s a former employee with the Florida

Department of Transportation , I am fully aware of the challenges facing small businesses trying to obtain their first government contract . Their websites are not user-friendly , and the overwhelming amount of information makes it impossible to find what you need . Most of the time , the software that they use is outdated . There are many restrictions and required certifications that are not clearly defined , and their processes can be complicated . Not to mention , the difficulty of locating a “ live person ” within the agency that can assist you with the dedicated time needed to explain the systematic procedures of doing business with the government .

Fortunately , one of the services that we offer at Small Business Contracting Source , Inc . is assistance with navigating the confusion of government contracting . Our decades of experience working at various levels within the Florida Department of Transportation , as well as my numerous contacts within the organization , give us a key insight into the requirements and processes involved with winning a government contract . I was recently reminded of the challenges of breaking into government contracting when I was referred to a new client that has recently relocated to Florida from Central America . While quite successful in their own country , they had no idea of the constraints that government procurement brings .

Unfortunately , by the time that they reached out to us , it was too late in the procurement process for them to be eligible to compete . They did not have the requisite certifications nor was their business registered in the appropriate counties . Here are a few things that you can do when interested in government work that

can ensure you are prepared to go after these often-lucrative contracts .

• Print the ad and read it thoroughly . I can ’ t stress this one enough . Though it may be confusing , generally all the information that you need will be contained in the ad . It should give you the required formatting , certifications required , deadlines , and any other mandatory requirements that your business must meet to submit a responsive proposal or bid . This should also give you the schedule of events . Don ’ t wait until the last minute !

• Attend all public meetings . The thing about government work is that all meetings are public because of the Sunshine Law . Even if it ’ s an optional meeting , you want to be there to not only gather information about the project but also to network with the people who you are hoping to work with .

• Register in Sunbiz and MyFloridaMarketplace . You won ’ t be able to do any work with the State of Florida unless you are registered with these websites . The cost associated is low , but registration can sometimes take time . Again , do this as soon as you think that you want to get into the business of government contracting . Don ’ t wait until a contract that you want is advertised .

• Never give up . Don ’ t sweat it if you don ’ t win , or even come close , with your first proposal . Most firms don ’ t get it right on the first attempt . Make appointments for marketing meetings and introduce yourself and your service to

the agency . Get familiar with how they do business . Find out what they are looking for , and show them that you have what they need .

Believe me when I say that I know how frustrating this procurement process can be . I ’ ve been on both sides and you must remember that the government runs at its own pace . However , obtaining a government contract gives your business validation , reliable revenue ( for the duration of the awarded contract ) and opens the door to do business with other government agencies and contractors !! “ No matter what type of service your business offers , from IT services to landscaping , there is a government contract just waiting for you .” If you want my advice on how to grab it , give me a call at Small Business Contracting Source and we can ease the frustration and set your business up for continued success . n

Malaya Bryan Principal Small Business Contracting Source 1-833-ASK-SBCS www . SBCSinc . com https :// www . facebook . com / sbcsinc https :// www . instagram . com / sbcs _ inc

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BOTTOM : COURTESY OF MALAYA DANTZLER-BRAYN

8 VOL 7 , Issue 1 ⁿ IBA Success Magazine