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 FedConnectSam.govGSA 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!

 

Last modified on November 2nd, 2023