By Debbie Gregory.

Government contracts can be very lucrative, and that’s the reason why so many big companies go after them. You may be wondering what separates the small firms that win government contracts from the ones that don’t?

First and foremost, before you invest your time, money and energy, make sure you’re selling what a federal agency is buying. It’s not uncommon for firms to invest tens of thousands of dollars in prep work applying for government contracts. You wouldn’t want to waste those resources if your product/service is not something they’re in the market for. Uncover their needs and deliver a proposal that solves their problem.

The federal government will want to see that you’re financially sustainable and reliable. Is your business financially healthy, and do your financials show positive cash flow? Does your company or any of its principals owe back taxes? Address these areas before presenting your business to procurement officials.

Small or new contractors should find teammates, alliance partners or mentors with whom they have a business and cultural compatibility. Doing so spreads the risk, extends the experience and gives them a much deeper bench of talent. This is especially important if you haven’t yet attained a proven track record of past performances with customers. Make sure your staff is able to respond to the demands of the contract. Consider outsourcing services if necessary.

Make yourself known to government agencies. Attend as many outreach events as you can. These events are excellent opportunities to meet key personnel as well as strategic partners for future collaboration. Network with your peers and other like-minds to bounce ideas off of or seek experienced advice.  Create brand consistency. Make sure your website, all of your marketing collateral and social media sites represent and reflect your organization in the best light.

Make sure that you have a strong, compelling and solutions-driven capability statement that focuses on your organization’s strengths. Identify what makes your company unique. What do you have that others don’t? Technology? Inventions? Patents?  Methodologies? Find a differentiator and highlight it. Be sure to include your certifications.

Remember, the government values past performance above almost all other criteria. If you win a bid, do a great job so that you can use that agency as a reference of past performance, and continue building your government business one contract win at a time.

Veteran and Military Business Owners Association, VAMBOA,

By Debbie Gregory.

The Department of Defense (DoD) kicked off the new year by awarding a number of eight-figure contracts on behalf of the Army, Navy and Air Force.

On January 2nd, the DoD awarded Risk Mitigation Consulting Inc. a $95,000,000 maximum amount, indefinite-delivery/indefinite-quantity contract for mission assurance assessments of installation/facilities infrastructure and facility-related control systems for the Department of the Navy. The work includes, but is not limited to, the collection and evaluation of data concerning the criticality of facilities, utilities, industrial control systems, and supporting infrastructure based on mission impacts, probable threats and hazards, and degrees of vulnerability to determine the overall risk posture of the asset. The company is based in Destin, Florida.

On the same day, the DoD also awarded Raytheon Co. a contract for $81,224,627 for modification P00007 to a previously awarded fixed-price-incentive=firm-target contract (N00019-17-C-0042). This modification provides for the procurement of 228 configuration components required for completion of Configuration D Retrofit Component engineering change proposals for the F/A-18E/F and EA-18G aircraft for the Navy and the government of Australia. The company is based in El Segundo, California.

Additionally, January 2nd saw Lockheed Martin, Rotary and Mission Systems, Moorestown, New Jersey, awarded a $28,882,337 cost-plus-incentive-fee modification to previously awarded contract N00024-16-C-5102 for AEGIS Baseline 9 Integration and Delivery, TI-08 CG Upgrade, AEGIS Baseline 9 Capability Development, Capability Improvements, Baseline 9 Sea Based Non-Cooperative Target Recognition Development and Radar Engineering.

The Army contracts included O’Gara-Hess & Eisenhardt Armoring Co. LLC, of Fairfield, Ohio, awarded a $60,736,752 firm-fixed-price contract to procure Family of Medium Tactical Vehicles protection kits and Endeavor Robotics Inc., Chelmsford, Massachusetts, was awarded a $32,400,000 firm-fixed-price contract for reset, sustainment, maintenance, and recap parts for Robot Logistics Support Center technicians to support the overall sustainment actions of the entire Endeavor family of small, medium, and large robots.

The only contract awarded on behalf of the Air Force was a $22,500,000 ceiling indefinite-delivery/indefinite-quantity contracts for the formation of a collaborative working group of various industry partners to work as single extended entity to develop, evolve, update via pre-planned product improvement initiatives, as well as manage and provide configuration control of the open mission systems and universal command and control interface standards, collectively referred to as the Open Architecture Standards. This contract is a joint venture between BAE Systems Information and Electronics Systems Integration; The Boeing Co., Defense, Space & Security; General Atomics Aeronautical Systems Inc.; Goodrich Corp., UTC Aerospace Systems, ISR Systems; Harris Corp., Electronic Systems, Integrated Electronic Warfare Systems; Lockheed Martin Corp., Lockheed Martin Aeronautics Co.; Northrop Grumman Systems Corp., Northrop Grumman Aerospace Systems, ; and Raytheon Co.

