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Securing Government Contracts

Posted by: Rod Kurtz on May 1, 2009

One of the biggest challenges for small businesses interested in working with the government is a lack of information on how to get started! Prior to jumping into the government contracting arena, the first thing your small business needs to do is register with the Small Business Administration office serving your local customer base:

• It is critical to register using the right North American Industry Classification System (NAICS) codes based on the products and/or services that you have to offer to the government.

• You should also apply to become a GSA (General Services Administration) Schedule contractor via the GSA Web site.

Once these primary steps have been completed, your small business should then register with the following premier federal contracting research organizations:

INPUT is an authority on government business and "provides market intelligence, analysis, consulting, events, and training to help companies develop government business." The ability to use INPUT effectively can be a critical success factor for a small business. can be used to search, monitor, and retrieve "opportunities solicited by the entire federal contracting community." Again, the success of a small business is directly related to using the right keywords while looking for opportunities.

Success for your small business within the government cannot be achieved without strategic teaming partners:

• A key strategy in winning contracts is to register as a small business with larger government contractors.

• Another approach is partnering with other government contractors in areas where your small business lacks expertise but can offer complementary products and/or services.

Finally, physical presence is very important in this business, and a successful small business must set up shop in the backyard of the federal government. An "in your face" strategy will help in the federal contracting race.

Jack Nargundkar
Director of Marketing
Government Solutions Group
TeleCommunication Systems
Annapolis, Md.

Reader Comments

Jensen Anderson

May 18, 2009 1:05 PM

Small businesses may also find it helpful to look into a GSA schedule consultant such as Washington Management Group, to help streamline the process.

Defense Contractors

June 16, 2009 7:17 AM

Just wanted to add a small tip on creating a recession proof career. It would be a good idea to plan out your career or business by considering government contracting. This is a very lucrative financial opportunity that can help you stabilize financially and increase your income flow if it is done the right way.

If this is something that you are interested in to put an end to your financial worries, get yourself registered with the Central Contractor Registry which is a federal clearing house for vendors and small businesses too. Also identify a product or service that you can supply to the government and which the government needs in order to get a contract.

You can win such billion dollar contracts and secure your career or business better even during this phase of recession.

Lorin Bristow

June 29, 2009 1:27 PM

"Doing your homework" by searching RFP databases is a solid recommendation. It helps small businesses understand how to better position themselves overall, and outlines the various buying vehicles/procedures they must follow to compete.

Also, don't forget to research prior closed bids in your space. Analyzing how competitors have fared historically can provide great insights for moving forward.


July 1, 2009 2:03 PM

There is also a new resource available called mySBX -

The American Small Business Coalition - (The ASBC) is another organization to check out

Hardy Bullock

July 9, 2009 7:55 PM

We developed a great web-based, interactive course that walks small business through the process of gaining government contracts. Simple step by step instruction coupled with industry specific information streamlines the process and gets the business in the Federal Marketplace quickly. Check out for help with Government Contracting.

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