FAQ 1:  How do I identify opportunities to sell my goods and services to the federal government?

The government has an obligation to provide potential offerors with notice of upcoming procurements.  Most procurement opportunities are listed on FedBizOpps.  In addition, contractors should use the internet and other available sources to collect and review the wide array of data produced by the government.  Specifically, contractors should review the following documents for their specific target agencies:  budget rollouts; forecasts of contracting opportunities; and set-aside alerts.  Most importantly, however, contractors must understand how a particular agency buys its goods and services.  For example, if your company’s target agency relies heavily on the General Service Administration (“GSA”) Schedules, your companies’ marketing strategy should include obtaining a Schedule contract. 

FAQ 2:  What steps, if any, do I need to take before I can sell goods and services to the government?

There are a number of steps that businesses must take prior to being able to sell their goods and services to the federal government.  Generally, contractors must first register and receive a DUNS number from Dun and Bradstreet.  Second, contractors must register with the Central Contractor Registration.  Third, contractors need to register at the Online Representations and Certifications Application site.  For a more thorough explanation of the steps necessary, see our “10 Steps to Becoming a Government Contractor.” 

FAQ 3:  What does it mean to be a General Services Administration Schedule contractor?

GSA Schedule contracts, also referred to as Federal Supply Schedule (“FSS”) or Multiple Award Schedule (“MAS”) contracts, are popular government-wide indefinite delivery and indefinite quantity multiple award contracts for commercial products and services.  These contracts are unfunded, meaning that they set forth contract terms but do not obligate federal dollars or require performance until a purchase order is issued by a procuring agency.  This arrangement affords ordering activities the benefits of shorter lead-times, simplified competition requirements, lower administrative costs, and reduced inventories, while promoting compliance with various environmental and socioeconomic laws and regulations.

FAQ 4:  How do I get on the GSA Schedule?

Becoming a GSA Schedule contractor requires the preparation of a proposal that responds to a specific solicitation.  Solicitations are grouped by industry (e.g., IT products and services fall under Schedule 70), therefore contractors must first determine which Schedule is right for them.  This will be important as some Schedules have overlapping products and services, but differing terms and conditions.  Solicitations generally require, at a minimum, administrative information, certain representations and certifications, a past performance report, a small business subcontracting plan (if applicable), a price proposal, and possibly a technical proposal.  Upon submission of a proposal, GSA will review it and follow with negotiations to reach amenable terms with the offeror. 

FAQ 5:  Is marketing to the government the same as marketing to my other commercial customers?

No.  As discussed more fully below, there are many differences between marketing to the government and your commercial customers.  Having said this, there are also numerous similarities.  The primary one being that you need to present yourself to the government as a problem solver, i.e., contractors must convey to their government counterparts that they can make their lives easier and make them look good. 

FAQ 6:  How do I determine if I am a small business?

To determine whether a contractor is a “small” business, contractors should review the North American Industrial Classification (“NAICS”) Codes, which classifies industries and sets various small business size standards for each.  A size standard is the “largest” that a business can be (either in terms of average revenue or number of employees over the last three years) and still qualify as a small business for federal government programs. 

FAQ 7:  I own a small business.  How can I get the government to notice my company?

The first thing a company needs to do is perform its contracts in a complete, timely and professional manner to build up its past performance history.  To this end, subcontracting is often the easiest way for many businesses to get their foot in the door and gain valuable, positive past performance.  Further, companies must let the government know that they are interested in doing business with the government.  Consequently, your company should always respond to the sources sought requests from the government.  Companies that are serious about selling to the government treat this document as if it’s an RFP.  Finally, contractors should review their Central Contractor Registration to ensure it identifies the correct NAICS code for their business and includes key words that clearly identify what their business does.

FAQ 8:  How, as a small business, can I market to federal prime contractors?

Similar to the federal government, large businesses must also strive to meet small business utilization goals.  As a result, a number of agencies host small business contractor lists and websites where prime contractors can obtain information on potential small business partners.  Some of these include the Dynamic Small Business Search; the Small Business Administration’s Subcontracting Network (SUB-Net); the small business source listings available on GSA’s Multiple Award Schedule; and the Department of Veterans Affairs and Center for Veterans Enterprise (VetBiz).

FAQ 9:  The procurement cycle seems to take a long time.  Are there any steps that I can take to develop opportunities for business more quickly?

Yes.  There are steps that your company can take.  The first and perhaps easiest is to get your company on the GSA Schedule.  It is relatively easy to get on a Schedule, and many times we can assist a company to get on the Schedule for a fixed price. 

FAQ 10:  Does the government assist contractors in marketing their products and services?

Yes, in particular, GSA vigorously markets its Schedule program and its contractors.  In fact, GSA holds an annual Expo each year to bring its Schedule contract holders and federal agencies together to review and discuss available products and services on the GSA Schedule.  Similarly, agency small business offices are there to assist companies in obtaining both prime and subcontracts.