By Debbie Gregory.

If you’re ready to steer your company towards government contracting, there are a few important steps to make sure you follow to increase your chances of success.

Make sure you have registered on System for Award Management (SAM), the database used by the government to find qualified contractors, and where larger contract-holders, and small business teaming partners seek qualified subcontractors. To do so, you will need the following:

– Your DUNS Number, Legal Business Name, and Physical Address from your Dun & Bradstreet (D&B) record. (If you don’t already have one, you can request a DUNS Number for FREE from D&B.)

– Your Taxpayer Identification Number (TIN) and Taxpayer Name associated with your TIN. Review your tax documents from the IRS (such as a 1099 or W-2 form) to find your Taxpayer Name.

– Your bank’s routing number, your bank account number, and your bank account type, i.e. checking or savings, to set up Electronic Funds Transfer (EFT).

Identify who will be buying your services and research your customer. You can research potential agency customers online to learn about what goods and services they are looking for so you’re able to narrow down which ones to target. Many agencies post their procurement forecasts, identifying what contract requirements they are seeking.

Check out www.fbo.gov, an online listing of government contracts that detail all contracts with a value exceeding $25,000. Another available resource is www.usaspending.gov, a site that details how government money is spent, what agency is issuing awards and who the federal government is buying from.

While it can feel overwhelming at times, securing a government contract can be very lucrative. Be ready to put in the time and energy, and stay persistent in your efforts. For companies aspiring to become government contractors, there’s a lot to learn. But the benefits of government contracting are worth the challenge, creating new customers and accelerating your business to the next level.

By Debbie Gregory.

Although a lot of work goes into winning a government contract, it can be very lucrative, making the hoops worth jumping through. If you’re wondering where to start, here are some tips to get you started.

All businesses can benefit from networking. No matter what stage your business is in, from just getting started up through well established, building relations and strategic alliances with mentors, other business owners and contractors can only help you. Check out networking events at veteran incubators, military bases, colleges, chambers of commerce, outreach centers, etc.

Make sure you have a team in place to handle what needs to be done. Go for quality, not quantity. Make sure that regardless of how many people you have, they know what their responsibilities are and can get them done correctly and in a timely manner.

If you were buying a house, you would want to begin the funding process before you put on offer in. In the same vein, you want to have your financing lined up before you make promises on deliverability. The SBA is a great resource, so make sure you check out how they might be able to assist you.

Build your performance history. Every company started with that first job, first order, first contract. Now is the time to start establishing your track record. Keep it on track by completing what you say you’ll do, and do it to the highest level.

Toot your own horn. Leverage the internet to showcase what you can do and what you have done. Make sure you keep your website up-to-date and post on your social media platforms.

If you don’t have many employees, remember that not every job has to be done by an in-house person. There are a number of ways to outsource the work on an “as-needed” basis.

If you do your homework ahead of time, you will be better positioned to bid on that government contract when the opportunity presents itself.

By Debbie Gregory.

Just because your company does not contract directly with the government does not mean you lose out on the opportunity. Large companies who are hired as the prime contractors more often than not use smaller companies as subcontractors to provide the services they don’t already have in place.

In order to make sure you are in a position to accept a subcontractor opportunities, here are some thing you should prepare in advance:

Have knowledge of your business’s processes, resources, staff and capital. The government is notorious for requiring a lot of paperwork, so having this information at the ready will give you the opportunity to jump in to the process quickly.

The companies working on government contracts also have diversity requirements to fulfill, so if you are a veteran owned business, a woman owned business, a minority owned business, etc., make sure you have the appropriate certification.

Keep current on what contracting/subcontracting opportunities are available. In addition to online sites that specialize in these searches, sign up for VAMBOA membership and you will receive emails whenever we receive requests for proposals from our corporate sponsors.

Reach out to the person in charge of the project to see if you can pre-qualify your services. There’s no point in filling out the paperwork and going through the application process if they require something you can’t comply with.

Speaking of paperwork, it is imperative to provide all information requested, whether it makes sense to you or not. Try to keep all information concise and to the point, and submit it as early as you can. This will give you some leeway to correct any errors or answer any questions prior to the deadline.

Hopefully, you have already reached out to the project manager before submitting your application, so a quick communication to check on the status of your bid helps to further build that relationship. It will also help you receive a status update.

If you don’t win the bid, your contact can possibly help you understand why. Rather than focusing on the defeat, think of it as an opportunity to better prepare for the next opportunity.

If you won, now’s the time to get busy and ramp up. Make sure everything is in place for you to deliver on your promise of performance.