding reviewers who navigate numerous submissions.
Common Pitfalls to AvoidAvoidable mistakes include missing deadlines and failing to substantiate capability claims. Such errors can significantly damage your proposal’s credibility. Ensuring accuracy and punctuality is non-negotiable.
The Importance of RevisionsFrank stresses multiple revisions and external reviews to refine your proposal. This critical feedback can unveil overlooked elements and strengthen your submission.
Conclusion and SupportCreating an effective government proposal is about detailed adherence to guidelines and innovative problem-solving. If you find this process overwhelming, FedBiz Specialists are ready to assist, ensuring you’re supported in navigating the complexities of government contracting,
For further insights and support, visit FedBiz Access at fedbizaccess.com or call 888-299-4498. Thanks for tuning into this episode of FedBiz'5—your guide to transforming opportunities into successful contracts in the federal marketplace.
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The latest FedBiz'5 episode, featuring Jesse Sherr and Frank Krebs, offers a deep dive into engaging with government buyers and contracting officers—crucial for anyone looking to make headway in this sector.
Understanding the importance of initial contact with government buyers is vital. Frank Krebs emphasizes that this first step is about building a connection and understanding government needs, rather than just selling. It's crucial for small businesses to align their solutions with government priorities proactively, as waiting until opportunities are formally announced can be too late.
Preparation is key; knowing an agency's mission and how your business can contribute is fundamental. Approach these opportunities with a partnership mindset, respecting the buyer's time and clearly understanding their needs. This sets the stage for a fruitful conversation and establishes a base for potential collaboration.
Krebs also highlights the importance of relationship building in this sector. Trust and reliability are paramount, as government buyers prefer to work with familiar and proven vendors. Just like returning to a favored restaurant, government buyers tend to stick with vendors who have made positive impressions in the past.
The discussion extends beyond initial meetings, emphasizing the necessity of maintaining open lines of communication. Being seen as a resource, subject matter expert, and partner is essential for forging lasting relationships.
The episode leaves us with several takeaways:
- Establishing a genuine connection is more crucial than selling.
- Proactive engagement and alignment with government needs are essential.
- In-depth preparation and a partnership approach are key.
- Building and maintaining relationships are central to long-term success.
This journey into government contracting is about learning, adapting, and building connections. While the process can be challenging, the right approach and resources, like coaching from a FedBiz Specialist, can make navigating this landscape much more manageable.
Thank you for joining us on FedBiz'5. Here's to your success in the ever-evolving world of government contracting!
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If you've been navigating the labyrinth of Federal Acquisition Regulations (FAR) and finding it a tad overwhelming, you're not alone. That's why you need to tune into the latest episode of FedBiz'5, where host Jesse Sherr and FAR guru Frank Krebs break it down for us in a way that's as enlightening as it is entertaining.
Why Listen to This Podcast?Frank Krebs, a seasoned government contracting specialist, joins Jesse in a candid conversation that strips away the complexities of FAR. They dive into what makes FAR the backbone of federal procurement and how it ensures fairness and integrity in government buying processes. Frank puts it simply, "The FAR is basically the playbook for all federal procurement."
Making FAR Less Daunting
The beauty of this podcast lies in its straightforward approach. Frank emphasizes that while the FAR may seem vast, not every part applies to every business. It's about focusing on the relevant sections and staying updated with changes. He suggests using resources like the Federal Register and compliance software systems to stay on top of these updates.
Technology to the Rescue
Frank delves into how technology, particularly compliance software, can be a lifesaver for businesses dealing with the dense FAR. These systems not only alert you to regulatory updates but also assist in record-keeping and compliance checks.
Seeking Expert AdviceWhen things get tricky, Frank advises not to shy away from seeking professional advice. "A misinterpretation can be very costly," he warns. Consulting with a FAR expert or specialized attorney can provide clarity and guidance through the complexities.
Building a Business of IntegrityIt's not just about dodging audits or penalties. Frank stresses the importance of understanding the spirit behind FAR regulations. "It's about building a business that's reputable, reliable, and ready for long-term success," he adds.
Final Nuggets of WisdomFrank leaves us with a powerful thought - compliance is a path, not a hurdle. He suggests partnering up with firms like FedBiz Access, who can provide a clear route to not just compliance but success in government contracting.
Why FedBiz Access?
FedBiz Access is not just a sponsor of this enlightening podcast; they're the real deal in government business development. With over 23 years of experience, they've been the guiding light for small and medium-sized businesses trying to make their mark in the government marketplace. Their expertise in navigating the FAR and other intricacies of government contracting is unparalleled.
Get Connected!If this episode of FedBiz'5 sparked your interest, imagine what a consultation with a FedBiz Specialist could do for your business. Remember, FedBiz Access is here to simplify government contracting and help you understand and apply the FAR with ease. Don't hesitate to reach out to them at fedbizaccess.com or call them at 888-299-4498 for a complimentary consultation. Remember, your success in government contracting is just a conversation away!
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Navigating the complex world of government contracting can be daunting for small businesses and government contractors. This new episode of the FedBiz'5 Podcast, hosted by Jesse Sherr with guest Frank Krebs, a seasoned government contracting specialist, shines a light on the indispensable skill of forecasting for success in this competitive sector.
Forecasting is likened to a business's GPS, guiding companies through the competitive landscape to identify and prepare for opportunities before they become visible to the competition. This proactive approach is crucial, especially for small businesses aiming to gain an edge over larger firms.
Krebs emphasizes the value of the Market Intel Database, a tool that democratizes information, allowing businesses to make rapid, well-informed decisions. The agility of small businesses, coupled with such powerful intel, can level the playing field against bigger competitors.
The discussion delves into practical applications of the database, illustrating how it can aid businesses in anticipating market demands, understanding policy changes, and preparing strategic bids. Competitive analysis, another feature of the database, provides insights into competitors’ activities, revealing market gaps and helping tailor unique business strategies.
As we approach 2024, Krebs advises businesses to focus on adaptability to technological advancements and policy changes. Forecasting is not a one-off task but a continuous process of learning and adaptation. His parting advice encourages resilience and the use of available tools to refine forecasting skills over time.
For government contractors and small business owners, this podcast episode is a goldmine of strategic insights. It not only underscores the significance of forecasting but also offers a guide to staying informed and competitive in the ever-evolving domain of government contracting.
To those looking to master the art of forecasting, remember that like any skill, it requires practice. Utilize resources like the Market Intel Database, and embrace continuous learning to navigate the future of government contracting with confidence.
_______________________________________________________________________________________________
FedBiz Access (“FedBiz”) has an experienced team that works with small businesses and takes the time to get to know your business and ask questions to ensure you have a solid contracting plan. FedBiz is a leading government contracting business development and marketing firm that provides engagement strategy coaching, SAM & DSBS registration, set-aside certification registrations, GSA Schedules, and targeted market research.
FedBiz has over 22 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
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Host Jesse Sherr sits down with government contracting specialist, Frank Krebs, to discuss the importance of early preparation for the upcoming fiscal year. They delve deep into the misconceptions surrounding government contracting and provide valuable insights for small businesses.
Key Takeaways from the Episode:
- Government Contracting is for Everyone: Contrary to popular belief, government contracting isn't just for big businesses. The government is a vast buyer, and there's a slice of the pie for everyone, including small businesses.
- The Importance of Early Preparation: Just like any big event, you wouldn't want to wait until the last minute to prepare. Early planning allows businesses to understand the regulatory environment, contracting requirements, and develop unique selling propositions.
- Steps for Early Preparation:
- Develop a professional capability statement and website.
- Understand federal buying patterns and align your business strategies.
- Optimize registrations and listings.
- Build relationships with government buyers and decision-makers.
- Prepare for bid proposals effectively.
- Position for expiring contracts.
- Capacity Building and Training: Early planning helps identify gaps in team skills or qualifications, ensuring your team is well-equipped to meet all contract requirements.
- Compliance and Financial Readiness: Understanding federal acquisition regulations and having the necessary financial resources are pivotal when bidding.
- Final Thoughts: By preparing now and partnering with knowledgeable advisors like FedBiz Access, small businesses can secure lucrative contracts and establish themselves as reliable long-term partners in government contracts.
Success in government contracting is about preparation and positioning. As Frank Krebs aptly puts it, it's about seizing current opportunities and establishing a solid foothold in the marketplace.
We'd like to extend our gratitude to Frank for sharing his invaluable insights. For our readers, if you're a small business owner, now's the time to start planning for the fiscal year 2024. If you need help preparing for a prosperous 2024 by updating your capability statement, finding the right buyers, or marketing, schedule a complimentary consultation with a FedBiz Specialist.
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In episode 50 of FedBiz'5, Jesse Sherr welcomed Senior Contract Specialist, Frank Krebs, for a deep dive into how businesses can effectively collaborate with the Federal Emergency Management Agency (FEMA) during disaster response initiatives.
The Role of FEMA During Disasters
When natural disasters strike, as was seen with Hurricane Idalia in Florida, FEMA's role intensifies. Its goal? To partner with suppliers and stakeholders in rebuilding and relief efforts. The bridge between the agency and potential suppliers is the Industry Liaison Program (ILP).
Getting Noticed by FEMA
Frank Krebs explained the importance of businesses ensuring their products or services align with FEMA’s needs. This means:
- Keeping registrations up-to-date.
- Ensuring that the "disaster response registry" box in the System for Award Management (SAM) registration is checked.
- Referring to resources like FedBiz Access's 2020 FEMA Annual Agency Report to understand FEMA’s buying habits.
What Does FEMA Purchase?
FEMA’s requirements cover a vast spectrum, particularly after a declared disaster. They might need water, hygiene kits, mobile homes, temporary labor, janitorial services, debris cleanup and removal, or even power tools. The list is extensive.
Navigating FEMA's Acquisition Process
Unlike other federal agencies, FEMA's acquisition process is characterized by immediacy. Most contracts issued by FEMA are of a direct, immediate nature in response to recent disasters. After identifying a need, FEMA conducts market research, prepares a solicitation, and then either announces the opportunity on SAM.gov or follows the simplified acquisition process. Contractors identify these solicitations, prepare responses, bid, and FEMA evaluates these bids, issuing awards based on established criteria.
Understanding Acquisition Thresholds
Frank cleared up some common terminology for listeners:
- Micro Purchase Threshold: Allows small purchases without multiple quotes. Typically set at $10,000 for various projects but increases to $20,000 during disasters.
- Simplified Acquisition Threshold: Normally up to $250,000, but during declared disasters, this jumps to $750,000. This design aims at facilitating swift purchases and expanding the market for small businesses in government contracting. Only small businesses can participate in simplified acquisitions.
- Additional Advice for Businesses Eyeing FEMA Contracts
Visibility and trust reign supreme. It’s crucial to ensure that FEMA knows about your business and your capabilities. Contracting officials often favor businesses they recognize, making it essential to boost visibility through engagement and marketing. If you need help, FedBiz Access provides various solutions to put contractors in front of the right buyers.
Frank emphasized that partnering with FEMA goes beyond business—it's about supporting communities in their rebuilding endeavors. Working with FEMA is not solely a business transaction. It’s a contribution to rebuilding communities hit by disasters.
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Interested in diving deeper into how FEMA collaborates with government contractors? Download our free FEMA Guide to learn more about the ins and outs of this partnership. Visit FedBiz Access at fedbizaccess.com
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Government contracting can be a lucrative avenue for businesses looking to expand their portfolio. However, understanding the intricate details and requirements is paramount. In this episode of FedBiz'5, Jesse Sherr sat down with Senior Contracting Specialist, Frank Krebs, to discuss the crucial steps a small business needs to take when deciding if they should bid on a government opportunity that aligns with their core competencies.
The Preliminaries
Frank emphasizes the importance of thoroughly reading the government's statement of work and any request for proposal (RFP) or quote before diving into the bidding process. There are stringent requirements potential vendors must meet, especially when dealing with the federal government.
- Determine the Type of Contract: First, identify if the contract is a Set-Aside. If the solicitation appears on SAM.gov, it will outline any Set-Aside requirements. Understand if your firm qualifies for such bids.
- Review the Full Document: Beyond the statement of work, one should be vigilant about any additional requirements or licensing that the government mandates. Does your company meet these prerequisites?
- Pre-Bid Conference or Site Visit: Some contracts require mandatory pre-bid conferences or site visits. These sessions provide essential information and a chance to meet key players like the contracting officer. Make sure you can attend these or have someone representing your organization.
Key Sections of a Federal RFP
For those new to the RFP process, Jesse brought up the lettered sections seen in most RFPs. Frank elucidated on the most crucial sections:
- Section B: Details the supplies, services, and the associated price/costs. Here, you'll find contract line item numbers (CLINs) covering all billable items. Understand if the contract is fixed-price, where fees are constant, or a cost-reimbursement, where contractors bear costs upfront and then bill for reimbursement.
- Section C: A comprehensive breakdown of the description, specifications, and statement of work. It's essential to assess whether your company can deliver on these stipulations within the specified timeframe.
- Section L: It highlights instructions, conditions, and notices for offerors. This section provides the contract type, performance period, and instructions for your bid's construction.
- Section M: Discusses how proposals will be evaluated. Recognize the importance and weightage of each requirement to prepare a competitive bid.
Other Crucial Considerations
Even if there are no apparent impediments, Frank advises businesses to review other factors before preparing their bid:
- Time and Resources: Does your firm have adequate time and the necessary resources to prepare a comprehensive bid? Depending on the contract's complexity, it might require a larger team and a more extensive resource commitment.
- Subcontractor Needs: Evaluate if you'll need subcontractor support to meet specific requirements or to bolster your staff. A key question to ask is whether including a subcontractor will significantly enhance your proposal's chances.
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Ms. Tonya Crist **– Making an impact by driving growth. “We like playing in the dirt for a living!”
Tonya is the co-founder of Insite Consulting Group LLC (“ICG”), specializing in economic development, site selection, and infrastructure assessment and development. She helps businesses and communities grow by preparing them to attract jobs and investment.**With 30 years of experience and a proven track record of success, Tonya has represented some of the largest organizations in the world in making multi-million and multi-billion-dollar decisions.
ICG also provides an array of additional services including incentive negotiations, workforce development, construction advisory, and training for business and government organizations worldwide.
