Small Business Today Magazine NOV 2014 EXHIBIT NETWORK | Page 34
EDITORIALFEATURE
5 Key Ways to Increase Your Small Business
Chances of Winning Government Contracts
By Helen Callier, President of Bradlink, LLC
A
fter achieving success to a certain degree in the local and
state government markets, it is a natural progression for
many small businesses to then select the Federal Market
as a growth opportunity. The Federal Market is the largest
purchaser spending over $500 billion annually of goods and services where only one to two percent of all small businesses in the
United States do business with.
As your small business starts swimming in the Federal Market
while continuing to grow on the local and state levels, know that
there are key strategies required for success in winning contracts.
To assist in landing work in the Federal Market and continuing to
grow on in the local and state government markets, below are
five ways to increase your small business’s chances of landing a
contract:
1. Get a Mentor
Using a mentor is a proven method and game changer in helping
many small businesses achieve success. Mentors can assist your
small business in learning how to mitigate certain risks and obstacles ahead of time. This alone not only save costs but eliminates
surprises and headaches as well. For the best experience, select a
mentor that has been successful, especially in an area where your
small business needs assistance and has similar business ethics.
2. Get Certified
Although certification is not required to do business or secure
contracts with certain government agencies, certification is a
strong strategy to increase your chances and position your small
business to land government contracts. For example, on the
Federal level, my technical services company received its Small
Business Administration 8(a) Certification. The SBA’s 8(a) program provides mentoring, counseling, and access to sole-source
or set aside contracts. Some other Federal Market Certifications include the Services Disabled Veteran-Owned Business
(SDVOSB), small businesses located in Historically Underutilized
Businesses Zones (HUBZones), and Women Owned Small
Businesses (WOSB). Go to www.sba.gov for additional information.
3. Focus
The most successful small businesses in the government marketplace and especially in the Federal Market target two to three
agencies that buy their particular products or services. To better
32 SMALL BUSINESS TODAY MAGAZINE [ NOVEMBER 2014 ]
position your small business in achieving success, research several
government agencies that could use your product or services
and, once confirmed, begin your early game marketing efforts.
4. Market Your Small Business
Industry data shows that 3% of the marketplace is always buying.
If you as the leader of your small business have decided to save
costs by limiting your marketing budget then you run the risk of
stunting the growth of your business.
Many government agencies on the local, state, and federal level
hold matchmaking events with agency small business managers
and contracting officers. Participating in these events provides
opportunities to introduce your small business’s offerings. Also,
it gains the edge on those small businesses that have chosen not
to attend such as event or do not understand the importance of
positioning one’s firm through marketing activities. Go to www.
osdbu.gov for upcom [