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Government IT Contracts - Government Contracting Companies Share What Federal Contracts Require
Pursuing any type of government contract takes a combination of methodology and madness and Government IT Contracts specifically will take an extra amount of patience.

 

Government Contracts Consultants and Doing Business with the Federal Government

With the economy's status nowadays, selling products and offering services to the federal government is not new.

 

Federal Contracting for Home Based Businesses - Can a home based business win government contracts?

Federal Contracting for Home Based Businesses might seem like an oxymoron, but in fact it is a combination that could help you win more contracting opportunities.

 

Government Contracting - Five Tips for Success 

While there is no magic bullet to guarantee success at government contracting, there are a few things small business owners can do to increase their odds.

 

Growing Your Business with Government Contracts

For those of you that are in the computer repair or service business, a government contract can be relatively easy to get and can keep you very busy.

 

Using Federal Government Contracting to Grow Your Business

Federal Government contracting is an often scary and complex environment to many small businesses.

 

Expanding Your Business' Bottom Line Through Government Contracts 

Hundreds of U.S. companies sell the kinds of products or services that the U.S. Government is interested in buying or needs. Each year, the government purchases goods or services from private contractors that amount to 1 trillion dollars. How can your company benefit from this kind of business and where do you start?

 

How To Win Federal Contracts By Selling To Smartpay Cardholders

Do you sell products or services that are priced under $25,000? Selling to Federal Government credit cardholders (SMARTPAY) is a “hidden secret”.

 

IT Consulting:  Implications of Choosing Government Contracts

Many IT consulting firms go after government contracts.  As an IT consulting firm, you should look into all the advantages and disadvantages of government contracts in order to insure less frustration and greater benefits.

 

SBA's 8(a) Program Can Help Some Companies Compete

The 8(a) Program (named after the section of the Small Business Act from which it comes) is an SBA program created to help small disadvantaged businesses better compete in the U.S. marketplace and within the arena of government procurement. The SBA provides business development, technical assistance and other services to the small businesses that are accepted into the 8(a) program.

 

GSA SCHEDULES – ACCELERATE YOUR SALES

The quickest and easiest way for any company to accelerate their sales in the Federal Market Place is to be a GSA Schedule Contract holder.     

 

Get Know About Contract Business       

Earning a GSA contract is the best way for a company to increase its sales and market its products and services in the Federal Market Place.      

 

US Government Sales & Marketing        

What’s the difference between selling to the US Government and selling to the Commercial market?

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Government IT Contracts - Government Contracting Companies Share What Federal Contracts Require

By Shawn Herring

 

Government IT Contracts – What’s the real challenge?

 

Pursuing any type of government contract takes a combination of methodology and madness and Government IT Contracts specifically will take an extra amount of patience. The reason this type of contracting is so different than most other categories is based on competition and demand. Let’s first talk about competition and how it impacts your likelihood of winning a government it contract.

 

I believe you can throw a stone and hit about ten or more small businesses offering some type of technology service, although not many of them are registered as federal contractors, nevertheless the point here is that the most popular category of small businesses registered as federal

contractors are IT related. Don’t get scared, it just means that you have to have a strong marketing plan in order really stand out.

 

The second reason Government IT Contracts are so competitive is the demand. You would think I am going to say there is not enough demand to go around, but no there is plenty of demand the problem is the qualification for meeting the demand is high. Most of the agencies that are looking for IT support come with security clearance requirements that most

small businesses haven’t even considered and could be a bit pricy and time consuming.

 

Government IT Contracts – How do I get started

 

 

Winning your first round of Government IT Contracts can come pretty quickly if you do the following:

 

1.       Educate yourself – if you are going to become a federal contractor you should first understand what that means and the necessary requirements.

 

2.       Prepare your business – pursuing government contracts can be costly and time consuming if you are not adequately prepared. Make sure you have the proper resources in place to commit to going after the largest customer in the world.

 

3.       Prepare a good marketing plan – just because you are trying to win government it contracts does not mean you can abandon sound business planning. You will need to have a good marketing plan in order to stand out among the crowd.

 

4.     Find a Contracting Partner   – it has been proven that those small businesses that partner with other small businesses when bidding on government contracts win 50% more contracts that those that go it alone.

Look for a partner business that can help you prepare a strong proposal.

 

Government IT Contracts – Summarize it please

 

The number one mistake that small businesses make when chasing government contracts is that they are unprepared. The federal government is the largest customer in the world and they have a set of rules, processes, and procedures that everyone must follow.

 

Unfortunately, small business owners are not aware of the rules that are designed to benefit them specifically and therefore miss out on the most direct path to winning a government contract. My biggest suggestion to all small business owners is before you go after a federal contract is to educate yourself and your business on the process and it will make things infinitely easier and faster. The second suggestion is to partner up with another small business. You might think it is strange to seek out your competition, but they might have an expertise that will help your chances of winning. Another suggestion is a less direct route, which is becoming a subcontractor for a Prime Contractor. I know I did not talk much about this method in the article and I promise I will cover it next time only if you promise to come back and read it!  But you can hook up with a prime contractor as an alternative avenue to securing Government IT Contracts.

 

 

About the Author:

Shawn Herring has more than 10 years of experience as a small business owner and is an active and successful federal contractor. Though her website AcesstoGovernmentCash.com she able to offer support and guidance for small businesses hoping to become federal contractors.

