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Marketing tips for small businesses

​Small businesses can take several steps to improve the chances of winning contracts with Federal agencies.

  • Register at System for Award Management. Be sure your banking and payment information is correct.
  • Register at System for Aw​ard Management to complete your Online Representations and Certifications Application.  Be sure your socioeconomic data is current and correct.
  • Get familiar with Federal e-commerce procedures. The Federal government announces business opportunities using electronic methods. WAPA’s solicitations may be issued electronically on FedConnect,, GSA e-Buy, and SEWP web sites. Visit these sites regularly and register to receive automatic e-mail notices of solicitations of interest to your firm.
  • Your initial contact at each agency should be the Small Business Program Manager (SBPM). The information is listed on the Contacts page.   
  • Become familiar with procurement integrity issues. Do not contact technical personnel to talk about specific requirements. You may disqualify your firm from contract opportunities. 
  • Make appointments with the SBPM or other procurement personnel. Showing up unannounced can make a negative first impression, and you may not be able to meet with the appropriate person. 
  • Prepare for your meetings with agency representatives. Be ready to provide details about your firm’s capabilities. Bring a product line card or list of major projects your firm has completed.
  • Ask the SBPM how to best market your firm to the agency. Remember, each agency is unique. 
  • Make sure you advise the SBPM of your business classification, i.e. small, minority or woman-owned, 8(a) certified, HUBzone, Service Disabled Veteran Owned Business, etc. 
  • Check WAPA’s contract forecast to learn about potential contract actions. Direct questions about upcoming projects to the SBPM.  
  • Become involved in professional organizations, various chambers and committees such as the regional Small Business Councils and the Small and Disadvantaged Business Opportunity Committees.
  • Attend or exhibit at business and trade fairs. 
  • Become familiar with Federal Acquisition Regulations.  
  • Ask the SBPM about subcontract opportunities that may be available for your firm (other than the ones listed on this site). 
  • Many agencies use the a Government credit card for making purchases. Consider participating in the credit card program if you are targeting Federal government opportunities. 
  • Be positive, patient and persevere. The government procurement process can be complex and confusing, but the Small Business Administration and each agency's SBPM are there to help you through the process. Don't hesitate to ask questions. Good luck!
  • Page Last Updated: 8/13/2021 10:06 AM