Marketing Tips

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 Aw​ard Management [sam.gov] to complete your Online Representations and Certifications Application. 
  • Be sure your banking and payment information is correct.
  • 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 [fedconnect.net], Sam.gov [sam.gov], GSA e-Buy [ebuy.gsa.gov], and SEWP [sewp.nasa.gov] 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 [acquisition.gov].
• Ask the SBPM about subcontract opportunities that may be available for your firm (other than the ones listed on this site).
• Many agencies use 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!