 

Copyright© 2010 AccesstoGovernmentCash.com

 

Article Source: ArticleRich.com

 

 

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Government Contracts Consultants and Doing Business with the Federal Government

 

By: Chip Ellis

 

With the economy's status nowadays, selling products and offering services to the federal government is not new. The very thought of having the government as the biggest customer in this world regardless of its expenses on a regular basis comes first. Yet the more valuable, but basic thing is that the wide extent of the government extends to 3,600 entities in our state. Furthermore, there is an allocation of 39% the government set asides for small business from its regular expenses. 

But many small businesses today aren't even mindful of this huge opportunity. Many of them are doubtful and are scared taking their shots on landing themselves an offer with the federal government. It is the belief that they would be useless without government contracts consultants to aid them. They feel it would be impossible for the great government to try them out.

But this is a myth! Yes, today, small business owners like you can have a excellent probability of selling to the federal government and never having to proceed through the effort of hiring government contracts consultants. Still you will get yourself subscribed to a $100,000 project with no pointless seminar to attend that's a total waste of time and wouldn't be a help whatsoever in getting government contracts. Instead, consultants are only going to cause you to pay a lot of money each month along with a number off the earnings that you'll be generating.

Your Path to the Federal Market

However, there's a better approach to win the federal government and this doesn't even need any involvement with government contracts consultants. A coaching from IAUSGC (International Association of US Government Contractors) could be easy. Although this requires one to invest - merely a meager $500 - this will only need you to attend a half-day seminar. But unlike the ones done by government contracts consultants, this workshop is quite straightforward, instructing you on on the way to make very detailed action plans.

You will learn everything with this not much investment not to mention winning contracts without consultants. Literally speaking, it's the understanding of striking the ball that these people at IAUSGC impart rather than striking the ball for you. Unlike government contracts consultants who'll only trick you into hiring them to get hired by the government, IAUSGC will show you the ropes to help you then do it on your own. 

The truth is, the federal market is really direct and simple. To get hired, setting up an expensive office could well be useless. Plus, it doesn't allow you to pay thousands to get advices from government contracts consultants. The reality is you can find the dream job you desire with this sort of market. You may get yourself booked with the government. Should you be aware about this opportunity then you may sell your services and products to the federal government.

So if you are considering taking advantage of the opportunities offered by the federal government (remember 39%?), then it's about time that you learn how to navigate through this sort of market. This, you'll be able to achieve without government contracts consultants.

 

About the Author:

To Get Your FREE Instant Access To the Associations '7 Secrets to Winning Federal Contracts' DVD Video PLUS FREE Membership to our Online TV Show Worth $297 Visit Government Contracts Consultants

 

 

Article Source: ArticlesBase.com

 

 

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Federal Contracting for Home Based Businesses - Can a home based business win government contracts?

 

By Shawn Herring

 

 

Federal Contracting for Home Based Businesses might seem like an oxymoron, but in fact it is a combination that could help you win more contracting opportunities. You might be thinking how can a home based business actually compete and win federal contracts without being a “regular” business.

 

In many ways a home based business may be in a position to leverage its location to win contracts that are specifically set aside for small businesses within a HUB zone. So what’s a HUB and what its advantage for home based businesses in federal contracting?

 

The term HUB ZONE is a federal designation for historically underutilized business. The goal of the program according to SBA is to provide contracting assistance to small businesses located in these economically distressed communities. This assistance includes setting aside federal contracts specifically for small businesses within HUB Zones. If you want to leverage your location as a home based business for federal contracting you must become HUB Zone certified.

Before you run off and check out how to get certified or to see if you are in a HUB zone you should first do an internal evaluation.

- First, is your business registered with the state in which you do business in? In most states you need to register your business with the Secretary of State.

- Secondly, is your business registered with your local revenue office? You will need to make sure you have a license to have a business in the county in which you live. This is very important to establishing and maintaining the legitimacy of your business.

- Thirdly, does your business have a tax id? You will need to register your business with the IRS and receive an Employer Identification Number (EIN).

 

If you have done all the things above you are ready to check to see if you are located in a HUB Zone. You can check the electronic map online and determine if your location is within an existing HUB Zone or in a newly qualified HUB Zone area.

 

Once you have determined that you are in a HUB Zone and want tackle HUB Zone certification, then get ready for a rigorous review process. A certification agency will review your company and finances to determine if you qualify for the designation. 

 

Securing a HUB Zone certification is a major step to becoming a successful federal contractor. While many small businesses are successfully without this designation, however those with it are more attractive to federal buyers and prime contractors because small business that are HUB Zone certified satisfy two set aside funding goals.

 

Federal Contracting Wrap Up

 

If you business is clear and ready to roll with the General Business Requirements, then you might be ready to have a serious look a federal contracting as a means to grow your startup. So we have covered how to review your business, given you some ideas of the minimum you will to look at federal contracting opportunities, but we have not talked about how to get started. Since the goal of this article to give you some information we will cover how to get started the next time. Federal Contracting opportunities for startups are possible without breaking the bank or spending a huge amount of time or hiring an expensive government consultant!

 

 

About the Author:

Shawn Herring has more than 10 years of experience as a small business owner and is an active and successful federal contractor. Though her website at www.AccesstoGovernmentCash.com she able to offer support and guidance for small businesses hoping to become federal contractors.

 

The team at AccesstoGovernmentCash.com has one common goal in mind to educate your company on a proven way to contract with the Federal Government.  The Federal Government is the largest customer in the World.

