Selling to the Government
(continued)

Know your market segment. As in all businesses, you have other competitors that are bidding on the same project. Chances are that those companies are your competitors in the private market as well. Do some market research and ask yourself some basic questions. Who are my competitors? What are their strengths and weaknesses? How can I make my company stand out? Who has won similar government contracts in the past? What did the government previously pay for that good or service?  As you work through these questions, keep in mind the contracting officer’s “golden triangle” — quality, timeliness and price. The answers to these questions, along with the agency solicitation, will assist you in crafting your bid.  

So, how do you get started finding opportunities now that you have your company positioned to do business with the government? For the federal government, start by completing the Central Contractor Registration (CCR, www.ccr.gov). CCR is the primary federal vendor database. It is mandatory that you register your company through CCR to access federal contracting opportunities. Registering allows the federal government to identify and pay you should you win a federal contract. You will need a Dun & Bradstreet number (DUNS, www.dnb.com/US/), a North American Industry Classification Code (NAICS, www.naics.com), Electronic Funds Transfer information and other company data. Everything that you need to get started is available free-of- charge. After registering your company, you can visit the Federal Business Opportunities (www.fedbizopps.gov) Web site to identify federal contracts of interest. 

To find contracting opportunities in North Carolina, you must register in Vendor Link (www.ips.state.nc.us/ips/pubmain.asp). For South Carolina, you can register through the Materials and Management Office Web site (www.state.sc.us/mmo/). Both of these Web sites are their states’ depository of business vendors. They will provide you with the necessary information to get started in selling to the state. For many of the local government entities, you can find information on contracting through their local or respective state Web sites. 

Selling to the government should not be looked to as a way to save a failing company. It simply takes too long to generate the needed cash flow. However, doing business with the government can create the type of long-term customer that can help your company grow and expand. Knowing how to position your company and where to look to get started are only the beginning. You must still be an expert in your field and provide quality goods and services at the right price. Good luck!

Tim Linker is Government Procurement Counselor for the Procurement Technical Assistance Center (PTAC), part of the Small Business and Technology Development Center.

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