Tonya began working with FedBiz Access in 2022 for her Women-Owned Small Business and Women Business Enterprise (“WOSB/WBE”) Certifications. In addition, she has worked with FedBiz Access to maintain her SAM & DSBS registrations, and to help grow her business in the government marketplace with a marketing package including, a Professional Website, Capability Statement, Market Intel Database, and both the Federal and Local Connections Package (“FCP” and “LCP”).
In her interview, Tonya shares some of her industry experience, and why she chose to work with FedBiz Access.Tonya's journey began in Greenville, South Carolina, where she graduated from Clemson University. She subsequently joined Fluor Corporation, an international engineering and construction firm. Her position with Fluor took her around the world working on major site selection and construction projects.
“I received a lot of exposure to things like community development, economic development, site selection, location strategies, workforce development, etc. I started my own company because I have a desire to help communities, businesses, and government organizations spend their money well by making the right investments for growth,” said Tonya.
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MatchMaker is an affordable monthly subscription service providing businesses with a clear roadmap for navigating government contracting and building buyer relationships. It offers visibility, expert consultations, a tailored weekly opportunities list, all with a step-by-step government marketing strategy. It's all about helping businesses consistently market their business to help them win government contracting awards.Are you a business interested in government contracts? MatchMaker is truly a game changer for those looking to make their mark in the government contracting space. This new subscription service helps you find and pursue award opportunities. It's like three tools rolled into one designed to give businesses, especially small businesses, the edge they need to succeed.
Total Market Visibility SubscriptionWith MatchMaker, you get total market visibility. It connects businesses with the right buyers using a proprietary database. It also provides government engagement coaching. This coaching helps businesses communicate effectively and build relationships with government buyers and small business specialists. This sets your business apart from others and gives you an advantage over your competition.
I. Monthly Federal MarketingMatchMaker follows a four-step process to help connect you to the right government buyers and businesses build relationships with agency offices.
Step 1: Research and identify government buyers who have purchased similar products or services, as well as the small business specialists in the agencies you are targeting.
Step 2: Introduce you to these buyers with personalized emails and provide their contact information, including name, phone number, and email in a downloadable format.
Step 3: Provide you with government engagement coaching and calls scripts for contacting and following up with these buyers. This gives you the confidence to connect directly with your targets to build relationships and win awards.
Step 4: By repeating this process, you will establish your brand and capabilities with government contracting officers and their agencies.
**II. Monthly Opportunities and Strategy Coaching
Review open solicitations/RFPs/RFIs/RFQs and engagement coaching. Our goal is to help you find valuable contract opportunities that match your capabilities. You get expert consultation from a contracting veteran with 20+ years in the federal government and 12 years working for prime contractors such as Raytheon and General Dynamics.
Duri**ng these sessions, you get personalized advice on the best government opportunities that most closely align with your specific products or services. It's like having a personal coach guiding you towards success. Plus, you also receive engagement coaching, which helps you speak confidently in the language of government buyers.
III. Weekly Email with Award OpportunitiesYou receive a weekly email of government bid opportunities that are customized to your industry and specific competencies based on your NAICS Codes and keywords.
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The keys to proposal writing are to make sure you clearly understand what the government agency is asking for and can meet their requirements. This is your “Go - No Go” decision point and saves you time and resources from chasing solicitations you cannot qualify for or fulfill. Be realistic in your approach and prepare in advance so you can compete for and win on the proposals that meet your capabilities.In this episode of FedBiz’5 we host Darrell Hammond, a senior proposal development consultant that handles capture management and proposal management. For over 10 years Darrell has helped companies bind, track, and create federal, state, local and commercial bids. Darrel has worked with a variety of 8(a), small and disadvantaged businesses, as well as businesses transitioning from small to large, and large multibillion dollar businesses.
What is the main component of a successful government contract bid and how does it differ from proposal management in the private sector?The most important part of proposal management in the government space is compliance. The government is typically looking for more information than you would submit for a commercial bid. Government proposals have additional compliance components for submission known as the Federal Acquisition Regulations ("FAR").
The federal government is compelled to request certain disclosures and information prior to awarding any contract. This is the primary difference from the private sector, government compliance to the solicitation format. A good starting point for preparing your response to a government proposal is creating an outline document, sometimes referred to as a compliance matrix, so that you carefully follow the directions and the evaluation criteria to make sure all sections are thoroughly completed.
What common mistakes do businesses make when submitting bids?One common mistake many businesses make is not understanding how many people and what specific skills are needed for the proposal process. This is especially true for smaller businesses and those new to government contracting. It's important to have enough people available with the skills required to make sure your bid is submitted on time and in compliance.
Another common mistake comes from not having prior experience with government contracts. If you've never seen a solicitation or proposal format for a government contract in your industry, it's difficult to deliver a bid that meets the same quality, compliance, and completeness standards as a more experienced competitor.
How can businesses avoid these common mistakes?It’s important to understand the requirements, have a schedule for submitting documents, and a process for reviewing and adjusting your proposal. Once you gain mastery in identifying the necessary compliance steps, information required, and experience for your team, the process of developing your proposal flows much smoother.
Starting from scratch with no outside help can be challenging as you have no existing context for what’s required and no pre-defined content. However, as you gain experience and submit compliant bids, you can reuse and adapt content from previous proposals for future bids. This is a big time-saver for future turnaround time in proposal management.
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In today’s fast-paced world, people’s attention spans are short. You only have about 30 seconds to grab someone’s attention before you lose the opportunity. Always leave them wanting more!In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs to explain the importance of a well-rehearsed 30-second introductory elevator pitch.
Having a clear and concise company pitch is crucial when you want to catch someone’s attention quickly. Whether you’re meeting a representative at a networking event, conference, or making a cold call, you need a short introduction that captures their interest and leaves them wanting to know more.
Why do you need a good introductory elevator pitch?When you meet new people, you want to grab their attention quickly. That's where an ‘elevator pitch’ comes in handy. It's a short and easy-to-understand description of your company, products, or services.
The goal is to spark interest and start a conversation, not to make a sale right away. Your pitch should focus on how you can help the other person and end with a request to connect again soon.
Why keep the pitch to around 30 seconds?In our fast-paced world, people's attention spans are short. You only have about 30 seconds to grab someone's attention. If you take longer, you might lose the opportunity. So, keeping your pitch brief and engaging is crucial to making a good first impression and keep their attention.
How to prepare your pitch:
- Start by acknowledging the person you're talking to by name.
- Introduce yourself with your full name and mention your company.
- Share an interesting fact or statistic about your company or products to create a "hook" and generate interest.
- Focus on the top few items you specialize in or that the recipient is interested in.
- Be friendly, engaging, and personable.
- End your pitch with a question - “Does that sound like something your organization can benefit from?” Or “Is this something that might interest you?”
- After your pitch, always conclude with a request to connect again in the very near future.
**Examples of a good elevator pitch:
Example 1: "Hi, Mr. Johnson. My name is Sarah, and I represent Quality Tech Solutions. We specialize in providing innovative IT solutions to government agencies. In fact, our services have helped organizations like yours increase their operational efficiency by up to 40%. I'd love to connect further to discuss how we can support your team in achieving their technology goals. Does that sound like something your organization can benefit from?"Example 2: "Hello, Ms. Rodriguez. I'm Mark from EcoSolutions. We're an environmental consulting firm dedicated to creating healthier and sustainable work environments. Our cutting-edge air purification system eliminates nearly 99% of germs, significantly improving indoor air quality by over 70%. I believe this could be a valuable asset for your government office. Would you be interested in exploring how our solution can benefit your team?"Continue Reading at FedBizAccess.com**
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**Government contracting can be a profitable avenue for businesses looking to expand their operations. However, the process of bidding on contracts can be time-consuming and challenging.
One way to increase the chances of winning contracts is to conduct proper market research in the government marketplace. By using the right research tool, businesses can identify when and where contracts become available, what agencies are involved, who previously won similar contracts, and who is the right agency point of contact.**In this episode of FedBiz’5 we host Barry Nelson, an expert in government contracting market research with over 50 years of experience in the government marketplace. Barry explains the importance of market research and being proactive in identifying award opportunities.
As a business owner, to succeed you need to stay ahead of the competition. Market Research is the primary way to do so in government contracting by having the most up-to-date information in the marketplace.
Typically, most small businesses think selling to the government is simply going through the bid process. In fact, over the past 15 years approximately 3.3 million businesses have registered to do business with the federal government and less than 20% (approximately 600,000 businesses) have ever sold anything to the government.
Selling into the government marketplace is not just about passively bidding but more about being proactive in your research of award opportunities.Utilizing a professional research tool allows you to find out where the right contracts are that fit your business. This includes - Who buys what you sell? How much are they spending? What types of contracts are being awarded?
While not the only factor determining success, market research greatly improves a company's chances of securing contracts and delivering high-quality products or services.
The Market Intel database provides specific information on who is buying what you sell? The right agency offices to contact, and when you should be reaching out to the buyer.
The Market Intel database search engine provides instant access to open solicitations and expiring contracts based on a combination of keywords, industry codes, and geography, among other relevant information. Opportunity alerts include federal, state, and local solicitations.
Conducting market research in government contracting involves several key factors. The first step is to conduct a keyword or industry code search of the specific services or products you are offering and then identify the contracting officers’ nameswho buy what you sell. Then researching when contracts will be up for renewal and contract value. This information is critical in determining whether a particular contract is worth pursuing.
Approximately $800 billion is spent on military and federal contracts and a similar number of dollars spent in the state and local market. Market Intel allows you to find out where these contracts come from in advance and the history behind the award.
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The implications of ChatGPT and AI for the federal contracting industry are significant. By automating time-consuming tasks like proposal development and contract management, contractors can focus on more strategic aspects of their business, such as identifying new opportunities and building relationships.In this episode we host the Marketing Director for FedBiz Access, Ryan Sherr, to explore the impact of ChatGPT and AI on the government contracting landscape. We'll examine ChatGPT, its potential uses in government contracting, and how it's poised to revolutionize the industry.
ChatGPT is a language model developed by OpenAI based on the GPT-4 architecture. It utilizes AI to understand and generate human-like text, making it a powerful tool for a variety of applications, from content generation to customer support. In government contracting, ChatGPT has the potential to impact three key areas:
- Proposal Writing and Review - ChatGPT can streamline the proposal development process by generating coherent content based on requirements. Additionally, it can help review proposals for errors and suggest improvements, saving contractors valuable time and resources.
- Contract Analysis and Management - ChatGPT can help contractors extract key information and automate tasks like sending notifications for upcoming deadlines, ensuring compliance, and reducing risks associated with missed deadlines or overlooked obligations.
- Customer Support and Communications- ChatGPT can assist in automating responses to common inquiries, providing accurate information, and managing communications with various stakeholders. This can lead to faster response times, increased efficiency, and improved relationships with clients and partners.
The assistance of ChatGPT can reduce human error, increasing compliance and improving risk management.
What does this mean for the federal contracting? Increased Efficiency - Automating time-consuming tasks like proposal development and contract management, government contractors can focus on more strategic aspects of their business, like identifying new opportunities and building relationships.
Improved Accuracy - As I noted earlier, with the assistance of ChatGPT, contractors can reduce human error in critical areas like proposal writing and contract analysis, which would lead to increased compliance and better risk management.
Competitive Advantage - If you're not adopting this technology in your day-to-day business now, you need to be doing so. If it's not you, have someone on staff become your ‘AI Aficionado’. Have them learn the ins-and-outs of ChatGPT. They'll enable you to deliver more accurate and efficient services to your clients.
Workforce Shift - There's going to be a shift in the workforce with the growing demand for professionals with AI and tech skills. It's crucial for government contractors to invest in upskilling their employees to stay competitive in the changing landscape.
ChatGPT and AI are set to revolutionize the world of government contracting. Businesses must embrace this technology to remain competitive. As the technology continues to evolve, it will be interesting to see what other exciting developments emerge, and how they will further impact the government contractin
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The purpose of a sources sought notification is to determine if a small business can perform required contract work, while a Request for Information’s (“RFI”) purpose is to collect written information about the capabilities of various suppliers. Where a sources sought notification may seek to learn more about performance ability relative to a defined future requirement, an RFI seeks to obtain more specifics including commercial practices and pricing,In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss if your business should respond to a sources sought notification or RFI request.
What’s the difference between a Sources Sought Notification and RFI?According to the Federal Acquisition Regulations (“FAR”), a sources sought notification is a government market research tool to determine if there are two or more capable businesses or small businesses that can perform the requirements of a planned contract.
Typically, when using a sources sought notification a federal agency has clear requirements and is attempting to make a determination if they should set aside the contract for small businesses or even further define it to a socio-economic category of small business, such as woman-owned or service disabled veteran-owned small business.
So, an agency trying to determine if a small business can handle a project of a defined size and scope would use a sources sought notification, especially if they want to use a set aside contract for a socio-economic category. Based on the response, the sources sought response can provide some level of assurance that small businesses can complete the project or contract.
Using an RFI, the agency is seeking assistance from the business community on defining the specific requirements of a contract. This typically involves the agency stating their needs and wanting to hear from industry vendors how they would propose achieving the end result. This information is then used to define the specific requirements for the statement of work or the performance work statement when the RFP is released.
Very often agencies confuse these two requests (sources sought and RFI) or combine parts of both into one request. So whether it is a sources sought or an RFI, it’s important to be prepared to review it thoroughly and respond accordingly.
Should a small business respond to either of these government requests?The simple answer to that question is - YES… as long as it falls within your primary area of expertise.
The most important principle is to make sure the request falls within your primary or secondary core competency. Government contracting is a competitive environment. So while you may have several areas of expertise in your field, it’s crucial to stay focused. You can easily become distracted by trying to go after every request that may or may not fit your business.
Those requests that do not fall within your core competencies, do not waste your time as you will be fighting an uphill battle against companies that are more closely aligned with the requests. The only caveat may be when the request is from one of your primary targeted agencies.
The importance of staying focused is to save you time and resources. You want to be competitive and prepare a quality response.