 

Article Source: ArticleRich.com

 

 

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Government Contracting - Five Tips for Success  

 

By Celeste Osborne

 

Ask anyone who has worked government contracts in the past and most contractors will agree that it takes time and effort to land your first contract. This can be a tough pill to swallow for a lot of small businesses who need to start making money now. While there is no magic bullet to guarantee success at government contracting, there are a few things small business owners can do to increase their odds.

 

Don't Spread Yourself Too Thin

 

One major mistakes business owners make when trying to court the government is making themselves out to be a jack of all trades, thinking that the more goods and services they can offer, the more likely they are to find a contract to work. Unfortunately, this can actually DECREASE your chances at winning a contract. The government generally has very specific needs and is more likely to seek out companies that focus on the specific line of work they're looking for. So if you're an experienced electrician, you do yourself a disservice thinking you'll get more work if you also push your limited experience in plumbing, landscaping and painting. Focus on your primary skill sets or products instead of trying to be a one-stop shop.

 

Are you Certified for Set-Asides?

 

Don't overlook any set-asides your business may qualify for. It pays to educate yourself about the various certifications and programs you can take part in to make your business more favorable to government buyers. Is your business minority or women owned? What about veteran owned? Do you qualify for the 8(a) or HUBZone program? In some cases, qualifying for these set aside statuses can mean little or even no competition for certain government contracts. To find out what the specific requirements are for each program and what is needed to certify for each, check out the SBA's Small Business Certifications & Audiences page.

 

Check Subcontracting Opportunities

 

If you are having trouble securing a prime contract, why not check out subcontracting opportunities for your business? Especially for companies that are new to government contracting, this can be a great way to get your feet wet, gain some experience and build relationships with both government agencies and other businesses. Prime contractors who have contracts exceeding $500,000 (or $1,000,000 for construction of a public facility) are required by law to offer subcontracting opportunities to small businesses. To find such subcontracting opportunities check out the GSA's Subcontracting Directory and the SBA's SUB-Net page.

 

Use your Resources

 

There are many resources available to vendors to help them secure government contracts. Small business owners would be wise to get in touch with their local SBA office to take advantage of their many counseling, training and educational services. Another great resource is your local PTAC (Procurement Technical Assistance Centers) office. They offer a wealth of information and services to businesses interested in contracting with the government, most free of charge. These include helping you determine if you qualify for set-asides, networking and matchmaking events, notification of bid opportunities and proposal preparation assistance. Business owners would also be wise to prepare a listing on the SBA's DSBS (Dynamic Small Business Search) and check out past contracts awarded through the FPDS (Federal Procurement Data System). For those interested in $25,000+ contracts, don't forget to register on FedBizOpps.com to view and bid on these contracts.

 

Marketing, marketing, marketing…

 

Securing a government contract takes a lot of work, and a good portion of that may include marketing your business to procurement officers. This is an often neglected step, overlooked by business owners who think once they've registered in CCR and ORCA the contract offers will just come rolling in on their own. Few things in business work this way. It is very important that you build relationships with the government agencies in your region and even with other businesses. Attend networking and matchmaking seminars, small business and government workshops, and reach out one-on-one to procurement officers in your area. It will take some time, research and work, but the results will be well worth it.

 

Of course, don't overlook the basic requirements to work government contracts, such as properly completing CCR and ORCA registration. Ultimately, being successful in government contracting comes down to being patient and persistent. Few businesses are overnight successes and many report that it took anywhere from 12-18 months before they secured their first contract. However, by following these suggestions and taking a proactive approach you can increase your chances of success.

 

 

About the Author:  Celeste is the author of the blog http://governmentcontractingtips.com providing information and tips for small businesses interested in government contracting. She also works in Contractor Relations for http://www.usfederalcontractorregistration.com helping small businesses market themselves to the government.

 

Article Source: GoArticles.com

 

 

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Growing Your Business with Government Contracts
by Jim Breece 

Growing your business with government contracts is a good idea, no matter what service you provide.  For those of you that are in the computer repair or service business, a government contract can be relatively easy to get and can keep you very busy.

 

You probably already have an employer or tax ID number.  If not, you will need to get one. 

 

Sole proprietors and self-employed individuals without employees are not required to have this number.  But in order to apply for a federal or state contract, the number is a requirement.

 

Luckily, getting one is easy.  You can do the whole thing online just by answering a few questions.  Go to www.irs.gov and click on the “businesses” button.  The directions are pretty easy to follow from there.

 

Another requirement is a DUNS number.  DUNS stands for data universal numbering system.  The numbers are provided by Dun and Bradstreet for new and existing businesses. 

 

The DUNS number provides certain information about your company such as net worth, credit history and financial statements.  It takes one business day to receive your number via email.

 

Once you have your company’s number, you can register with the US Federal Central Contractor Registration or CCR.  They have a website.  But be prepared for problems.  The website has some downtime.  It may take several tries before you are able to log in.

 

You can also locate government contracts on FindRFP.com.  Unlike the CCR website, FindRFP.com is easy to use and always up.  The website provides a great deal of information for contractors. 

 

Contractors providing computer repair, training, service and support are always in demand.  Federal law requires that bids made by small businesses receive as much attention and consideration as those made by large companies. 

 

You will need to decide if you have the ability to fulfill a contract within a specific period of time or at a particular price.  Think carefully before you place your bid.

 

You can locate government contracts on FindRFP.com for your city or county offices.  The small offices need someone local to take care of their computer issues.  Your company might be just what they need.

 

In addition to providing service, new or existing offices may need to rent hardware.  Some offices have needs for virus detection, removal and prevention.  General software installation is another need.

 

You and your partners (if any) may need to submit to a background check at some point in the process.  But once you have completed a contract satisfactorily, your company’s name will be on the government’s list of providers. 

 

Those are the main things that you need to know about growing your business with government contracts.  FindRFP.com can give you more information.

 

About the Author:  Jim Breece has been in the Third Party Maintenance business for 29 years.  He is the editor of Service-Port.com and the President of Breden Technical Resources, Inc.

 

Article Copyright 2010, Breden Technical Resources, Inc.  All rights reserved.

 

 

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Using Federal Government Contracting to Grow Your Business

By Paul Flaherty

 

Federal Government contracting is an often scary and complex environment to many small businesses. Without the proper assistance of experts in the field it can also be dangerous to a small companies fiscal prosperity, but the risk is worth the rewards!!!!

 

Less than 5% of the businesses in the United States do business with the U.S. Government. The 1195 Federal budget was $1,518.3 BILLION DOLLARS! Approximately $1 billion in new opportunities in the services sector of Government contracting were available to bid on by private business each  day. The services range from Food Services and Janitorial projects to complex  space flight systems development.

 

Companies are winning and are awarded this amount in new contracts daily.  Where is our part as a small business concern in this multi-billion dollar  marketplace?

 

The Government uses two techniques to procure products and services which  have values over $25,000.00 per year, Invitation for Bids (IFB's)  and Request for Proposals (RFP's).

 

The IFB is an advertised procurement in which contract award is based  on upon award to the lowest priced responsible bidder. The bid must offer  performance and delivery at least equal to the minimum standards established  by the IFB.

 

The RFP will often require a full Scope of Work (SOW) response (how the  project will be performed, on what schedule, and by whom), the key personnel  who will be assigned to the project, as well as a full company qualifications  package.

 

The way in which the Government procures these contracts are changing  rapidly. President Bill Clinton's budget message is clear and target  two principle areas:

 

1. Keep deficits on a downward path.

 

2. Continue to invest in long-term economic growth, in fighting crime,   and in the skills of our children and workers.

 

The trends in Federal Contracting that have an impact on the small business sector are:

 

1. Procurement Reform - Streamlining Federal procurement was a specific target of Vice President Gore's National Performance Review Report Issued in September 1995, focused on creating a Government that works better and costs less. The report made nearly 400 recommendations for streamlining the Federal Government while improving the quality of service to the nation's citizens. This has ignited procurement reform legislation that will re-shape the Federal procurement process. For example, the expected changes in the current Senate Procurement Bill (S. 1587) include no CBD notices for contracts less than $100,00 if electronic commerce (Bulletin Boards) exists, small business provisions aimed at encouraging bids by small disadvantaged business Government wide and streamlined procedures that will take less than a month to complete.

 

2. National Performance Review (NPR) - Impact on Information Technology - Based on the market research firm Federal Sources., headquartered in the Washington, D.C. area, the NRP will generate $10-$20 billion in new business opportunities between 1994-1999. The outsourcing its support services and procuring information technology systems to increase the productivity and effectiveness of the federal workforce.

 

3. Health Care Reform - Based on the Clinton Administration's current plan, a new health care plan will be enacted this year. Although there are still issues to work out, market research firms are forecasting significant opportunities to result from this reform initiatives include imaging, data entry technologies, ID cards/smart cards, multimedia and  business process re-engineering. This will open up unlimited opportunities for small business concerns nationwide.

 

4. Proposal Quality - A Washington D.C. technology publication recently issued a contractor report on "Winning Proposals Win Bids," underscoring the link the government is acknowledging between the quality of the proposal and the quality of work the contractor will perform under contract. IN a recent RFP, in section M "Selection Criteria", the following statement was made "The offerors ability to follow the proposal instructions set forth in the solicitation will also be considered to be an indication of the offeror's ability to follow instructions should they be awarded a contract as a result of this solicitation.

 

5. Smaller, Shorter Duration Technology Equipment Buys - According to the Government's internal policy document the period of performance of Indefinite Delivery/Indefinite Quantity (IDIQ) hardware buys has been reduced significantly from five years to two and the size of these contracts has also been significantly reduced. This will result in more opportunities, more solicitations and more potential contract opportunities as these become within reach of small to medium-sized businesses.

 

The time to begin to get involved in Federal Government contracting is now. Companies currently involved, and who are successful in, Federal Government contracting started out with smaller contracts and worked their way into larger and larger contract awards.

 

Much of the new Source Selection Board criteria is based upon past performance, not only in Federal Government contracting, but in commercial contracting as well. The use of our current contracts as references is essential to a successful proposal to Government agencies.

 

The helpful hint for this month is to call your major clients and have them sign recommendation letters for your company.

 

In summary, Government contracting allows many businesses to have a bevy of profitable, long term contracts (normally 3-5 years) in your corporate receivables listing. This allows for stability and volume increases. Begin to prepare your company today for long term growth in the expanding Federal Government marketplace.

 

Paul S. Flaherty

Government Contract Services, Inc.

 

Article Source: EzineArticles.com

 

 

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Expanding Your Business' Bottom Line Through Government Contracts  

by Tom Knapp

 

 

Article Source: GoArticles.com

 

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How To Win Federal Contracts By Selling To Smartpay Cardholders
by Robert  L Moment 

 

 Do you sell products or services that are priced under $25,000? Selling to Federal Government credit cardholders (SMARTPAY) is a “hidden secret”.