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All government procurement begins with either an idea or need by a government agency. The procurement lifecycle starts with market research and determining whether the size of the contract meets the simplified acquisition threshold for a small business set-aside award. It’s important for businesses to get involved in this process early and the best way to do that is by creating relationships with government buyers.In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss how the government begins its contracting lifecycle.
The procurement ‘idea’ can come in the form of an internal government requirement or from the marketplace in the form of a white paper or new product or business model.
Most frequently it comes from a ‘need’, which can stem from a new project or government program having been introduced or the need to add on to an existing service or project.
**Beginning Steps in the Procurement Lifecycle?
Market Research** - The government starts with their market research phase. Government buyers first determine an expected contract value and a category for the contract. The expected contract value plays a large role in the type of contract to be awarded.
For example, if the award value is expected to be less than $10,000, the federal government utilizes a micro purchase and simply procures the product or services without a solicitation by using their government credit card.
If the contract value is more than $10,000, but less than $250,000, of which the majority of federal contracts fall within this range, then the government buyer utilizes the Simplified Acquisition Procedures (“SAP”). Under the Simplified Acquisition Procedures threshold, small businesses must be considered for all federal awards under $250,000 if there are two or more small business offerors expected to compete.
It is important you research all contracting opportunities in your specific industry, not just open solicitations, but expiring contracts and awards not publicly posted.
In fact, the vast majority of awards do not go through the open solicitation process. This is why you need to know your market. You must have a clearly defined plan going in. Who is spending? How are they spending? And in the federal market that is even more important because you want to be able to focus your energy and resources.
A database such as the Market Intel can provide you information on who is buying what you sell? What offices and who should you be reaching out to. This is about research and then creating relationships.
The Federal Connections Package and the Local Connections Package can help you get in front of these government buyers with your Capability Statement. This marketing gets you to the right contact within the agencies that buy what you sell.
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Who in the federal government should a small business reach out to so that they can build a relationship? It takes targeted market research to identify the federal agencies whose needs most closely align with your core competencies. Then, it takes grit and patience to build win-win relationships.
In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss the importance of building relationships with government buyers and contracting officers.
Once targeted agencies are identified, it's important to reach out directly to these buyers and contracting officials within the federal agencies that you want to work with. It is also important to connect with the agency’s Office of Small and Disadvantaged Businesses Utilization (“OSDBU”).
The role of the OSDBU is to assist and advise small businesses and ensure equal treatment and the opportunity to compete and win a fair amount of the agency's contract dollars.
Target market research can help you identify who buys what you sell, how they buy, and how much they paid for it. There are detailed databases in the market such as Market Intel and FedBiz Findthat can help you quickly identify your market opportunity. This can save you valuable time and resources.
It’s important to remember, no matter what type of business you are in, not every agency is a good fit for you. Every small business must determine on their own where they best fit and focus on those few agencies. This may only be one or two agencies to start. Therefore, your outreach must be targeted to those specific few agencies. Otherwise you're spreading yourself too thin, which will not result in success, only frustration.
Once a business determines the agencies they want to focus on, how should they best prepare for the initial call with the buyer or contracting official?
1. Identify the reason for the call.
It can be about a specific open procurement opportunity. It can be about a prior procurement. It can be about future acquisition planning. It really doesn't matter, as long as you have a reasonable purpose for making the call and opening the conversation.
2. Have a compelling opening statement.
A good opening statement should last about 25-30 seconds, as any longer you run the risk of losing the attention of the buyer. You also must rehearse this statement prior to calling. You should first introduce yourself and the name of the business, the reason for the call, the fact that you are reaching out, why you want to do business with his or her agency, and you want to let them know why they should want to do business with you and your company.
Here's an example of a good opening statement. "Hi, my name is Frank Krebs, and I'm with XYZ Inc. I'm calling regarding a contract you recently awarded. I've identified your agency as an agency that aligns very closely with my company's core competencies. We're a certified veteran-owned small business that specializes in landscaping services, tree trimming, and removal services. And I'd like to understand how my firm can help you meet your agency's mission and assist the people that you are tasked with serving."
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It takes grit to get out there and make the sales. You have to be willing to do the research, walk the halls, bang on doors, and make the phone calls to be successful in government contracting.
In this episode we host The Federal Sales Sherpa, Eileen Kent. Eileen has 20 years of experience training over 10,000 federal contractors and helping 350+ companies be successful with custom built federal sales action plans utilizing her ‘Three-Step Program':
1. Training Your Team on Selling to the Government
A business needs to first understand government contracting terminology and what contracting vehicles are available for their area of expertise. As an example, some available contracts can be a fast track for building your past performance record with the government.
Secondly, who are the key people inside the different layers of government that make the decisions about choosing vendors and how you can get in front of them.
Finally, what you can expect as you move through the federal sales process. This is important to understand so you can pivot your sales pitch as you move through the maze of government contracting.
2. Doing the Deep Dive Analysis on Who Buys What You Sell.
Target market research can help you identify who buys what you sell, how they buy, and how much they paid for it. There are detailed databases in the market such as Market Intel and FedBiz Findthat can help you quickly identify your market opportunity. This can save you valuable time and resources.
This second step is all about doing your homework. You want to know which agencies and what locations within those agencies you should be calling on. You can also focus your marketing efforts on those high priority agencies by sending your Capability Statementand work toward building a relationship, so they know who you are when it comes time to buy.
3. Building an Action Plan for the team.
Your custom Action Plan can now be built around what you have identified, including the specific agencies, contract vehicles, teaming partners, subcontracting opportunities, and other particulars to your industry. Keep your targets to a manageable number and be sure your operations can handle awards you are going after.
Training the team on selling, doing the deep dive analysis on who buys what you sell, and then building the action plan for the team. From there your team has to pick up the ball and run with it. It comes down to execution and engagement.
During the podcast Eileen shares stories of one of her most interesting clients, as well as from her first experience in government contracting in the halls of Congress and the Pentagon. She is an example of persistence. You’ll learn how she was able to get her first appointment 15 minutes after setting up shop in Washington D.C. and delivering products within two weeks!
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Your Government Registration Level (“GRL”) is your roadmap from registration to award. Did you win any awards in 2022? Make sure your foundation is set by following an established process known as your GRL. Click Here to listen to Part 1 of this Podcast.
In this episode we host Senior Government Contracting Specialist, Frank Krebs, to discuss Levels 3, 4, and 5 of your roadmap to government readiness by following a process for becoming a successful government contractor.
What is your Government Readiness Level?
Level 1: Get Registered and Optimized - SAM and DSBS
Level 2: Create Visibility for Market Exposure – Website Visibility & FedBiz Connect
Level 3: Develop your Company Resume - Capability Statement
Level 4: Perform Targeted Market Research
- Get Daily Bid Opportunities - Market Intel Database
- Get Connected to the Right Federal Buyers - Federal Connections Package
- Get Connected to the Right State & Local Buyers - Local Connections Package
- Get In-depth Research into Your Industry Buying Trends – R.A.D.A.R. Report
- Get Engagement Coachingto Introduce Your Business to Contracting Specialists
Level 5: Become a Preferred Government Contractor
- Get Certified Based on Your Socio-Economic Status
- Get on the GSA Schedule for a 5-Year Contract with the Government
In Part 1 of our podcast, we discussed Levels 1 and 2 in more detail (Click Here to listen to Part 1 of this Podcast). Once a firm gets registered, optimized, and is visible to government buyers and large businesses alike, it's time to develop their business resume.
Level 3: Develop your Company Resume - Capability Statement
The Capability Statement was created to provide government buyers with all of the information they need to identify a business for government contracts. The Capability Statement is the standard tool that's utilized by federal buyers and decision makers to conduct an initial evaluation of your firm's core competencies and qualifications.
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Your Government Readiness Level (“GRL”) is your roadmap from registration to award. Did you win any awards in 2022? Make sure your foundation is set by following an established process known as your GRL.
In this episode we host Senior Government Contracting Specialist, Frank Krebs, to discuss your roadmap to government readiness by following a process for becoming a successful government contractor.
What is your Government Readiness Level?
Level 1: Get Registered and Optimized - SAM and DSBS
Level 2: Create Visibility for Market Exposure – Website Visibility & FedBiz Connect
Level 3: Develop your Company Resume - Capability Statement
Level 4: Perform Targeted Market Research
- Get Daily Bid Opportunities - Market Intel Database
- Get Connected to the Right Federal Buyers - Federal Connections Package
- Get Connected to the Right State & Local Buyers - Local Connections Package
- Get In-depth Research into Your Industry Buying Trends – R.A.D.A.R. Report
- Get Engagement Coachingto Introduce Your Business to Contracting Specialists
Level 5: Become a Preferred Government Contractor
- Get Certified Based on Your Socio-Economic Status
- Get on the GSA Schedule for a 5-Year Contract with the Government
In Part 1 of our podcast, we discuss Levels 1 and 2 in more detail. To become a government contractor, you must first have proven success in the commercial world. You can't just wake up one morning and decide that you're going to become a government contractor and win awards on Day 1.
Too many times businesses think, "Oh, I can just sell this, or I can sell that to the government," and then when I asked them, “Well how have you done selling that product in the commercial world?” They respond, "Well, I don't actually sell that product, but when I get the government contract, then I'll be selling and servicing the government with no problem."
Well, here's a little secret, the government almost never contracts with a company that does not already have a successful commercial business and a track record of success.
Level 1: Get Registered and Optimized - SAM and DSBS
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The System for Award Management, commonly referred to as “SAM,” is your first step in becoming a government contractor in a process known as your Government Registration Level (“GRL”). It is sometimes called your ‘accounting record’ and is used as the primary database by the U.S. Government Services Administration (“GSA”) for vendors doing business with the federal government.
In this episode we host Senior Government Contracting Specialist, Frank Krebs, to discuss your first steps in the GRL, and what steps come after your initial SAM registration.
The SAM and Dynamic Small Business Search (“DSBS”), which is registered with the Small Business Administration (“SBA”), are discussed in greater detail in earlier episodes of the FedBiz’5 Podcast.
The DSBS is considered your ‘marketing record’ and is used by government agencies to find small business contractors for upcoming contracts. Small businesses can also use the DSBS to find other small business to work with or subcontracting opportunities.
These two registration records are usually referred to together as your initial registrations and contain most of the vendor information that the government needs to make awards.
Government buyers utilize SAM and DSBS when they're performing their market research. They also use these to identify vendors for items such as micro-purchases, which are small credit card purchases typically under $10,000, as well as using this information as part of their evaluation process prior to a contract awards.
Therefore, it's very important to optimize your SAM and DSBS registrations to ensure that your information is in sync between the registrations, compliant, and visible to the government. This makes a significant difference in whether you are competitive or not based on this first step in the GRL.
The next step once your registrations are optimized is to create a corporate resume. Now, just as most people need resumes to get a job, companies need to develop a Capability Statement, which is your opportunity to make a good first impression.
A Capability Statement should look professional, aesthetically appealing, and in a preferred government format. It should contain pertinent information about the company, including a short narrative about the business, industry codes, point of contact information, core capabilities, differentiators, and relevant past performance. In other words, what sets you apart from other similar businesses.
With Capability Statement in hand and your registrations optimized, now it's time to turn your attention to targeting one or two government agencies that you want to focus your marketing attention on.
Who buys what you sell? This next step means research. You need to research agencies that have a history of purchasing the products/services under your core competency. And if it's service work that's required, you need to know that you can perform those services where/when the agency requires.
FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, set-aside certifications, and GSA Schedules.
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Cybersecurity Maturity Model Certification (“CMMC”) is a cybersecurity requirement that is coming down through the U.S. Department of Defense (“DoD”), and it will ultimately affect all suppliers throughout all the tiers in the supply chain for DoD contracts.
In this episode we host Scott Dawson, President of Core Business Solutions, discussing the new cybersecurity requirements for large primes through small business subcontractors; anywhere that information is being exchanged or contracts are being put in place to support defense contracts.
To safeguard sensitive national security information, the DoD launched CMMC as a three level set of practices to protect the defense industrial base’s sensitive information from frequent and increasingly complex cyberattacks.
Federal Contract Information (“FCI”) is protected by CMMC Level 1 and Controlled Unclassified Information (“CUI”) is protected by CMMC Level 2. CMMC Level 3 exists to protect highly sensitive CUI.
While companies should already have cybersecurity protections in place as a matter of good business practices, CMMC is a formal compliance process based on self-assessments (Level 1 and lower-priority Level 2), third-party assessments (higher-priority Level 2), and government assessments (Level 3). Without this certification, companies will be ineligible for work on DoD projects.
CMMC is a DoD requirement, but has not yet been integrated into contracts. However, companies should be aware that this will soon be part of the terms and conditions of all DoD and related contracts. In order to be awarded future contracts, companies will need to employ several information security solutions and put formal cybersecurity policies into place that drive action for their organizations and require technical and organizational upgrades.
The rapidly approaching deadline for implementation means that defense industry contractors and subcontractors can’t wait to get started. The formal CMMC regulations should be finalized by March 2023 with the requirements beginning to appear in contracts in May 2023. It is estimated this may impact as many as 300,000 companies doing business with the DoD.
The requirements for CMMC originate from the National Institute of Standards and Technology at the U.S. Department of Commerce, commonly referred to as “NIST.” NIST SP800-171 is a codification of the requirements that any non-federal computer system must follow in order to store, process, or transmit CUI or provide security protection for such systems.
Defense contractors must implement the recommended requirements contained in NIST SP 800-171 to demonstrate their provision of adequate security to protect CUI included in their defense contracts, as required by DFARS clause 252.204-7012. If a manufacturer is part of a DoD, General Services Administration (“GSA”), NASA or other federal or state agencies’ supply chain, the implementation of the security measures included in NIST SP 800-171 is required.
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Why would a business want to subcontract under a prime contractor for the federal government? It can open the door to many more contracting opportunities allowing you to build a past performance track record and help you create relationships within the federal government.
In this episode we discuss starting in federal contracting by subcontracting. This is a good way to open the door to more opportunities and build experience within the contracting marketplace.
First, it's a great way to increase revenue. Secondly, if you're new to the business of government contracting, it's a good way to get your feet wet and gain important contracting experience. It's also a way to get into a targeted government agency.
There are many ways to find vendors that have contracts, especially multiple contracts within a particular agency. A database such as the Market Intel provides you information on who buys what you sell, as well as who they bought from previously.