 

Federal contracting opportunities under $25,000 are not advertised. Contracts under $25,000 present special opportunities for small businesses. To PLAY in this federal credit card game businesses MUST have a merchant account. Federal agencies save money when they make small purchases using credit cards. Federal end-users with purchasing power generally purchase products and services from small businesses in there local market. Selling to credit cardholders is one of the quickest ways to accelerate your success to winning a federal contract.

 

Independent professionals and small businesses who build solid relationships , market products and services as a customized solution and “keep in touch” throughout the fiscal year can consistently win federal contracts.

 

Federal contracts (Micro-purchases) $2,500 or less federal buyers may purchase from any small business without comparison shopping.

 

Small purchases ($2,500 to $25,000)are subject to more formal contracting requirements wherein the federal buyers must obtain three informal quotes by phone, fax, email or mail.

 

Here are 4 principle reasons this “hidden” market is ideal for small businesses:

 

* Relationship driven contracts

* Prompt payment

* Potential for multiple contracts throughout the fiscal year

* Less competition – not publicly advertised

 

The Federal credit cardholder single purchase limit varies. Here are a few examples of single purchase limits:

 

* $2,500*$10,000

* $25,000*$100,000 (note: this figure is not a typo)

 

How do you find Federal credit cardholders(SMARTPAY)? Under the Freedom of Information Act (FOIA) Small businesses can make a formal written request to obtain a list of federal credit cardholders by contacting the Principal FOIA Officer at each federal agency you want to market your products and services to.

 

If you are willing to do some homework and be different from the competition there are countless federal opportunities worth pursuing in the “hidden” federal credit card micro and small purchase market.

 

 

 

Robert Moment is an expert business strategist and author of , "It Only Takes a Moment to Score". Robert show entrepreneurs how to successfully build and grow profitable service based businesses. Visit http://www.howtostartyoursmallbusiness.com and download the FREE Special Report "17 Profitable Ways to Turn Your Content into Wealth".

 

Article Source: http://www.submityournewarticle.com

 

 

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IT Consulting:  Implications of Choosing Government Contracts

by Joshua Feinberg

 

 Many IT consulting firms go after government contracts because they are attached to misperceptions about this type of work being easy money.  Most IT consulting terms will end up being frustrated by the amount of work associated with government contracts, and therefore have to consider the various pros and cons before getting involved.

 

Pros of Government Contracts for It Consulting Firms

 

The biggest advantage to working with a government agency for IT consulting firms is the potential money that can be made.  While there are both small and large contracts available in the market, the larger contracts can pay enough to sustain IT consulting firms far into the future with guaranteed paychecks.  The government, unlike small businesses or individuals, will not run out of money all of a sudden. 

 

Working with government contracts also means you will be able to get in contact with people easily because public directories exist both online and on paper with names and job titles of decision makers.

 

IT consulting firms with a good relationship with government agencies will find themselves with many advantages, including future referrals that could lead to more contracts in the future.

 

Cons of Government Contracts For It Consulting Firms

 

While payment is guaranteed in government contracts, the paychecks could come very slowly.  There will also probably be time delays for approvals of aspects of jobs because there may be multiple decision makers involved.  Sometimes similarly, one decision maker might turn a job down and cause you to lose a contract. 

 

Often with government contracts there is also a great deal of paperwork, so you will probably spend a lot of time filling out documentation and forms.

 

As an IT consulting firm, you should look into all the advantages and disadvantages of government contracts in order to insure less frustration and greater benefits.

 

Copyright MMI-MMVII, Small Biz Tech Talk. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

 

 

 

Joshua Feinberg helps computer consultant business owners get steady, high-paying clients. Sign-up now for Joshua’s free audio training that shows you how to use field-tested, proven Small Biz Tech Talk tools at http://www.SmallBizTechTalk.com/blog

 

 

 

Article Source: http://www.articlerich.com

 

 

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SBA's 8(a) Program Can Help Some Companies Compete

by Tim Knox  

 

 Q: A friend told me that as a woman of Native American descent I might be eligible for a special SBA program that will help me start a small business. He said I could compete for government contracts through this program. Can you tell me what SBA program he's referring to?

-- Clara P.

 

A: Your friend is probably referring to the Small Business Administration's (SBA) 8(a) Business Development (BD) Program. The 8(a) Program (named after the section of the Small Business Act from which it comes) is an SBA program created to help small disadvantaged businesses better compete in the U.S. marketplace and within the arena of government procurement. The SBA provides business development, technical assistance and other services to the small businesses that are accepted into the 8(a) program.

 

The 8(a) program is reserved for what the SBA calls "socially disadvantaged individuals." Socially disadvantaged individuals are defined as those who have been subjected to racial or ethnic prejudice or cultural bias because of their membership in a disadvantaged group.

 

The SBA has designated the following groups as socially disadvantaged:

 

· Black Americans · Hispanic Americans · Native Americans (Native American Indians, Eskimos, Aleuts, and Native Hawaiians) · Certain Asian Pacific Americans · Other individuals who can prove that they meet the SBA's criteria to be considered socially disadvantaged

 

One point where your friend is incorrect is that the 8(a) program is for new companies. The 8(a) program is primarily for companies that have been in business for a minimum of two years, though that rule may be waived if your company is able to meet some pretty strict management, financial, and performance criteria.

 

Obtaining 8(a) status is no guarantee that a company will be successful in obtaining government or other contracts, but it certainly doesn't hurt. The Small Business Act mandates that all small businesses have the opportunity to provide goods and services to the U.S. government. To help ensure that mandate, the SBA negotiates annual procurement preference goals with every Federal agency and reviews each agency's results to make sure the goals were met.

 

The statutory goals are: 23 percent of all prime contracts go to small businesses; 5 percent of prime and subcontracts for small disadvantaged businesses; 5 percent of prime and subcontracts for women-owned small businesses; 3 percent of prime contracts for HUBZone small businesses; and 3 percent of prime and subcontracts for service-disabled veteran-owned small businesses.

 

A HUBZone (Historically Underutilized Business Zone) is a designated area within urban and rural communities that has been given preferential contract award consideration in an effort to stimulate economic development. A company may qualify for HUBZone status if it is owned or controlled by one or more U.S. citizens, has at least 35 percent of employees who live within the designated zone, and has a principal office located there. HUBZones are a whole 'nother topic that we can discuss at another time. Suffice it to say that a company that obtains both 8(a) and HUBZone status may be entitled to double dip in the government procurement trough, that's why you often find a number of 8(a) companies specifically moving into HUBZone areas to take advantage of the perks both programs offer.

 

The U.S. government purchases billions of dollars in goods and services every year, everything from staples to those wonderfully expensive toilet seats. Obtaining 8(a) status allows small businesses to compete for a portion of that business.

 

The basic requirements for applying for 8(a) status are your company must be a small business as defined by the SBA, must be owned and controlled by one or more socially and economically disadvantaged individuals who are U.S. citizens, and must show a potential for success. The SBA defines a small business as "one that is independently owned and operated, is organized for profit, and is not dominant in its field."

 

As expected, the 8(a) program has its fans and its detractors. It's fans are those companies that obtain 8(a) status and thereby get preferential treatment when competing for government procurement contracts.

 

The program's detractors are typically those companies that fail to obtain 8(a) status or that do not meet the definition of socially disadvantaged, i.e. businesses owned my white American males (that's a can of worms we won't open this week).

 

You can learn more at the SBA's website (sba.gov) or by calling your local SBA office.

 

Here's to your success!

 

 

Tim Knox

Entrepreneur, Author, Speaker

Tim Knox is a nationally-known small business expert who writes and speaks frequently on the topic.

For more information or to contact Tim please visit his sites below.

http://www.timknox.com

 

Article Source: http://www.submityournewarticle.com

 

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GSA SCHEDULES – ACCELERATE YOUR SALES

By Synapse  India

 

The quickest and easiest way for any company to accelerate their sales in the Federal Market Place is to be a GSA Schedule Contract holder. The GSA Schedules have been expanded to allow almost every industry the ability to sell products and professional services to the Federal Government.

 

 What is the GSA FSS Program?

GSA's Federal Supply Schedules, also known, as Multiple Award Schedules (MAS) are contracts that allow federal customers to acquire products and services directly from commercial suppliers.  The MAS program mirrors commercial buying practices more than any other procurement process in the Federal Government.  It provides a vast array of commercial items and services that can be purchased quickly and easily from among qualified contractors and is the preferred contracting vehicle for doing business within the Federal Marketplace. 

 

How does GSA award these contracts?

GSA awards competitive contracts to those companies that offer commercial services or products, at varying prices, provided that prices are determined to be fair and reasonable.  GSA seeks to receive the same or better discounts offered to your best customers - a negotiation objective commonly known as "most favored customer" pricing. 

 

What are the benefits of being a GSA Schedule Contract Holder?

There are many advantages to being a GSA Schedule Contract Holder, as outlined in Figure 1 below. Government agencies placing orders against the GSA Schedule contract follow quick and easy ordering procedures, do not need to, synopsize requirements, make determinations of fair and reasonable pricing, or consider small business set asides; the GSA Services Acquisition Center will complete these requirements.  Therefore, agencies that use the FSS and qualified contract holders can be assured that the procurement process will be the best value available and will comply with all applicable regulations. 

 

 How will Agencies or State and Local Government's place orders against our GSA Schedule Contract?

Under the micro purchase threshold, the ordering activity should make a "best value"

determination and place the order. Between the micro purchase threshold and $25,000, the ordering activity should review at least three contracts and make a "best value" determination. For orders above the maximum order threshold, additional contracts should be reviewed, ordering activities should seek a price reduction and they should make a "best value"

 

Why should your company become a GSA Schedule Contract holder?

GSA Schedule awards have become the procurement method of choice for all Federal Agencies resulting in today's $50 billion a year market (FY 2007).  Predictions indicate that it will become nearly impossible to do business with the government without a GSA Schedule Contract.  For small to mid size companies, the news is even better.  In fact, government agencies actively seek small businesses when buying goods and services from commercial contractors.  And, you don't even have to be a 'Beltway Insider' to receive government contracts - a perceived misconception.  Commercial companies outside the Washington DC corridor do more and more business than ever before.  To participate in this market - you must have a GSA

Schedule contract!

 

SharpMinds Professional Services-                      

Established in 1998, SharpMinds is an innovative company offering the best in Government contract and acquisition support services. SharpMinds was formed by a group of strategic-thinking contracts and legal professionals who understand that the value of sharp-minded contracts professional is worth its weight in gold.