By subcontracting, it allows companies that cannot otherwise bid on contracts the opportunity to be able to participate in these awards. This can take place if the contract size or certain other requirements for the contract as placed by the government.
The primary advantage of subcontracting is it can open the door to many more opportunities. Say for example, you're a small business, and you could never bid a large multi-million dollar contract on your own. Well subcontracting to a company that can meet those requirements would at least allow for you to take home part of the award revenue.
There are also set-aside contracts that the government issues for certain socio-economic conditions. For example, these set-aside requirements may be for businesses that are veteran-owned, woman-owned, minority-owned, HUBZone, or 8(a) disadvantaged to bid on contracts. So, if you've come across a situation where there's a set aside, and you don't qualify or you're not certified under that particular set aside, finding a prime that does qualify would certainly be a way for you to get involved in that contract. Conversely, prime contractors are always looking for set-aside qualified small businesses to participate as subcontractors in their contracts as may be required by federal guidelines under large contracts.
To find prime contractors it’s important to network and speak with contracting and small business liaison officials at the government agencies that you're looking to work with. Ask questions about specific contracts and vendors in your industry and then reach out to these vendors directly with your Capability Statement to discuss how you can help them better fulfill their contracts.
When subcontracting, it’s important that you find the right fit. By right fit, you want to work with a prime contractor that has similar goals and values as you. Think of it as a partnership.
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A professional Capability Statement is your ‘Government Resume’ and a powerful tool you can use to make a great first impression.
In this episode we are discussing the importance of your Capability Statement. It should be a concise, aesthetically pleasing, one-page document that speaks to your business's competencies.
Its purpose is to provide specific information that will convince potential customers in government agencies and at prime contractors to do business with you. When written well, a Capability Statement will help differentiate your business from others.
A quality Capability Statement is your opportunity to make a positive and lasting first impression. It should be informative and some pictures or graphics to add a little bit of a ‘Wow’ factor.
It should tell the viewer that your business is competent, committed, and competitive in your market. Bottom line, your business is the better choice.
While your Capability Statement is primarily designed for government buyers, it is equally effective in any business-to-business settings. For example, small businesses who may be looking to subcontract with larger prime contractors or looking to partner with other small businesses. It is even beneficial to use with commercial clients, so they better understand your capabilities.
Your goal is to develop a relationship with contracting officials and have them keep your Capability Statement on file, typically organized by category. Then whenever need arises for a particular type of business, for example IT services, or call center, or general contractors, or even specialty contractors, government buyers can pull up their files to search for a firm or firms that perform the services and/or provided the products needed.
This is especially used for micro-purchases (under $10,000), and under the Simplified Acquisition Procedures for awards up to $250,000 that are set-aside for small businesses.
A professionally developed Capability Statement is a powerful tool to make a great first impression. You can use it as an email attachment, link it on your website, or use it as part of a presentation at a meeting or conference.
You really want to get your Capability Statement into as many hands as possible, because you never know when it hits the right person's inbox or will reach the right set of hands that will result in the formation of a new relationship. And ultimately, one of many contracts that should come your way.
The key to government contracting is connections. Government buyers purchase from businesses that they know, they have their Capability Statement on file, and experience proves they can be a reliable source.
FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to ensure you have a solid engagement plan.
FedBiz offers proprietary marketing packages to targeted buyers in the federal government with its Federal Connections Package, and on the state, local, and education market with its Local Connections Package.
FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, set-aside certifications, and GSA Schedules.
FedBiz has over 22 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
FedBiz Find Provides Access to Award History and Targeted Points of Contact
Did you know the majority of federal contracts are repeat orders? In fact, approximately 90% of service contracts expire within 2-3 years but are renewable.
Wouldn’t you like to know more about these expiring contracts and who to contact? Who buys what you sell and how much they paid?
FedBiz Find provides you with the award history and specific agency and office, with contact emails and phone numbers, of who you should be targeting.
To find award information on your specific industry, enter your NAICS Code on the top of the dashboard. First select the 2-digit Industry Sector, then 4-digit Industry Group, and then 6-digit Industry Classification (NAICS Code).
For example, in the NAICS code 541611 – Administrative Management and General Management Consulting Services there were 28,436 awards for $23.4 Billion over the prior twenty-four months.
By scrolling over and selecting the state or states that you do business in, you can view the awards and spending based on the geography that you have selected.
In the lower left corner of the dashboard, you can view the Top Prime Contractors or the Top Small Businesses that have won awards.
This will give you a good preview of potential subcontracting partners, as well as what type of business your competition is winning.
By clicking on the business name, you get complete contact information and details on the business, including their historical contracting track-record.
To the right on this table, click on the ‘Awards #’ to view details on the actual awards won by the business.
You will find the actual contract number and can sort by award dollars, date the contract was signed, PSC code, PSC code description, and subagency.
In addition, by clicking on the contract number you get the complete contract scope directly from fpds.gov with full contract details.
Now let’s find out who your buyers are!
In the lower, center field, you can find the top awarding agencies and their specific points of contact.
Click ‘View All Awards’ to find the awards issued by the top agencies based on your selected criteria. You will find the actual contract number and can sort by award dollars, date the contract was signed, PSC code, PSC code description, and subagency.
Again, by clicking on the contract number you get the complete contract scope directly from fpds.gov with full contract details.
Click ‘Agency Contacts’ to get the contact information of the specific buyers, including Name, Title, Email Address, Phone Number, number of awards and award dollars.
Clicking on number of awards, you can get the specific Contract Number with complete contract scope directly from the Federal Procurement Data System with full contract details.
In addition, there is a link to the agency website to learn more about the agency’s programs, as well information on the right side of the dashboard to learn more about how awards were competed:
- Contracts reserved for Small Businesses
- Contracts awarded to out of state contractors
- Contracts that received a Single Bid
- Contracts not publicly posted
You also have access to our Government Contracting Resources page. This includes access to Agency Websites, Agency Forecasts and Small Business Offices, State and Local Opportunities, as well as other resources, guides and videos.
Our goal is to provide you a clear path from registration to award. We help you get informed, get connected and get results.
Learn More
Marc Schulman, CEO and Founder of Advocate Consulting Group, LLC (“ACG”), leads a team of professionals providing medical devices and diagnostic testing resources for the medical community, federal government, private industry, and school systems. ACG distributes a wide array of point-of-care and over-the-counter medical test kits and a catalog of certified personal protective equipment (“PPE”).
Marc previously served in the U.S. Navy, and ACG is SBA Certified as a Service-Disabled Veteran-Owned Small Business (“SDVOSB”). After his naval service, Marc worked in the corporate world as a turnaround specialist for Fortune 50 companies and has mentored hundreds of executives in the U.S., China, and Vietnam. Marc and his wife, Jeannie, have seven grown children and four grandchildren.
ACG began working with FedBiz Access in 2021 and has been awarded his SDVOSB Certification. In addition, he has worked with FedBiz Access to maintain his SAM & DSBS registrations and to help market his business to the government marketplace with a Capability Statement and Federal Connections Package (“FCP”). He is currently working with FedBiz Access to complete his GSA Schedule.
“I'd rate FedBiz Access a ten out of ten! I recommend them to anyone who is either in the government services space or looking to get into the space,” said Marc.
ACG is currently working within the Veterans Administration (“VA”). Marc’s goal is for the business to continue to grow by working as a subcontractor with larger prime contractors, as well as acting as a prime contractor and expanding ACG’s network with the federal government.
“This would not have been possible without the great help of the wonderful people at FedBiz Access,” said Marc.
FedBiz Access is leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules, as well as marketing packages to targeted buyers at the federal, state, and local levels. The company has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
In its mission to care for veterans, the federal government developed the veterans set-aside certifications for Veteran-Owned Small Businesses (“VOSB”) and Service-Disabled Veteran-Owned Small Businesses (“SDVOSB”). Per the SBA there are approximately 2.5 million veteran owned businesses in the U.S., but only 15,299 are certified through the Veterans Administration (“VA”).
In this episode of FedBiz’5 we are hosting Amanda Bach from FedBiz Access to discuss the benefits of the veteran certification program.
The federal government has set-aside and sole source contracts available for veteran-owned small businesses that have been certified through the VA. In total the SBA goal for awarding small businesses federal contracts is 23.0% of all federal contract spending. For FY2021 this spending exceeded 27.0% or $154.2 Billion.
In particular, set-aside federal contract spending for SDVOSB has a targeted goal of 3.0% and exceeded this in FY2021 to 4.4% or $25 Billion.
To qualify as a veteran-owned small business, a business must:
- Be a for-profit small business according to SBA’s size standards
- Be at least 51% owned and controlled by one or more veterans that have been honorably discharged
- Have one or more veterans manage day-to-day operations and make long-term decisions
- In addition, to qualify for the SDVOSB designation eligible veterans must have a VA verified service-connected disability
Currently, eligible small businesses must receive their VOSB and SDVOSB certification through VA’s Center for Verification and Evaluation (“CVE”), as required by the National Defense Authorization Act (“NDAA”) of 2021.
Effective January 1, 2023, the VA’s CVE responsibilities will be transferred to SBA. At that time veterans will no longer be able to self-certify in the SBA Dynamic Small Business System (“DSBS”).
Federal agencies will still be mandated to set-aside a certain percentage of their business to certified VOSB and SDVOSB businesses. This will increase the need for SBA certified veteran-owned business, instead of relying on self-certification to be considered for candidacy for certain of those set-aside awards.
FedBiz Access honors the sacrifice of our veterans and proudly offers support services to help veteran-owned businesses expedite registration for certification as a VOSB or SDVOSB business eligible for certain federal contracts set-aside specifically under the SDVOSB and VOSB designations.
FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their set-aside certifications, research, engagement strategy, registrations, and GSA Multiple Award Schedules are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
Government contracting is a good way to expand your business opportunities in preparation for a potential downturn in the economy.
In this episode of FedBiz’5, we are hosting Amanda Bach from FedBiz Access to discuss the how you may be able to recession proof your business by expanding your government contracting opportunities.
So why is it important for businesses to learn about and understand government contracting in preparation as the U.S. and world economies approach a forecasted recession?
With persistent inflation, a likely increase in the Federal Reserve interest rate, and the Ukraine war as threats to the health of the U.S. economy, diversification is important as commercial and consumer spending slows. For example, the consumer price index shot up more than 9.1% in June, creating more trepidation for the economic outlook.
However, the federal government remains the largest single purchaser of goods and services in the world. With the federal government working to simulate the economy, government spending will likely continue to grow. Why not get your piece of this pie?
The federal government makes “small” purchases (under the Simplified Acquisition Procedures regulation, small businesses must be considered for all federal awards under $250,000 if there are two or more small business offerors expected to compete). These purchases include everything from office supplies, office furniture, security systems, spending for commercial services, including IT software and service solutions, janitorial, landscaping, facilities management, marketing, and other services.
In addition, large contracts are awarded to prime contractors that need small business subcontractors to meet their set-aside contracting goals. These large projects include everything from military hardware, large scale engineering and construction projects, and major IT system upgrades, to name a few.
To take advantage of the current economic environment, time is of the essence and there is and will be an influx of businesses in pursuit of government contracting work as the recession is coming upon us.
The important steps are to get informed by knowing who your government buyers are and get connected with them, as well as having your business ‘government ready’, including all registrations compliant, complete, and competitive. In addition, submitting applicable set-aside certifications and a GSA Schedule contract that your business may qualify for. This is all part of your Government Readiness Level(“GRL”).
It is important to be educated regarding all the contracting vehicles that are available to your business. FedBiz Access provides its clients with solutions, including registration services, training, engagement coaching, and market research. This provides you with the necessary tools and resources to find your government buyers, know when they're buying, how they're buying, and get connected with the right targeted government buyers for your business.
FedBiz has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz Access helps businesses succeed in the government marketplace.
SAM ("System for Award Management") is a federal registration that is required if you are going to participate in the federal market. It is sometimes called your “accounting record” and is used as the primary database of vendors doing business with the federal government.
In this episode of FedBiz’5, we are hosting Cassie Elbany from FedBiz Access to discuss the importance of your SAM registration.
SAM can be found on the official government website (SAM.gov) used to register entities for government contracts or grants.
When you register in SAM you are assigned a CAGE code (Commercial and Government Entity) and a UEI number (Unique Entity ID) as your official federal government identifiers. Within the SAM website federal buyers can search for your business, and you can use the system to search for contract opportunities using search features such as keywords, NAICS codes (North American Industry Classification System), or PSC codes (Product and Service Codes).
That is why it is important to properly identify is your industry classification using NAICS and PSC codes. Simply put, NAICS codes are for your business function or commercial activity, and PSC describe your products or services themselves. These codes let the federal government, or the federal buyers know what it is you do and makes it easier for them to identify you for award opportunities based on your industry and your products or services offered.
A business can self-certify in SAM, but because of the complexity of the registration process many businesses are better suited to use a professional service to complete their registration. This may be considered in the same way that many businesses use a professional accountant to file their tax returns to ensure they are complete and compliant.
For businesses looking to work with the federal government, they must remain compliant and keep their registration active to be awarded a federal contract.
As your business evolves, so should your SAM be updated to reflect your most current information. SAM must be renewed annually, but can be updated more frequently.
Additionally, businesses must conform to the Federal Acquisition Regulations, referred to as the FAR. The FAR are the overriding set of regulations for federal procurement and agreement to adherence to the FAR is required to be registered in SAM. Having a clear understanding of the FAR as you are completing your SAM registration is very critical. A misrepresentation or wrong answer could not only get you in trouble but could bar you from federal work.
Businesses also register their business size and socio-economic status while completing the required solicitation clauses and certification. By completing the required solicitation clauses and certifications you certify that the information provided about your company and its business activities are correct.
In addition, it is very important that your SBA registration in the Dynamic Small Business Search be properly aligned with your SAM for marketing purposes.
One source federal buyers turn to to easily find information you register in SAM is FedBiz Connect, a searchable database of businesses registered for federal contracting that highlights their business to contracting officers and prime contractors. The database is searchable by keywords, business name, CAGE code, UEI No., location, socio-economic status, NAICS Codes, PSC, capability statement, past performance, FEMA registered, smart cards, points of contact, etc.