Our professionals possess expertise in the areas of Federal Government, commercial and international contracting. We formulate competitive strategies based on an understanding of your company's services/products and pricing practices for the most preferred contracting vehicle in the Federal Market Place - the GSA Federal Supply Service (FSS) Schedule.

 

In addition, SharpMinds is fully committed to assisting our clients with the evolving rules and regulations in government contracting. Our professional staff will anticipate and evaluate new legislation and regulations as it pertains to your schedule and keep you abreast of the latest happenings.

 

~ GSA Multiple Award Schedules Benefit Information

 

Contract Period-

- Valuable long-term relationship with federal customers

- 20-year contract:  5 year base period with three (3) five-year renewable options

 

Government Access-

-  Internet-ready access to all federal agencies in several government-hosted databases and on-line systems (GSA Advantage!, E-Buy, Schedules E-library, mailing lists)

- Shortened time to issue contracts (14 days compared to 268 days for conventional contracts)

-  Avoids open competitions

- GSA actively seek small business buying through schedule contractors

 

Income Potential-

- One-time negotiations based on your commercial selling practices with "most favored customer" pricing

-  Request For Quotes (RFQs) at your desktop!

-  Task order awards are based on Best Value; all applicable Laws and regulations have been applied; prices have been determined to be fair and reasonable 

-  Direct agency sales and delivery

-  Customer credit guarantee (federal government)

-  On time government payments, electronically

-  Commercial buying practices and price parity

-  Ability to introduce new & emerging technologies 

-  Can be used by all Federal agencies and the District of Columbia; State contracting opportunities with IT schedule

-  Unlimited partnering opportunities and access to other schedule-holders via contractor team arrangements

-  Blanket Purchase Agreements (BPAs) can be established

 

Contract Administration & Overhead-

-  Minimal with GSA schedules contract

-  Reporting and payment of .75% Industrial Funding Fee quarterly (priced in agency sales)

-  Ease of processing government orders

-  Simple invoicing

-  Receipt of payment faster (Usually within 30 days)

 

Contract Modifications-

-  Greater flexibility

-  Economic price adjustments (EPA) annually

-  Ability to add new services/products  

 

 

Myself webmaster of www.sharpmindsinc.com, a recognized leader of strategic consulting, GSA advantage and contract management.

 

Article Source: http://www.free-articles-zone.com

                    

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Get Know About Contract Business
By Synapse  India

 

Earning a GSA contract is the best way for a company to increase its sales and market its products and services in the Federal Market Place. Through the GSA Schedules, a company becomes eligible for selling almost over 4 million commercial products and professional services to the Federal Government directly. Hence, it gets the chance to earn more profit and success as well.

 

If you are wondering how you can secure contracts that will open new doors to earn profits, in this article you will find some relevant information.

 

In this developing world, a person cannot run his business alone. He needs to be supported by his partners, suppliers, debtors, creditors and other agencies to get the success and satisfying his ultimate users. For establishing effective and useful relationships with different agencies, a person needs to enter into contracts.

 

Entering into contracts mans, you need to formulate such strategies or common agreements points under which both the parties feel comfortable to work and profit can be shared too. Making, negotiating and formulating contracts is not an easy task. A company needs to think thoroughly and a planned strategy has to be followed to yield the desired results.

 

There are numerous contract administration agencies, effectively working in the market. The purpose of functioning of these agencies is to draft a profitable agreement between parties to serve their targeted goal and effectively serve their common interest.

 

You can easily contact these agencies and meet their experts and able professionals. These highly skilled and knowledgeable professionals undertake the work of studying the possibility of the proposed deal. They also evaluate the both the sides of the coin and frame in the most effective and profitable manner.

 

Involving professionals into deal will also help you to chalk out a professional deal keeping the factors of the market and the interest of the parties involved in it. 

 

 

Myself webmaster of SharpMindsInc.com, a recognized leader of strategic consulting, GSA advantage and contract management cover the federal government.

 

Article Source: Free-Article-Zone.com          

 

 

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US Government Sales & Marketing
 

By Phil Morettini

 

What’s the difference between selling to the US Government and selling to the Commercial market?

 

It’s like night and day.

 

Sales and Marketing to the government is truly the flip side of commercial activities. You really can’t believe how different these markets are--until you’ve actually come from one side--and tried to go over to the other. I emphasize, tried, because it usually doesn’t work out very well!

 

First of all, in the Government world, the term "marketing" is a standard term. But its meaning in the government world is very different from its definition in the commercial world. When you hear someone talk about “Marketing” to the government—they really mean SELLING. That’s in large part because those businesses that deal primarily, or exclusively, with the government really don’t do much in the way of marketing in the commercial sense.

 

Everything's Different

 

In a traditional government contractor, there is usually no one with a sales title. There are often a couple of people with grand titles like “Vice President of Marketing” or “Vice President of Business Development”. These people have very little in the way of real marketing responsibilities--they are the chief sales people of the company. They are usually former government employees, and in the case of a military contractor, often an ex-general or ex-colonel. Key to their hiring was that they are very well connected in the government or service branch that the company is targeting. Included in their charter are some “light” Marcom activities--putting together data sheets, and coordinating a few targeted trade shows. In addition to the dedicated “Marketing People”, much of the technical selling of individual deals is done at the project manager level.

 

Of course, it’s not just the sales & marketing functions that are so different in the government world vs. commercial. Almost everything is! The typical government contracting business model more closely resembles a grocery store, than it does a typical high tech company. Margins are very thin, but profit is pretty much guaranteed once you’ve secured a contract. Up front R&D (“IR&D” in government terminology) is generally discouraged, as it’s a great way to lose money. IR&D can also be funded by the government; that is utilized heavily, but it has limitations. Spending an amount (without government funding) that would be modest in the commercial world on up front R&D can easily wipe out the thin margins that the government contracting business yields. The government contracting model works like this: Hire an ex-employee from the agency that you are targeting your “marketing” at. Leverage that relationship to secure the contract, with a minimum of up front product development expenses. Then hire the people to staff the project, and of course do a good job executing the project. Add new “marketer” from another agency and repeat.

 

So for those purely commercial readers out there, this must sound pretty different than what you’re used to. That’s only because it is! There is no Product Marketing/Product Management function in a true government contractor. In the government world your “market” is one customer, or a small number of customers, who are basically specifying the product for you. There are a few sales people, but as I mentioned earlier, they’re called marketing people. The actual marketing tasks are few and far between—collateral creation, trade shows, a party here or there.

 

Difficult to make the Jump

 

As you imagine from the discussion above, it’s difficult to move between the two worlds. That’s the reason that nearly EVERY government contractor that has tried to enter commercial markets in any major way has failed abysmally. Government-oriented companies typically don’t have the entrepreneurial cultures found in commercial high tech companies. They lack fundamental Market Evaluation and Product Planning skills required for success in the commercial world—because it’s not required in their core market.

 

Senior managers at Government contractors are often profoundly aware of all of this. They may intellectually understand that they need to do things differently for their companies to make the jump to the commercial side. But especially if they have been very successful in the government business, a difficulty emerges that won’t be obvious on the surface. And this is the worst of all: Successful senior managers tend to fall back on their what I like to call their “Common Business Sense”, when they encounter new or stressful situations. Often they don’t even realize that they are doing it. Unfortunately, when an executive with a government contractor utilizes their “common business sense” to make a decision involving a commercial business, the results can be disastrous. The “right way” of doing things in the two businesses are so fundamentally different that it would work out better if they took the OPPOSITE path from what their instincts told them. Not an easy way to do business.

 

Commercial to Government

 

So what’s a C-level manager in a commercial company, which would like to secure some government orders, to do? Given the different business cultures of the two markets, it seems pretty daunting. Those poor government guys who have tried to go commercial have had their hats handed to them—does the same fate await me?

 

Fortunately, it doesn’t necessarily need to be so bad. If you are selling services, or highly customized products, you may need to closely replicate the government-contracting model, if you are going to be successful. If you are selling fairly standard products, however, it may be possible to gain significant government business leveraging your normal commercial marketing efforts.

 

A few years back, I was running a startup commercial software product group within a company that was otherwise a pure government contractor. It was a diversification effort for the company. Our sister groups within the company were all very successful, and extremely well connected within government contracting and procurement circles. I expected, and was promised, a lot of help in placing our products in large quantities within various government agencies and military branches. For a lot of different reasons, that help never materialized. But a funny thing happened—this startup software product group ended up with 40% of its revenue from US and foreign governments. This was without a government-specific product, no real marketing advantage provided by our well-connected parent, and no special government emphasis in our sales and marketing programs. Contrary to popular belief, if you have a great commercial standard product that has use within the government, the agencies and branches will find a way to purchase it. Our product was aimed at Network Administrators, and their needs were similar to their commercial counterparts. The government market is huge, and we did well in the government sector. With a few modest investments, however, we could have done even better. So what steps should a commercial company do to maximize its penetration in the government marketplace?

 

Tips for Success

 

Create a great product—Above all, your market research and product planning are the starting point to success. Make sure to include a few potential government customers in your upfront planning, which should ensure that you don’t miss any special requirements they might have. This is a huge market you don’t want to miss.

 

Have a modest entry-level price for your product—Even if in a production environment your product costs hundreds of thousands of dollars, or even millions, it’s very helpful to have an entry-level price of less than a thousand dollars. This will allow a motivated prospect to acquire your product initially by “going around” the laborious, lengthy, confusing—and often competitive—contracting process. Even if you have to go through a contract later to secure the full production purchase price, the bidding process may then be “written to your specifications”.

 

Hire an experienced government sales executive—This can NEVER hurt. It really helps having someone who knows his way around your target agencies, to head your Government Sales Division.

 

Place your products on the GSA schedule via an established Government Reseller—Getting on the GSA (Government Services Agency) via your own company is a long and complex process. For most commercial entities, it isn’t worth the effort. It’s much easier to give up a few margin points to a reseller already on the schedule. It’s much easier for him to add your products. They won’t do much for you in the way of promotion, and I’ve found that being on the GSA schedule in most cases isn’t REQUIRED to buy your products (although some will tell you otherwise). But it does make it easier for the customer inside the government, and if nothing else, raises their comfort level. They will know that they won’t face a major hassle to buy your product.

 

That’s my take on selling to the US government. Hopefully there’s a nugget or two in there that can help you. Send me a note with a few of your own tips.

 

Phil Morettini is the Author and President of PJM Consulting, a Management Consultancy to Software and High Tech Companies. PJM Consulting executes special, strategic projects and can also supply interim senior management in General Management (CEO, COO, Division Manager), Product Marketing, M&A, Distribution Channels and Business Development. You can contact Phil on the PJM Consulting Website,  or via email at info@pjmconsult.com.

 

 

Article Source: EzineArticles.com

 

 

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