FedBiz is a leading government contracting business development and marketing firm that offers SAM registration services, as well as research and engagement strategy coaching, and certification and GSA Schedule registrations.
The month of September marks the end of the federal government’s fiscal year and the beginning of its annual year-end spending spree.
In this episode of FedBiz’5, we are hosting Amanda Bach from FedBiz Access to discuss the advantages of marketing your business to the Federal Government for ‘September Spending.’
During the month of September, federal agencies typically scramble to spend what’s left in their annual budget, for fear that leaving excess funds unspent may prompt Congress to spend less in the following year. It is known as “use-it-or-lose-it” spending, and it happens every year.
Most budget authority provided to federal agencies for discretionary spending requires the agencies to obligate funds by the end of the fiscal year or return the funds to the Treasury; state and local government agencies typically face similar constraints.
Early in their fiscal year, when future spending demands are uncertain, agencies have an incentive to hold back on marginal spending early in the budget cycle and then burn through those dollars near or at the end of their fiscal year, by September 31st.
So, in the month of September you'll find that government buyers are purging their remaining budgets and looking accelerate award opportunities. Government buyers are required as part of their incentives to create set-aside award opportunities for certified small businesses.
As a government contractor the best time to plant the seed with buyers is early in the cycle. Research who buys what you sell, make sure your registrations are current and compliant, and market your capabilities.
One source federal buyers turn to is FedBiz Connect, a searchable database of businesses registered for federal contracting that highlights their business to contracting officers and prime contractors. The database is searchable by keywords, business name, CAGE code, UEI No., location, socio-economic status, NAICS Codes, PSC, capability statement, past performance, FEMA registered, smart cards, points of contact, etc.
The key to government contracting is connections. Government buyers purchase from businesses that they know, they have their Capability Statement on file, and experience proves they can be a reliable source.
September spending creates an opportunity for federal contractors, who have established relationships with buyers, to support their immediate needs. FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to ensure you have a solid engagement plan.
FedBiz offers proprietary marketing packages to targeted buyers in the federal government with its Federal Connections Package, and on the state, local, and education market with its Local Connections Package.
FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules.
FedBiz has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
Do you know who your buyers are?
In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss marketing your business to the Federal Government.
Once you complete your SAM and DSBS registrations, your next step is to market your business to federal buyers who buy what you sell.
Your Capability Statement is your government resume representing your business. It is your opportunity to make a good first impression and highlight your strengths and experience.
To successfully market your business, you need to get that Capability Statement into the right hands. Who buys what you sell?
Step 1 – Research & Target
Research and identify agencies and points of contact within the agencies that have purchased the products and/or services you sell. As an example, you can find this information in the FedBiz Access Market Intel database. You’ll get award history, name, phone number, and email address in a downloadable format.
Step 2 – Email Introduction
Send a personalized introductory email highlighting your capabilities, stating who you are, and why you are reaching out. It is also important to include your professional Capability Statement.
Step 3 – Introductory Call
Be prepared with an engagement plan including your ‘elevator pitch,’ and make sure you have done your homework to know what types of solicitations the buyers have awarded in the past. Your goal here is to get your name into their rolodex for future awards.
Step 4 – Connect
Repeat this process and you will begin to establish your company’s ‘brand’ with federal buyers. You want to build relationships. When buyers are conducting their market research, deciding on set-aside and sole source awards, or simply evaluating their options, you want to be part of their buying decision.
The key is to let buyers know who you are. Because, how else would they know if you don't tell them? Let them know your advantages - how you can help them save money, provide better products and/or services, speed of delivery, etc.
Federal buyers want to include small businesses in their buying decisions. It is part of their job goals. You job is to make it easy for them to find you.
Through research you will learn which agencies are buying what you sell, how they buy, when they buy, and who signs the contract. This gives you a better idea of how to position and present your business, as well as ask the right questions so you understand how to best solve their problem.
FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to ensure you have a solid engagement plan.
FedBiz offers proprietary marketing packages to targeted buyers in the federal government with its Federal Connections Package, and on the state, local, and education market with its Local Connections Package.
FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules.
FedBiz has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
A Capability Statement is your government resume representing your business. It is your opportunity to make a good first impression and positively impacts your ability to win awards.
In this episode of FedBiz’5 we host Anthony D’Attore from FedBiz Access to discuss what makes a Capability Statement effective.
A Capability Statement is usually a one-page government centric resume for your company. Just like in a job interview scenario, it is your opportunity to highlight your strengths and experience.
It should be a concise, aesthetically pleasing, document that speaks to your business's competencies.
Its purpose is to provide specific information that will convince potential customers within government agencies to do business with you. When written well, a Capability Statement will help differentiate your business from others.
Information to Include on Your Capability Statement:
Company Information: Point of Contact, Contact Information (phone number, email, website, address), UEI Number, Cage Code, Certified Socio-Economic Status such (WOSB, SDVOSB/VOSB, MBE, 8(a), HUBZone), GSA Schedule, and applicable designations.
Industry Codes: NAICSand PSC Codes for your primary business operations. Do research to pinpoint the codes that make the most sense to your target agency for the products and/or services you offer.
Capability Narrative: A brief ‘About Us’ description, similar to a mission statement. A short, direct, and concise general overview of your company without delving too much into your products/services.
Core Competencies: Listing of products and/or services that speak to the agency you are trying to do business with. What do you do well? Core Competencies do not need to include everything about your business, and what you are able to do. In fact, they should focus on the needs of your audience.
Differentiators: Why should the government choose you to do business with you over your competition? List the unique benefits of your products and/or services that set you apart from your competition. How is your business best suited for the needs of the targeted government agency? A clear statement that relates to specific needs of the agency can help the buyer understand why they should choose you.
Past Performance: List your previous customers, typically best to list government agency clients, but you can also list commercial clients that you have done similar projects for previously. You should include details such as the date, location, and value of the award.
If you don’t have Past Performance and are a new business, but have extensive past professional experience in the field, list your qualifying experience.
The next step is to market your business. Do the buyers know who you are? Do you know how to find them?
FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to pull information from you to ensure your Capability Statement is the best presentation of your business.
FedBiz also offers marketing packages to targeted buyers in the federal government with its Federal Connections Package and on the state, local, and education market with its Local Connections Package.
Tiffanye Paige – Making an impact on the community by driving change.
Tiffanye is the founder and president of Sampson, Jefferson and Associates (“SJA”), a consulting firm she launched 2017 to partner with healthcare, educational, and business organizations to drive and sustain cultural changes for effectiveness and efficiency.
“Looking at all of the necessary certifications and things needed to be successful within the government space, I started doing research and found FedBiz Access. It truly was a godsend,” said Tiffanye.
Tiffanye began working with FedBiz Access in 2019 and was awarded the Women-Owned Small Business (“WOSB”) Certification. In addition, she has worked with FedBiz Access to maintain her SAM & DSBS registrations, complete the process for her Minority Business Enterprise (“MBE”) Certification, and to help market her business to the government marketplace with a Capability Statement and Federal Connections Package (“FCP”). Subsequently she has been working with FedBiz Access to complete her GSA Schedule award.
“I have loved working with the team at FedBiz Access. They have helped take me from registration to award. I highly recommend working with them to reach your goals in government contracting,” said Tiffanye.
After being a subcontractor on other government awards, in 2021 SJA was awarded its first direct government contract with a $711,724 Award from the Department of Justice, Bureau of Prisons for Education/Training Curriculum Development. SJA was tasked with creating a national database for our returning citizens as they come back into society, making sure that they have access to the necessary resources to be successful coming home.
Tiffanye plans to continue to grow her business and utilize her small business set-aside certifications to win government awards to help organizations drive and sustain cultural changes.
FedBiz Access is leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules, as well as marketing packages to targeted buyers at the federal, state, and local levels. The company has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
The 8(a) Business Development Program and Certification helps minority and small disadvantaged businesses grow through a program of federal contracting preferences and set asides with the goal of awarding at least 5% of all federal contracting dollars to qualified businesses. Last year the program exceeded its goal and awarded approximately $60 billion or almost 10% of all federal contracting dollars.
In this episode of FedBiz’5 we are hosting Amanda Bach from FedBiz Access to discuss the benefits of the 8(a) Business Development Program and Certification (“8(a)”).
The goal of the 8(a) program is to help fuel business growth for U.S. small businesses 51% or more owned and controlled by socially and economically disadvantaged individuals.
Black Americans, Hispanic Americans, Native Americans, Asian Pacific Americans, and Subcontinent Asian Americans are presumed to be socially disadvantaged under federal law. This also includes small businesses owned by Alaska Native corporations, Community Development Corporations, Indian tribes, and Native Hawaiian organizations.
In determining economically disadvantaged status requires an evaluation of the individual’s total assets, net worth, and personal income for the past three years.
- The individual’s total assets must be valued at $6 million or less. This calculation is based on the fair market value of all assets, including the primary residence and the value of the business concern.
- The individual’s net worth must be less than $750,000. This calculation excludes the individual’s ownership interest in the applicant concern, the individual’s equity interest in his or her primary residence, funds invested in a qualified Individual Retirement Accounts (IRA) or other official retirement account.
- The individual’s personal income must be $350,000 or less. This calculation is based on the individual’s adjusted gross income averaged over the last three years.
In addition to the requirements stated above, the applicant must be in business for two years, demonstrate good character and potential to perform on contracts. Businesses that participate in the program receive training and technical assistance designed to strengthen their ability to compete effectively.
A government business mentor is assigned to the business to assist in the efficient utilization of certification to win awards. It’s like having your own government coach to help you navigate federal contracting. The 8(a) certificationlasts for nine years, and the business can earn up to $100 million through the program.
FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, set-aside certifications, and GSA Multiple Award Schedules are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
To encourages economic development in Historically Underutilized Business Zones - "HUBZones" – this SBA set-aside certification provides federal contracting opportunities to qualified small businesses located in distressed areas to help empower communities, create jobs, and attract private investment.
In this episode of FedBiz’5 we are hosting Amanda Bach from FedBiz Access to discuss the benefits of the HUBZone certification.
The goal of the HUBZone program is to fuel small businesses in historically underutilized business zones in urban and rural communities by awarding at least 3% of federal contract dollars to HUBZone certified companies each year.
The HUBZone Act of 1997 was created in the effort to increase employment and investment opportunities in historically underutilized business zones to help them develop economically.
These areas include rural non-metropolitan counties, land within the boundaries of Indian reservations, and other designated urban areas in need of economic development. These areas may also include those affected by natural or manmade disasters.
These areas are designated by the Small Business Administration (“SBA”) and can be identified in the SBA HUBZone Map by entering the street address.
There is currently a shortage of small businesses, and the SBA has only reached approximately 2% of its total federal spending with HUBZone certified businesses instead of its target goal of at least 3%. The SBA is actively seeking businesses that are operating, qualified, and certified as a HUBZone business. So, having that HUBZone certification drastically decreases your competition in the government market as a small business.
Additionally, because there is such a shortage of HUBZone certified small businesses, government contracting officers give preferential consideration to these businesses in full and open competition. HUBZone certified business are eligible for sole source contracts and set-aside awards. HUBZone certified businesses also get a 10% price evaluation preference, meaning their prices can be set 10% higher than competitors and still be considered equal pricing.
To qualify for the HUBZone certification the small business must meet the following criteria:
- Fall within the small business qualifications set by SBA standards
- Be a for-profit small business
- Be at least 51% owned and controlled by a U.S. citizen(s)
- Primary location within a designated HUBZone
- At least 35% of all employees must reside within a designated HUBZone
FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, set-aside certifications, and GSA Multiple Award Schedules are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
Government agencies spent approximately $60 billion through the GSA Multiple Award Schedule (“GSA MAS”) program (including the VA). The MAS contract registration procedure streamlines the federal procurement process.
In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss the GSA MAS as one of the best ways to establish a long-term relationship with the Federal Government.
The GSA MAS is a long-term contract issued by the General Services Administration (“GSA”) and is also referred to as the Federal Supply Schedule. It is a multiple award, Indefinite Delivery/Indefinite Quantity (“IDIQ”) contract with pre-negotiated pricing and terms.
The registration is a vendor verification process that includes review of commercial sales practices and pricing, capabilities, financials, past performance, and pre-negotiated pricing and terms deemed ‘fair & reasonable’.
Once approved, the GSA MAS simplifies the procurement process because both the vendor and its products and/or services are pre-approved with no formal bidding process.
To determine eligibility, the products and/or services must fit within the GSA MAS program. The program consists of 12 large categories, 83 subcategories, and approximately 300+ Special Item Numbers known as SIN’s.
| GSA Multiple Award Schedule (MAS) Consolidation – Large Categories
| Office Management | Facilities | Furniture & Furnishings
| Human Capital | Industrial Products & Services | Information Technology
| Miscellaneous | Professional Services | Scientific Management & Solutions
| Security & Protection | Transportation & Logistics Services | Travel
In addition to the GSA MAS program, the Veterans Administration has nine Multiple Award Schedules specifically for pharmaceuticals and medical-related equipment, supplies and services.
Companies must also be in business for at least two years, be current in their SAM & DSBS registrations, demonstrate financial stability, and have any products manufactured or ‘substantially transformed’ in the U.S.A. or Trade Agreement Act(TAA) designated country.
The GSA MAS is the most widely used government contracting vehicle, and it can provide credibility and access to additional procurement opportunities. It allows for a shorter more simplified sales process, and can be complimented with a set-aside certification.
Products and services can be ordered directly by government buyers from GSA MAS approved contractors or through, GSA Advantage!® or GSA eBuy.
The GSA MAS is a long-term contract award, valid for five years with (3) five-year extensions (20-year contract award), as long as the vendor maintains annual sales of at least $25,000.
FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, set-aside certifications, and GSA Multiple Award Schedules are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
A Multiple Award IDIQ (Indefinite Delivery, Indefinite Quantity) Contract is pre-competed and awarded to a select group of companies with an opportunity to participate in that particular contract based on their proposals for specific delivery or task orders within the IDIQ contract.
In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss Multiple Award IDIQ Contracts as a way to get in on a pre-competed contract.
IDIQ stands for indefinite delivery, indefinite quantity. In other words, contracting officials know they're going to need certain goods or services. They don't know how much, and they don't know when. So, the contract is issued as an IDIQ contract.
An IDIQ contract provides an indefinite quantity of goods or services for a fixed time. Under the IDIQ contract, the government places delivery orders (for goods) or task orders (for services) against a basic contract for individual requirements.
Single Award and Multiple Award IDIQs are a primary way that government agencies solicit contracting work. Single Award IDIQs are awarded to a single party.
Multiple Award IDIQs on the other hand, are awarded to a group of companies or contractors who must then compete against each other for each project or order within the IDIQ contract.
An IDIQ contract is initially publicly posted as a solicitation. An analogy of a Multiple Award IDIQ would be like at the first day of high school you walk through the door and there's a poster up that says they want everybody to try out for the basketball team. That would be the IDIQ contract solicitation.
Some people will go to try out and some people won't. Well, the people that respond to the Multiple Award IDIQ are the ones that go to the tryout. Now after the tryout some people will make it on the team and some people won't. Some companies will be awarded the IDIQ contract based on their proposal (based on their basketball talents as in our example) and some won't.
When a delivery order (for goods) or a task order (for services) is issued on the project, it does not go to a specific company. Instead, those companies that are participating in a Multiple Award IDIQ compete for each delivery or task order by issuing another proposal and being awarded that particular job within the IDIQ contract.
The benefit is these companies are competing against a limited pool of other companies. Some of these companies may even form teaming arrangements or act as a subcontractor to a prime contractor relationship within the Multiple Award IDIQ pool of companies.
IDIQ solicitations can be found on SAM.gov or on a market research system like the Market Intel Database. Market research can help businesses find out who's been doing the work, what part of larger contracts can support a prime vendor, and what new opportunities are on the horizon.
In addition, larger contractors or prime vendors that bid on large scale IDIQ’s typically must include a subcontracting plan that includes certified vendors across the set-aside categories.
FedBiz Access offers research and engagement strategy sessions, as well as marketing packages to government contractors and targeted buyers at the federal, state, and local levels. FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, certifications, and GSA Schedules are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
Very often the quickest way to break into the government contracting market and gain some history with the federal government is as a subcontractor or in a joint venture (“JV”) teaming arrangement with a more experienced contractor.
In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss subcontracting and joint venture teaming as a good place to start in government, especially to build a record of successful performance.
In a subcontracting arrangement, the prime contractor is the party who gets awarded the contract and may utilize subcontractors to help fulfill the contract requirements. Often the prime contractor includes the subcontracting parties in the response to the solicitation, especially when certain set-aside categories must be included in the contract.
The subcontractor has a responsibility directly to the prime contractor, and the prime contractor has the direct responsibility to the federal government agency that they are working for.
For most small businesses, subcontracting is a great way to begin to grow their government contracting experience and build past performance. The subcontractor also gains valuable experience while avoiding the administrative overhead costs and resources necessary to manage the execution of large contracts.
In a JV teaming arrangement, two companies come together to present a stronger front for one solicitation. The parties typically form a JV company, and both are responsible to the government agency for the contract fulfillment. The parties bid on the solicitation as one entity. Therefore, the parties need to agree ahead of time on how to manage the dispersion of work, and who's responsible for what.
Under a JV teaming arrangement, the parties pre-negotiate their terms of working together and jointly prepare the solicitation proposal.
Under a subcontracting arrangement, the prime typically dictates the statement of work, pricing, terms, etc. to the subcontractor. Therefore, it is important for the subcontractor to negotiate the subcontracting terms prior to the contract award while it may have better leverage on the prime contractor. This is because subcontractor’s skills or set-aside can help the prime contractor win the award.
The best way for a small business to get into subcontracting is to identify from historical and expiring contracts the commercial companies that have won contract awards in their industry. They need to do their homework in a market research system like the Market Intel Database to find out who's been doing the work, what part of their larger contract can they help them with, and what are new opportunities on the horizon.
Subcontracting and JV teaming opportunities are primarily prevalent in construction, facilities management, staffing, and IT contracts. Although any contract proposal can be submitted under these arrangements.
In addition, larger contractors that bid on large scale proposals that exceeds a certain dollar amount must include a subcontracting plan that includes certified vendors across the set-aside categories.
By leveraging relationships in subcontracting and JV teaming, a business can accelerate their path in government contracting by gaining contract experience and building a record of performance.
FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, certifications, and GSA Schedules are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
In this episode of FedBiz’5 we host Anthony D’Attore from FedBiz Access to discuss open solicitations, and what you need to know to move forward (or not). The key is not to spend time chasing open solicitations that you cannot fulfill.
Solicitations, sometimes referred to as ‘opportunities’, are requests that solicit bids to initiate the procurement process for goods and/or services. These solicitations can take a multitude of forms or notification types.
- Open Solicitations
- Open solicitations are posted in SAM.gov as an RFQ (Request for Quote) or RFP (Request for Proposal). There are databases that can aggregate and sort through this data to help you more effectively research for opportunities, which include the Market Intel Database.
- Special Notice
- Pre-Solicitation
- Sources Sought
If two or more businesses respond to a source sought, when it goes to a solicitation, it will be set aside for small businesses. In addition, many sources sought notifications are automatically set for small business sources and have a ‘set-aside’ requirement. This means the govt has set-aside this award for a small business under a socio-economic certification.
It's also an opportunity to create relationships with contracting officials and make a good first impression with your capability statement. If you can offer something unique, that's very often how a sole source contract is generated. That means you win, and the solicitation does not even go out for public bid.
Once you receive the solicitation, you need to determine whether to move forward or not without wasting time on solicitations you cannot win. Since a solicitation can be as much at 100 pages plus, you need to quickly parse though it to make a “Go – No Go” decision.
- What is it? - Does the title or abstract pertain to your business? What type of solicitation is it? Can I meet the minimum requirements?
- When is it due? - Can you realistically meet the deadline? Are better off getting in earlier in the process (RFI or Source Sought)?
- Am I excluded? - Is there a specific set-aside for this solicitation? For example, if it's for a woman-owned business, and you’re not a woman-owned business, well stop because it's not written for you.
- Where is it? - Where is the place of performance? Can you reasonably service the geographic requirements, or can you work remotely? For example, if you’re a janitorial company and the solicitation is for janitorial services in Japan. Well, if you are in Wisconsin, you probably can stop reading.
If all four of questions line up, the fun begins because you can really start drilling down into the details of the solicitation requirements to make a final determination. What you're doing is looking for specific things that might exclude you. If none are found, it’s a go!
State/local solicitations are a little different. They're typically not formatted the same way but are more concise. So, they are easier to read through and the geography is limited to a specific area. They are usually a good way to get started in government contracting and build past performance.
FedBiz Access offers research and engagement strategy, as well as marketing packages to targeted buyers at the federal, state, and local levels. We have over 21 years of experience working with companies to help them win business.
Approximately 70% of expiring contracts are recompeted and research can give you the inside track by knowing who issued the award, who won the award, and for how much.
In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss expiring contracts, and how this can give you the inside track into developing relationships with contracting officers.
Expiring contracts refer to the approximately 70% of all federal contracts that are recompeted. In other words, a business was originally awarded the contract, the contract reaches the end of its contract term, and the contract will be opened again for rebidding.
This is particularly true for service contracts, which renew at a higher-than-average rate. For example, if you are a facility support company like a janitorial company the services are typically ongoing, and contracts are recompeted based on the frequency specified within the contract.
The contract term may vary, but these are often written as one-year contracts with annual renewal options. A common term may be one-in-four (1 year contract with four annual renewal options).
This type of expiring contract is most often renewed with the same vendor during the renewal term, but it is important as a competing vendor to know who issued the contract, who won the contract, and the contract pricing. This can give you the advantage when the contract expires.
An example of a contract not being recompeted would be a construction company contracted to build new barracks. Once completed, the job is finished but there will be ongoing recompeted contracts for servicing the barracks.
Billions in contracts reach their term expiration every year across multiple industries.
The advantage in researching expiring contracts on a platform such as Market Intel is it provides you the opportunity to reach out to the contracting officer who happens to oversee that particular contract.
This is all about relationship building with who buys what you sell. You can also get the inside information on the incumbent competition and their pricing by doing your homework.
Plan to reach out to the assigned contracting officer 90-120 days in advance of the expiring contract. Create a dialog and ask questions regarding the specific contract.
"I was looking into contract ABC123, and it looks like from the records it is set to expire in the near future. Is this a contract you still manage, and think will be recompeted? (If the contract has been assigned to a new contracting officer, ask who it is and for their contact information.) If this is going to be recompeted, I’d like to express my interest and let you know my capabilities and past performance fit the required criteria. I’ll send you my capability statement and let’s schedule a follow-up call.”
Often the contracting officer may be incentivized to find new vendors or may be ready to change for better service, pricing, or terms. Either way, this is your best time to introduce yourself in advance to someone who you know buys what you sell.
You long term goal is to establish relationships with government buyers by getting your information in front of them. Researching expiring contracts is one of the best ways to get the inside track.
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Database allows contractors to find open solicitations, upcoming opportunities, expiring contracts, and hidden future opportunities that aren't visible to the public.
In this episode of FedBiz’5 we host Ryan Sherr from FedBiz Access to discuss the features and benefits of the Market Intel Database and in particular the Roadmap to Success.
The Market Intel Database is one of the most advanced databases for business development and research in the government contracting marketplace, including federal, state, and local contract opportunities.
The search capabilities in the database provide government contractors insight into buyer trends and the competition, which in turn gives them the advantage of better understanding the market to help them win awards.
Contractors can find open solicitations, upcoming opportunities, expiring contracts, and hidden future opportunities that aren't visible to the public.
The database search utilizes keywords, industry codes, geography, date ranges, and any number of other filters to ensure the user is seeing only the information and opportunities relevant to them. It puts the power of hundreds of federal, state, and local resources at your fingertips in a user-friendly format.
Initial set-up in the database requires a user-specific profile applying a combination of keywords, industry codes, such as NAICS, PSC and NSN codes, etc., and work-area geography. By setting this up these attributes for your business, Market Intel ensures you see the opportunities that match your profile. In addition, you get daily email alerts for federal, state, and local contract opportunities.
The information from Market Intel can help businesses identify who buys what they sell, when they buy it, and lay the groundwork to begin forming a relationship with those buyers.
To sell to the government you must be proactive, not reactive. Simply responding to a bid is not sufficient. You must get in front of the buyer before the bid comes out.
With your customized ‘Roadmap’, Market Intel uses your list of industry codes from your SAM registration to provide you the information to be proactive.
This information includes a list of all the contracts that came out last year for each of your NAICS codes; what agencies bought in those codes; a listing of your competitors that won awards in those codes; how many of those competitors had GSA Schedules; dollars involved; active solicitations, as well as expiring contracts.
Regarding expiring contracts, each year the government issues hundreds of thousands of contract RFPs that pertain to services the government needs, such as janitorial services. The vast majority of the time these are the same contracts that have been issued in the past, and they will be reissued again prior to expiration.
These expiring contracts are resolicited prior to their expiration date. And, with research, you can know the inside information on when to contact the contracting officers and how that last contract was won, including who previously won the contract; what type of contracting facility was used; dollar amount; and the terms of the award.
To have this much knowledge in advance of a bid proposal gives you the supplier the advantage to win the award.
FedBiz Access is currently offering a 30-Day Free Trial to the Market Intel Database. To take advantage of this 30-Day Free Trial – Click Here and use the Agent Code ‘INTEL30’.
FEMA seeks local companies within a disaster area for goods and services.
In this episode of FedBiz’5 we are hosting Ashley Duwel, Government Contracting Senior Analyst, to discuss how to do business with the Federal Emergency Management Agency (“FEMA”).
With the recent disaster events like the tornados that moved across western Kentucky, disaster relief has been a hot topic in the government contracting community.
To help our country be better prepared the Department of Homeland Security has established FEMA’s Industry Liaison Program (“ILP”). The ILP creates strategic relationships with suppliers and stakeholders; serves as an information provider for suppliers seeking to do business with the FEMA; and connects suppliers with program offices in support of FEMA’s mission.
FEMA’s goal with the ILP is to seek local companies within the disaster area for goods and services related to a specific disaster when practical and feasible. In fiscal year 2021, FEMA awarded $2.1 billion or 22% of its total spending ($9.4 billion) to small businesses.
In addition, FEMA funding flows down to the state level that also issues awards directly to small businesses.
When considering how to do business with FEMA, the first steps are to make sure FEMA buys what you sell, and your registrations are in order. This includes checking the box in your SAM registration to be included in the disaster response registry and ILP.
For a closer look into FEMA, what they buy, how they buy, when they buy, and from whom - be sure to check out FedBiz Access’ 2021 FEMA Annual Agency Report, now available through the website.
The report provides information on the top spending categories by NAICS and PSC codes, spending by FEMA offices, how contracts were competed and issued, and top prime contractors used.
There are also strategic sourcing contracts which open multiple opportunities to small business for subcontracting. This requires reaching out to the prime contractors, which is also detailed in the FEMA report.
In addition, the report includes access to a 90-minute video from a former top contracting officer within FEMA on how to best do business with the agency. The video gives you an inside look into how FEMA operates
FedBiz Access works with its clients across industries to complete their vendor profile for the ILP as part of establishing their foundation in government contracting by ensuring their registrations are current, complete, and compliant.
FedBiz Access’ business development services include one-on-one engagement coaching, targeted market research, set-aside certifications filings, and GSA Schedule registrations.
FedBiz Access helps companies build a clear path from registration to award.
New collaboration to provide FedBiz clients access to a library of on-demand video training courses and webinars for government contracting.
In this episode of FedBiz’5 we are hosting Carroll Bernard, President of Govology, to discuss their new partnership with FedBiz Access for providing training content for government contractors through FedBiz-U.
Govology provides government contracting on-demand video training courses and webinars based on relevant topics in the government marketplace. Govology produces approximately 140 training videos and webinars a year on topics related to government contracting.
Because of their collaborative approach to the industry, Govology was recognized as the 2020 SBA Small Business Champion of the Year.
Govology maintains an extensive library of training videos covering a wide range of relevant subject matter, which will be offered through a subscription service on the FedBiz Access learning center platform called FedBiz-U.
Co-Founder and President, Carroll Bernard, has over 20 years of government contracting experience. He has served as a supply officer in the U.S. Navy, contracting officer for the Department of Veterans Affairs, local-state level contracting specialist, business development specialist for the U.S. Small Business Administration, and PTAC (Procurement Technical Assistance Center) counselor working with hundreds of small businesses to help them get into government contracting.
“We have a really great library of training content, and what's exciting is that we're able to partner up with FedBiz Access to allow businesses to take what they learn and help them execute their plan. Getting into government contracting begins with education,” said Bernard.
Govology’s mission is to make government contracting education widely available, so it is easier for those who want to engage in the government marketplace to navigate and go where they want to go inside of this market.
“We are excited about this new relationship with FedBiz. In fact, we're really all about collaboration. We believe the more people that are in the ecosystem educating, serving, and coaching, then the better it is for businesses,” Bernard went on to say.
Both parties agree that the strength of their relationship is coupling Govology’s knowledge piece with FedBiz’s support and coaching to help clients take what they learn and apply it.
FedBiz Access offers research and engagement strategy sessions, as well as marketing packages to targeted buyers at the federal, state, and local levels. FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, and certifications are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
In this episode of FedBiz’5 we are discussing the importance of knowing your market and not chasing solicitations as your first step. You want to know who buys what you sell, and how they buy.
Of course, your initial step is to have your SAM and DSBS registrations complete, compliant, and optimized. It is also important to investigate what set-aside certifications or GSA Schedule categories you may qualify for.
However, to immediately thereafter start digging through SAM.gov for open solicitations as your first step is probably not your best recipe for success.
The vast majority of the federal spending does not go through solicitations. In fact, approximately 10% does go through solicitations. So, it is more important initially to do research and that research can encompass a lot of different things.
As in any successful business you need to know what your market is. You need to know who your market is. You must have a clearly defined plan going in. Who is spending? How are they spending? And in the federal market that is even more important because you want to be able to focus your energy.
Who is buying the most of what you sell? What offices, what people, who should you be reaching out to? This is about research and then creating relationships.
An important first step before entering any market is to learn more about the market opportunity, and who buys what you sell. The RADAR report (Real-Time Advanced Data Analysis Report) is a deep dive into the federal government marketplace based on a keyword search through award history associated with the products and/or services you sell.
The RADAR lets you know you the ‘who, what, when, where, and how’ of federal buying for your products and/or services, including the procurement offices that issue the most awards and how to contact them.
Under the Micro-Purchase Threshold purchases under $10,000 can be awarded without solicitation.
Under the Simplified Acquisition Procedures threshold, small businesses must be considered for all federal awards under $250,000 if there are two or more small business offerors expected to compete.
These markets are your best leaping off point to get started in government contracting and most of this business is awarded through relationships.
To establish these relationships, you need to know who is buying what you sell and how they buy it. In addition, subcontracting is another route where relationships become key. So, there are many ways to approach the federal market that are not necessarily just going after those formal solicitations.
If you plan to spend time and resources to engage in government contracting, let it be on research first so that you understand your path of least resistance and do not spend your efforts in the wrong place.
Just as in your commercial business, the key to success in government contracting is educating yourself on the market and building relationships with those who buy what your sell.
FedBiz Access offers research and engagement strategy sessions, as well as marketing packages to targeted buyers at the local, state, and federal government levels. FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, and certifications are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
In this episode of FedBiz’5 we are discussing the importance of researching your market before entering the federal government contracting arena. “Test before you invest” or “Learn to earn” are themes those businesses new to government contracting should embrace. You want to know who buys what you sell, how much they buy, and how often they buy.
An important first step before entering any market is to learn more about the market opportunity, and who buys what you sell. The RADAR report (Real-Time Advanced Data Analysis Report) is a deep dive into the federal government marketplace based on a keyword search through award history associated with the products and/or services you sell.
The RADAR lets you know you the ‘who, what, when, where, and how’ of federal buying for your products and/or services, including the procurement offices that issue the most awards and how to contact them.
Many small businesses wanting to get into federal contracting spend time and resources chasing and responding to open solicitations to no avail. This is not the best way to start.
Those businesses who do make research a priority and an ongoing part of their federal procurement process typically win many more awards, primarily those awards that are not publicly posted. Through research, these businesses know who to contact to develop relationships in the offices that buy the products and/or services they sell.
So, while their competitors are spinning their wheels focusing only on the big RFPs and public solicitations, businesses that research award history and contracting offices can best target new award opportunities. These are harder to find, but the payoff is exponentially higher.
A free resource for small businesses to consider for assistance is their local PTAC (Procurement Technical Assistance Center).
If you plan to spend time and resources to engage in government contracting, let it be on research first so that you understand your path of least resistance and do not spend your efforts in the wrong place.
Just as in your commercial business, the key to success in government contracting is educating yourself on the market and building relationships with those who buy what your sell.
FedBiz Access offers research and engagement strategy sessions, as well as marketing packages to targeted buyers at the local, state, and federal government levels. FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, and certifications are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
In this episode of FedBiz’5 we are discussing the importance of having a State & Local Connections Marketing Campaign, and the strategy to create market visibility for your business to state and local government buyers.
A great way to get started in government contracting is to start at the state and local level to help build your government-related resume. Many businesses see large dollar signs when they think about federal government contracting, but state and local contracting can be just as lucrative.
At the federal level, it is not always as easy as simply getting registered and then bid on a contract. That is because federal agencies buy from those contractors they know and trust. It can take time to develop these relationships as discussed in our Federal Connections podcast.
A primary consideration in establishing relationships and trust with federal buyers is your past performance. This helps buyers vet their contractors to know they can support and fulfill larger contracts.
Getting started on the state and local level, while pursuing micro-purchase awards and subcontracting opportunities allows more time to build up your contracting resume.
State and local government agencies like to keep award money within their economy. They like to hire people that are from their state and that are local small businesses in their area. There is also a better chance of meet and greets, local trade shows, and personal introductions to make inroads with state and local buyers.
So, getting in at the state and local level can be a good steppingstone because it builds that past performance that federal contractors look for. It can also create a significant sales channel for your business, especially when you do your research on historical data to find out who has fulfilled contracts or the purchase orders within your industry at the state and local level.
For example, who won past awards and who signed the purchase order? Market your business to that state or local official via email, phone calls, and be prepared with your capability statement. Your goal is to arrange a capabilities briefing to explain who you are and how you can fulfill the buyers needs in a one-on-one setting.
Once engaged with a contracting official let them know succinctly your core competencies, differentiators, past performance, socio-economic set-aside, etc. Be prepared for what questions might be asked of you and know what questions you should be asking them.
As with any relationship, you want to make a good first impression and create an ongoing dialog to develop into awards.
FedBiz Access offers Engagement Strategy sessions, as well as marketing packages to targeted buyers at the state and local government level with its State and Local Connections Package. FedBiz Access has 21 years of experience working with companies to help them win business by ensuring their engagement strategy, registrations and certifications are current, complete, and compliant.
FedBiz Access helps companies build a clear path from registration to award.
In this episode of FedBiz’5 we are discussing the importance of having a Federal Connections Marketing Campaign, and the strategy to create market visibility for your business to federal buyers.
Federal buyers are busy and take their fiscal responsibility very seriously. As part of this responsibility, they have quotas to meet small business contracting goals, especially for orders under the $250,000 Simplified Acquisition Procedures threshold.
The key is to begin forming federal buyer relationships in advance of contracts and solicitations. Many of these awards are for a particular set-aside category and the majority these opportunities never get publicly posted.
There are two ways to create these relationships with federal buyers: (A) they find you, or (B) you market to them.
A. They find you. – Federal buyers are required to do market research to find buyers. According to FAR 10 of the Federal Acquisition Regulations, buyers are required to “take advantage of commercially available market research methods in order to effectively identify the capabilities of small businesses and new entrants into federal contracting.”
Common means of market research include FedBiz Connect, the SAM and DSBS databases, Google, LinkedIn, etc.
B. You market to them. – This is similar to how you would market your products or services in the commercial marketplace; however, relationships and timing are particularly important in the government arena.
For example, in an emergency a federal buyer might need thousands of facemasks. If you are in their rolodex, then you are most likely to be contacted if you have made yourself known, including being properly registered in SAM and DSBS, as well as having a professional Capability Statement.
Besides emergency purchases, federal buyers like to have pre-vetted vendors to speed up their ordering cycle. To accomplish this, you need to be proactive with your marketing to build relationships.
Federal marketing means finding the buyers who buy what you sell. Identifying those agencies and offices to get the specific points of contact and reaching out to them on consistent basis.
You want to create top-of-mind awareness and your capability statement let’s them know your core competencies, differentiators, past performance, socio-economic set-aside, etc.
While marketing to federal buyers may be more difficult than commercial marketing because you have to peel back the layers of department and agency offices. The first task is research to identify the buyers.
The second task is to create an engagement plan, which includes an email strategy. Government emails have strict security so the wrong subject line, image, or attachment can make the email undeliverable behind government firewalls.
The third task is your actual engagement. This is when you make that human connection. You need to be prepared for what questions might be asked of you and know what questions you should be asking them.
You have a short window to speak with these buyers. You want to make a good first impression and create an ongoing dialog to develop the relationship.
FedBiz Access offers Engagement Strategy sessions, as well as marketing packages to targeted buyers in the federal government with its Federal Connections Package and on the state, local, and education market with its Local Connections Package.
Welcome to our podcast - FedBiz’5, where you get informed, get connected and get results. In our last episode we discussed what is an Engagement Strategy?
In this episode we are discussing the importance of Engagement Preparation, and the value of coaching to identify what the buyer’s needs are before speaking with contracting officials.
Engagement strategy or “Coaching” is one-on-one consultation with our client to help further their efforts to form relationships with government buyers. It is all about preplanning and preparation.
Before contacting a contracting official, you need to have a plan and a position your business to meet the needs of the buyer. Your positioning focus should be in parallel with what is important to that buyer.
Think of the ‘needs’ (products or services) of the audience that buyer serves, and that is what you focus your value proposition on.
Next, what can make your business stand out compared to the competition? Contracting officials get calls and emails every day. How can you stand out compared to everyone else.
BE PAREPARED - Know Your Value Proposition.
Make sure your SAM and DSBSregistrations are complete, compliant, and optimized, as well as having a professionally prepared and aesthetically appealing Capability Statement.
These serve as your government calling card or resume, and you only get one opportunity to make a good first impression.
Succinctly address what you have to offer. What you do, and what have you done in the past.
Past performance, even in the commercial market, provides some level of assurance that you can fulfill the requirements of the award. Explain what projects you have completed in the past and the scope of those projects.
Do not lead your conversation with your socio-economic status but address it later in the conversation, especially when you are SBA certified for set-aside awards. Your value proposition is more important to lead with than if you are woman-owned, veteran-owned, HUBZone, or some other category.
While these categories are very important, do not start your conversation with, “Hello, I’m a HUBZone business (or whatever socio-economic category fits your profile).
When making your initial introduction, focus on what you do and how you have done it well for others in the past. Taylor your conversation to the needs of the buyer.
Be prepared and practice explaining your value proposition, and what differentiates your business from the rest of the pack
The buyer can then make a good assessment of your business and keep you in their ‘active’ file for consideration when an award solicitation opens, or an award is under the $250,000 threshold for the simplified acquisition program for small businesses.
FedBiz Access offers Engagement Strategy sessions, as well as marketing packages to targeted buyers in the federal government with its Federal Connections Package and on the state, local, and education market with its Local Connections Package.
In addition, FedBiz offers SBA Certifications and GSA Schedule fulfillment services through our experienced team of professional.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.
Welcome to our podcast FedBiz’5, where you get informed, get connected and get results. In our last episode we discussed what goes into a Capability Statement.
In this episode we are discussing the importance of an Engagement Strategy, and the value of coaching in preparation for speaking with contracting officials.
Engagement strategy or “Coaching” is one-on-one consultation with our client to help further their efforts to form relationships with government buyers. It is all about preplanning and preparation.
In an engagement strategy session, clients learn how to get in front of and make the most of the time spent with the contracting official. It is the “how to” approach and reach out to government buyers.
The first step is to have a complete and optimized registration in both SAM and DSBS.
Secondarily, a professionally prepared and aesthetically appealing Capability Statement serves as your government calling card or resume.
Next, we teach clients how to identify their buyers. Who buys what you sell? Then set a plan to reach out to these buyers through marketing. This is similar to how businesses market to their commercial clients, but with government buyers there can be more layers to peel back.
Identifying government buyers takes research. In addition to the research, once you have identified who your buyers are, it is important for you to tailor your dialogue, tailor your capability statement, and tailor your whole message to that specific buyer in their specific agency.
By tailoring your approach, you want to address what they buy and how they buy. Through preparation, you can look at the trends in government buyers’ historical spending and when their current contracts come up for renewal.
FedBiz Access offers Engagement Strategy sessions, as well as marketing packages to targeted buyers in the federal government with its Federal Connections Package and on the state, local, and education market with its Local Connections Package. In addition, FedBiz offers an online database of buyers, solicitations, and expiring contracts through its Market Intel subscription.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.
In this episode we are discussing the importance of your Capability Statement, and what it should include as your ‘government resume’.
A Capability Statement should be a concise, aesthetically pleasing, one-page document that speaks to your business's competencies.
Its purpose is to provide specific information that will convince potential customers, government agencies, to do business with you. When written well, a Capability Statement will help differentiate your business from others.
Below are the 6 key areas to include in a successful and effective capability statement:
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Capability Narrative: A brief ‘About Us’ description. This is a short, direct, and concise general overview of your company without delving too much into your products and/or services.
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Core Competencies: Listing of products and/or services that speak to the agency you are trying to do business with. Core competencies do not need to include everything about your business, and what you are able to do. In fact, they should focus on the needs of your audience. Use bullet points and short statements of your expertise as it relates to your target audience. In addition, use high-quality images to showcase your products and/or services. Organization and aesthetics are important.
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Differentiators: Why should the government choose you to do business with you over your competition? List the unique benefits of your products and/or services that set you apart from your competition. How is your business best suited for the needs of the targeted government agency? A clear statement that relates to specific needs of the agency can help the buyer understand why they should choose you over everyone else.
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Past Performance: List your previous customers, either commercial entities or government agencies, that you have done similar projects for previously. You should include details such as the date, location, and value of the award so the reader knows the types of projects you are capable of handling.
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Company Snapshot: List pertinent company details including primary contact information, DUNS #, CAGE Code, set-aside eligibility, and socio-economic statuses such as WOSB, SDVOSB/VOSB, 8(a), HUBZone, and other applicable designations. Regarding contact information, your email URL and your website are very important. You may also include a QR Code that can be scanned to provide additional information. A unique email address (not a Yahoo, Hotmail, AOL, Gmail address, which can often be blocked by government agencies) and a professional website show your business has legitimate commercial visibility.
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NAICS and PSC Codes: List your industry codes demonstrating your capabilities specific to the government agencies you are trying to work with. It is important not to list too many codes, which can make you seems like a jack-of-all-trades, but master of none. Do not confuse the contracting official. Do your research to pinpoint the codes that make the most sense to your target agency for the products and/or services you offer.
Your next step is to market your business. Do the buyers know who you are? Do you know how to find them?
FedBiz Access fulfillment takes the time to understand the client’s business to ensure their Capability Statement is the best presentation of their business.
FedBiz Access also offers marketing packages to targeted buyers in the federal government with its Federal Connections Package and on the state, local, and education market with its Local Connections Package.
In this episode we will continue discussing the importance of your DSBS, and why it is important to have it complete and optimized so you do not get excluded from government contracting opportunities.
Your DSBS marketing profile can help separate you from other your competitors. The Small Business Administration (the “SBA”) maintains the DSBS database that government agencies use to find small business contractors for upcoming contracts. Small businesses can also use the DSBS to find other small business to work with or to be found by prime contractors.
The DSBS is important because federal buyers are required to do market research to find small businesses to fulfill federal contracts. This is part of the Federal Acquisition Regulations (FAR 10) that buyers are required to use “commercially available market research methods in order to effectively identify the capabilities of small businesses.”
Many small businesses do not realize the value of their DSBS profile. They do not understand what it is for. They do not know where to find it. They do not know why it is so important.
One consideration to ensure your DSBS is done correctly is to use an experienced professional to complete your registration and sync your SAM information.
Businesses may believe, well SAM and DSBS are free and must be easy to do myself. But, these are the same people that are registered for years just waiting for a phone call or email from a government buyer that never comes.
A good analogy is a small business filing their own tax return. It is free to file a tax return. However, it is advisable that they should pay to use an accountant to ensure their tax filing is done correctly and in full compliance.
Another analogy is if a business has a job opening to be filled and runs an advertisement. For this example, the business gets two applicants. Each applicant is required to complete a five-page application with detailed information to better assess their qualifications.
Applicant One fills out the application completely and thoroughly. All their skills in detail, their experience, past jobs, references, all of it, every question addressed and answered.
Applicant Two fills out their basic contact information, where they went to school, puts one or two skills down, but did not feel the need to provide details of their experience, or references, or where they worked before. They did not think that was important. Applicant Two left several questions blank and obviously did not apply much effort into the application.
Both applicants return their application. Which do you think will be selected for a call back?
As a business owner, how important it is to be that Applicant One? You want to be that business that the government call back. Do not allow your business to be disqualified for a simple error, omission, or ‘none given’ response that can be easily addressed. Let the government know you are an expert in your field by having your registration completed in a thorough and professional manner.
FedBiz Access’ fulfillment team takes the time to understand the client’s business and asks questions to pull information from the client to ensure their SAM registration and DSBS profile are complete, compliant, optimized, and competitive in the eyes of contracting officials and prime contractors.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.
In this episode we will learn about the importance of your DSBS (Dynamic Small Business Search) and its relationship with your SAM registration.
The Small Business Administration (the “SBA”) maintains the DSBS database that government agencies use to find small business contractors for upcoming contracts. Small businesses can also use the DSBS to find other small business to work with or to be found by prime contractors.
The information provided when registering a business in SAM (System for Award Management) is qualified by size standards based on NAICS (North American Industry Classification System) Codes and used to auto-populate a portion of the DSBS to create your business profile.
The SBA’s size standards are numerical thresholds that qualify a small business based on Total Receipts (sales) and/or Number of Employees. The SBA’s Table of Small Business Size Standards lists small business size standards matched to industries defined by their NAICS Code.
The DSBS is important because federal buyers are required to do market research find small business to fulfill federal contracts. This is part of the Federal Acquisition Regulations that buyers are required to use “commercially available market research methods in order to effectively identify the capabilities of small businesses.”
The DSBS is one of the primary platforms that they are going to use to find and select a small business to procure their products or services, especially for any awards that are not posted or not competed.
Registering in SAM makes you eligible for government contracting, but that does not make a business competitive. While the SAM is considered a business and accounting profile, the DSBS is considered the marketing profile. This is how businesses are found through keyword, capability narrative, socio-economic categories, past performance, and industry code searches.
If a business has no DSBS listing or is poorly organized with omission in their DSBS, they may miss out on early-notice opportunities. These include:
- Sole Source Contracts
- Small Business Set-Asides
- Sources Sought Notifications
- “Rule of Two” - Simplified Acquisition Procedures
- Credit Card / Micro-Purchases
For example, if a business does not have the proper industry codes or keywords based on their goods or services and the contracting official or prime contractors uses the DSBS for research, the business does not show up in their search.
The next level of search once this initial research is pulled on industry codes and keywords is the business’ capability narrative. Do they have a capability narrative? Is it descriptive and concise? Then the contracting official or prime contractor may drill down to look for differentiators including socio-economic qualifications and past performance.
An error, an omission, a ‘none given’, an empty field can all be red flags and may disqualify a business before given an opportunity for consideration. Therefore, it is critically important to ensure the DSBS profile is done properly.
FedBiz Access’ fulfillment team takes the time to understand the client’s business and asks questions to pull information from the client to ensure their SAM registration and DSBS profile are complete, compliant, optimized, and competitive in the eyes of contracting officials and prime contractors.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.
Welcome to our podcast FedBiz 5, where you get informed, get connected and get results. In our last episode we discussed, “What are NAICS Codes?” – the North American Industry Classification Codes. In this episode we will learn more about PSC (Product and Service) Codes and their importance in your SAM registration.
PSC Codes are four-digit numeric or alphanumeric values and are used to describe products, services and research and development (R&D) purchased by the federal government. You can find a full listing and description of the PSC Codes in the PSC Manual online.
PSC Codes are considered a more granular industry-related description than NAICS Codes. For example, NAICS Code 238160 – ‘Roofing Contractors’ compared to PSC Code 5650 – ‘Roofing and Siding Materials’.
PSC Codes differ from NAICS Codes in that PSC Codes describe more specifically “WHAT” was bought for each contract action reported in the Federal Procurement Data System (FPDS) and theSAM.gov Data Bank, whereas NAICS Codesdescribe in general “HOW” purchased products and/or services are produced or used.
An important part of the SAM registration process is ensuring a business has properly categorized its industry codes in their SAM registration. In SAM, PSC Codes should be focused on core business and compliment the NAICS Codes. The attention should be on what you want to sell to the government, and you can find a useful PSC Selection Tool online.
FedBiz Access’ fulfillment team takes the time to understand their client’s business and asks questions to pull information from the client to ensure their registration is complete, optimized and verified.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.
What are NAICS Codes, the North American Industry Classification System codes?
Welcome to our podcast FedBiz 5, where you get informed, get connected and get results. In our last episode we discussed, “What is SAM?” – The System for Award Management. Now we will learn more about NAICS Codes and their importance in your SAM registration.
NAICS Codes are the six-digit identification standard used by federal statistical agencies in classifying businesses for the purpose of collecting, analyzing, and publishing statistical data related to the U.S. business economy. For federal contracting, these are the codes the government researches to find goods and services for award opportunities.
An important part of the SAM registration process is ensuring a business has properly categorized its industry codes in their SAM registration.
The six-digit NAICS Code can be broken down into specific levels by each digit of the code. The NAICS code has 20 primary two-digit Sectors. The NAICS hierarchy includes 99 three-digit Subcategories, 311 four-digit Industry Groups, and 709 five-digit NAICS Industry Designations. There are 1,057 six-digit NAICS Codes.
NAICS Code Structure by Sector:
SECTOR DESCRIPTION
| 11 | Agriculture, Forestry, Fishing and Hunting
| 21 | Mining, Quarrying, and Oil and Gas Extraction
| 22 | Utilities
| 23 | Construction
| 31-33 | Manufacturing
| 42 | Wholesale Trade
| 44-45 | Retail Trade
| 48-49 | Transportation and Warehousing
| 51 | Information
| 52 | Finance and Insurance
| 53 | Real Estate and Rental and Leasing
| 54 | Professional, Scientific, and Technical Services
| 55 | Management of Companies and Enterprises
| 56 | Administrative and Support and Waste Management and Remediation Services
| 61 | Educational Services
| 62 | Health Care and Social Assistance
| 71 | Arts, Entertainment, and Recreation
| 72 | Accommodation and Food Services
| 81 | Other Services (except Public Administration)
| 92 | Public Administration
NAICS Codes describe in general “HOW” purchased products and/or services are produced. For example, NAICS Code 541611 is defined as ‘Administrative Management and General Management Consulting Services.’ NAICS Codes do not describe who a business sells to. NAICS Codes are based on a production-oriented concept, meaning that it groups businesses into industries according to similarity in the processes used to produce goods and/or services.
In SAM, NAICS Codes should be focused on core business. Too much disparity or too many NAICS Codes can give the impression the business is not focused. What do you want to sell to the government? Less is more in this instance, and that focus is very important.
FedBiz Access’ fulfillment team takes the time to understand their client’s business and asks questions to pull information from the client to ensure their registration is complete, optimized and verified.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.
What is SAM, the System for Award Management? It is your first step toward becoming a federal contractor.
Welcome to our podcast FedBiz 5, where you get informed, get connected and get results. In our last episode we discussed some of the fundamentals of federal contracting, evaluating your finances, and preparing your business. Now you are ready for your first step - registration in the System for Award Management, commonly referred to as SAM.
SAM is a federal registration that is required if you are going to participate in the federal market. It is sometimes called your “accounting record” and is used as the primary database of vendors doing business with the federal government.
A business can self-certify in SAM, but because of the complexity of the registration process many businesses are better suited to use a professional service to complete their registration. This may be considered in the same way that many businesses use a professional accountant to file their tax returns to ensure they are complete and compliant.
One of the registration areas that is important to properly identify is your industry classification using NAICS and PSC codes. NAICS codes are the North American Industry Classification System, and PSC are Product (and/or) Service Codes. Simply put, NAICS codes are for your business function or commercial activity, and PSC describe your products or services themselves. These codes let the federal government, or the federal buyers know what it is you do and makes it easier for them to identify you for award opportunities based on your industry and your products or services offered.
Additionally, businesses must conform to the Federal Acquisition Regulations, referred to as the FAR. The FAR are the overriding set of regulations for federal procurement and agreement to adherence to the FAR is required to be registered in SAM. Having a clear understanding of the FAR as you are completing your SAM registration is very critical. A misrepresentation or wrong answer could not only get you in trouble but could bar you from federal work.
Businesses also register their business size and socio-economic status while completing the required solicitation clauses and certification. By completing the required solicitation clauses and certifications you certify that the information provided about your company and its business activities are correct.
SAM is also a marketing tool for businesses. SAM allows government agencies and contractors to search for your company based on your ability, size, location, experience, ownership and more. SAM also informs searchers of firms certified by the SBA under the 8(a) Development and HUBZone Programs, as well as veteran-owned, women-owned, and minority-owned small businesses. In addition, it is very important that your SBA registration in the Dynamic Small Business Search or DSBS be properly aligned with your SAM for marketing purposes.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.
What is federal contracting? To understand federal contracting, you first need to understand the fundamentals before we dive into any other related subjects.
Welcome to our new podcast. FedBiz’5 is your definitive resource to accelerating government sales. FedBiz’5 is a hard-hitting, 5-minute series of free government podcasts designed to help federal contractors find and win more business. Each episode brings new information and strategies from leading experts to help simplify government contracting and provide you a clear path from registration to award. The FedBiz team has more than 20 years of experience in government contracting with over $27.9 Billion in client awards.
If you think of the federal government as a business, it is the largest buyer of goods and services in the world. Everything that they use, everything that they need, office supplies, everything must come from somewhere, and that place is typically the private sector. So, if you have a product or a service that is valuable in the commercial world, in all likelihood, there's a place for you in the federal market.
If you are trying to sell your product or service to the government and you are not getting anywhere, the reason may be you do not meet their basic requirements. Federal contractors will not just buy anything from anybody. There are certain steps and certain requirements you need to meet.
Your preliminary requirements are registrations through SAM (System for Award Management) and DSBS (Dynamic Small Business Search). These are your business and marketing profiles that need to be complete, compliant, and optimized. Secondarily, you need to investigate if you may qualify for a socio-economic certification for special set-aside contracts. In addition, your finances and operations should be in good order so that you can show your ability to sustain and fulfill awards.
Once you have established this foundation, you need to address these questions:
- How can I best showcase my products/services and capabilities?
- How do I create relationships with federal agencies and contracting officials?
- What is the best way to find opportunities – published and unpublished?
While published opportunities can be found on beta.SAM.gov (soon to revert back to SAM.gov), a large percentage of awards never sees the light of day in the form of a public solicitation. It is estimated that less than 35% of the actual market ever gets posted in the form of an open solicitation. Many awards are via government credit cards, purchase orders, sole-source set-asides, GSA Schedule awards, renewed awards, and many other closed award procedures.
As the Small Business Administration points out about identifying your market, which is really after you've determined whether you are a good fit or not for government contracting, is to know whether there's a market for you and you can sustain it. The next step beyond your registrations is to then determine who your buyers are and how to get your foot in the door.
This podcast is sponsored by FedBiz Access - https://fedbizaccess.com. For government contracting made simple, call (888) 299-4498.